When BlueCoffee Networks opened for business, server virtualization was one of its core competencies. The company became a VMware Professional Partner and aligned with a software manufacturer for a virtual machine (VM) backup solution. Unfortunately, the solution wasn’t a perfect fit for many of BlueCoffee’s customers because it involved a traditional agent-based, physical backup tool that had been retrofitted to work with virtual environments.
“Agentless backup is obviously a lot easier and less time-consuming and expensive to manage and maintain,” said Simon Kelf, Director for BlueCoffee Networks. “Those issues, combined with the vendor’s mediocre level of customer support, led us to look for a new software partner. Then we met Veeam.”
Simon said he and his colleagues quickly realized that Veeam Backup & Replication™ would be a far better data protection solution for their clients. “In addition to being built specifically for the virtual environment, Veeam is a superior product that is easy to configure and use and does exactly what it promises to do,” he explained. “Veeam offers functionality that isn’t available in other backup products.”
Veeam Backup & Replication can run a VM directly from a backup file, enabling BlueCoffee clients to instantly recover a VM from a backup; restore individual objects like email messages and database records from any virtualized application; automatically verify the recoverability of every backup; and create an “on-demand sandbox” for troubleshooting, testing and development/QA.
“Veeam has changed the dynamic of VM backups,” Simon concluded.
Another key reason why Simon and his colleagues decided to partner with Veeam is because of the comprehensive partner support the company offers. “Veeam gives us the level of support we would expect from a Tier 1 vendor,” he said. “In fact, Veeam’s support is so exceptional that we awarded them our Partner of the Year in 2010.”
Veeam’s ProPartner Program gives BlueCoffee the tools it needs to become a trusted advisor to clients and gain a profitable, long-term competitive advantage in its virtualization practice. “We grew 100 percent from 2009 to 2010, and we could not have achieved that kind of growth without Veeam,” Simon said.
BlueCoffee has made excellent use of the services available in Veeam’s ProPartner Program. This includes lead distribution, marketing materials, license keys, direct access to engineering and support resources, and accreditation through Veeam University, which provides a free, online professional accreditation program with two paths and titles: Veeam Technical Sales Professional and Veeam Sales Professional. BlueCoffee has also become a Veeam Gold ProPartner, which affords the company additional benefits.
“In addition to working with a great ISV like Veeam, we’re also fortunate to work with Magirus, a leading distributor of IT solutions in Europe,” Simon said. “Magirus has provided excellent training to our sales team on how to sell Veeam solutions, and they provide quick turnaround on quotes and orders.”
Now that Veeam Backup & Replication has been deployed in hundreds of BlueCoffee client infrastructures (as well as Veeam Monitor™ and Veeam Reporter™), Simon and his colleagues are focusing on the Veeam Management Pack™ for VMware for the enterprise market. “The nworks MP gives us an entrance into a new market with massive growth and revenue potential,” he said.
The nworks MP provides scalable, fault-tolerant and agentless VMware infrastructure monitoring and management directly in Microsoft System Center, eliminating the need for a separate monitoring framework and protecting a client’s investment in Microsoft System Center.
“That means our clients will be able to manage their physical and virtual environments from one console,” Simon said. “And, they can use the Veeam nworks PRO Pack with Microsoft System Center Virtual Machine Manager for automated VMware problem resolution. This is very important for enterprises with multihypervisor environments, such as VMware vSphere and Microsoft Hyper-V. Veeam gives them unified monitoring and management of a heterogeneous virtual infrastructure.”
The Veeam ProPartner Program provides partner organizations with the expertise to market, sell, support, and extend Veeam solutions to customers worldwide. Through training and accreditation, technical support, special promotions, and industry events, the program helps Veeam ProPartners create new opportunities, close deals quickly and increase profitability.