Middle East region warms up to cloud

New partner programme helps drive cloud momentum for Veritas

Tags: Cloud computingVeritas (www.veritas.com)
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Middle East region warms up to cloud Regulations and compliance functions help put the spotlight on the value of data, says Dell
By  David Ndichu Published  June 3, 2018

Customers in the region are now spoilt for choice, as public cloud providers such as Microsoft, AWS Oracle and SAP aggressively move to set up data centres in the region.

However, navigating this multi-cloud environment can be daunting. The likelihood of increased complexity, costs and vendor lock-in can become real.

Veritas, with its various multi-cloud data management tools, can help ease the migration to and from the cloud, or between clouds.

Arthur Dell, technology leader at Veritas Technologies, says the company’s value proposition is providing the value to move and traverse across those private, public and hybrid clouds much simpler while facilitating the movement of data across the various cloud platforms.

Security is always top of mind in conversations around cloud and is actually seen as driving a lot of the momentum towards it. As cloud models have matured, cloud providers have started to build security as part of their offerings, notes Dell.

For Veritas, there’s value in being part a historical part of Symantec, in the ability to wrap security around its information management solutions. “That memory stays with us in how we operate and the solutions we offer to customers,” Dell says. 

IT managers now have to reckon with laws and regulations around data such as GDPR.  

Dell says any level of regulation and compliance is necessary as it forces some standardisation in how customers treat data and also drives a better understanding for organisations on what their data looks like, where it resides, who it belongs to, and how important it is.

“GDPR and other regulations and compliance functions help put the spotlight on the value of data. I think it helps the market evolve into a better understanding of the format data exists in, but also in the value of that data,” Dell says.

Veritas new partner programme specifically focuses on cloud and subscription-based purchasing models.

Partner programme

Geoff Greenlaw, emerging channel director, Veritas, says the type of partner the company is dealing with is evolving. “Five years ago, partners were focused on selling perpetual licenses for an X86 server type of environment. That model is coming to an end,” asserts Greenlaw. “We need to move towards the more cloud-orientated partner and the born-in-the-cloud reseller who can wrap additional value and services around our offerings.”

The new partner programme soars above the previous one on many aspects, says Greenlaw. The first of this is a much simpler methodology to understand. Partners do not require as much technical accredited as in the past, saving time and money on sales and technical training. 

Secondly, the new programme is much more predictable, Greenlaw says. “Partners love a program that is predictable not just in the margins they can make, but also on the backend rebates. It was more difficult for partners to understand where they would end up at the end of a particular quarter with the previous programme,” he admits.

The new programme is also much more aligned to the type of products Veritas wants to sell, says Greenlaw. “The new programme is much more engineered towards our focused products and new technologies such as VRP or our new appliances such as the NetBackup 5340 enterprise appliance,” he adds. 

The new programme is also much more measurable, according to Greenlaw. “We can now measure our partners in how they want them to be assessed and how they drive profitability within the partner programme.”

Finally, the new programme is far more rewarding than it ever was.  “A lot of our R&D dollars have been ploughed not just into engineering the product, but also in rewarding the channel,” Greenlaw says.    

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