Joint value proposition Solutions Sales tools Partner benefits. Cisco Alliance Guide. A Partner Playbook for selling Veeam and Cisco

Transcription

1 Cisco Alliance Guide A Partner Playbook for selling Veeam and Cisco

2 Elevator Pitch Veeam enables Availability for the Always-On Enterprise with Cisco solutions by providing the data management solutions required for 24/7 application Availability. By combining Cisco Data Centre products including UCS and Veeam solutions, customers eliminate data loss and deliver fast data recovery, helping them minimise risk, decrease downtime and easily adapt to business changes to meet the most stringent recovery time and point objectives, or RTPO. Veeam s value to Cisco Veeam helps the Cisco channel sell more data centre solutions by expanding the conversation to enterprisewide availability solutions. As a result, Cisco can sell additional data centre solutions like storage, server and hyper-converged to existing customers and larger solutions to potential customers. Our joint channel partners can offer Veeam Availability solutions, powered by the Veeam/Cisco validated infrastructure, to quickly add value and utility to a customerls Cisco investment. Veeam s brand strength is a strong benefit to Cisco and complements Cisco s market leadership in data centre and service provider markets. Going to market with Veeam opens up new marketing, partner and growth opportunities. Also, Veeam s channel-driven sales model is well aligned with Cisco s markets aligned go-to-market efforts. Cisco s value to Veeam Cisco UCS is a $3.5 billion product line, growing at 22% year on year, and Cisco needs partners, like Veeam to show value for and land their new server storage products. Aligning with Cisco creates opportunities in Veeam s target commercial and enterprise markets and in the cloud service provider segment. Joint go-tomarket initiatives with Cisco helps Veeam reach customers, partners and integrators they could not on their own. As Cisco drives adoption of these new offerings, Veeam can attach to large deals by demonstrating how Cisco sales and partners will sell more Cisco solutions with Veeam.

3 Veeam + Cisco C3160 Veeam + FlexPod Solutions Veeam enables the Always-On Business and complements Cisco by providing the data protection solutions required for 24/7 application availability. By combining Cisco UCS and Veeam solutions, customers eliminate data loss and slow data recovery, helping to minimise risk, decrease downtime and easily adapt to business changes to meet the most stringent recovery time and point objectives (RTPO ). Veeam continue to deliver: Cisco UCS + Veeam Cisco UCS servers, storage and Veeam combined to deliver a highly scalable data management and protection for Availability for the Always-On Enterprise. Cisco UCS C3260 and C240 + Veeam Pre-validated, easy-to-deployveeam high-speed recovery solutions for your Cisco UCS infrastructure. Cisco HyperFlex + Veeam Cisco HyperFiex combines compute, storage, networking and virtualisation into a simplified, easy-to-use system that brings new levels of speed and efficiency to IT and combined with Veeam delivers data management and protection for the Availability for the Always-On Enterprise. Hyperconverged compute, networking and storage solution for Veeam to easily scale up and out to meet growing business needs. FlexPod (Cisco-NetApp) + Veeam Converged compute, networking and storage solution for Veeam to easily scale up and out to meet growing business needs.

4 Veeam + Cisco C3160 Veeam + FlexPod Solution overview Veeam and Cisco UCS bring together high-performance availability and reliable data protection to modernise your data protection strategy. This high-scalable combination is designed to meet the ever increasing demands placed on today s modern data centre and staff. Veeam Availability Suite delivers Availability for the Always-On Enterprise, leveraging IT investments in virtualisation, modern storage and the cloud, so customers can meet recovery time and point objectives, or RTPO of <15 minutes for all applications and data. Veeam s agentless design, simple deployment and low management make it a perfect match for Cisco UCS. Popular links Veeam + Cisco Solutions Page Building Scalable Data Centres with Cisco and Veeam Cisco Marketplace Veeam Customer benefits A choice to back up and recover what you need, when and where you need it - whether it s on site, on tape or in the cloud. High-speed recovery The record-breaking I/0 speed of the UCS architecture coupled with Veeam lnstant VM Recovery gives organisations near-continuous data protection and the ability to meet the stringent RTPO demanded by Tier-1 applications. Short backup windows Veeam s built-in deduplication, WAN acceleration and enterprise design combined with the UCS platform means customers can reduce their backup windows by up to 95% to support aggressive recovery point objectives. Technology alignment Veeam Backup & Replication is Cisco-compatible and UCS platformready on both the UCS B-Series and C-Series servers. Veeam is a Preferred Solution Partner in Cisco s ecosystem and is included in the Cisco Solutions Catalogue.

5 Veeam + Cisco C3160 Veeam + FlexPod Veeam + Cisco C3160 Solution overview Together, Veeam and Cisco high-density UCS storage, now available as C3160 and C240 appliances for Veeam, create the perfect staging area for backup and recovery. Combined, they offer the right combination of performance, flexibility and reliability providing an impressive, modern disaster recovery solution for your VMware vsphere or Hyper-V environment. Veeam backups to Cisco reduce backup ingest bottlenecks and provide faster backups through the use of parallel processing. Popular links Veeam Deployment Guide for Cisco UCS Cisco performance testing with Veeam Webinar: Cisco Appliances and Veeam Customer benefits Granular recovery of VMs and files, applications items Self-service recovery lnstant VM Recovery in less than 2 minutes Automatic verification of every backup, every VM, and every replica-every time Service provider benefits Confidence in your services based on a validated architecture Contain operational costs with Cisco UCS management Easily scale as your Veeam business grows

6 Veeam + Cisco C3160 Veeam + FlexPod Veeam + FlexPod Solution overview Veeam s integration with FlexPod enables agentless, easy-to-manage solutions with application-consistent snapshots leveraging NetApp snapshot technology. Veeam backup and recovery, powered by FlexPod, achieves unprecedented levels of data protection at a price point that s practical for all applications. With Veeam, FlexPod customers meet their most stringent recovery time and point objectives, or RTPO(TM), of Tier-1 applications. Popular links Solution Brief FlexPod and Veeam Veeam Deployment Guide for FlexPod Webinar Veeam and FlexPod Customer benefits High-speed recovery of entire VMs or individual items from NetApp Snapshot, SnapMirror and SnapVault Granular recovery for Microsoft Exchange, Active Directory, SharePoint, SQL Server and Oracle Fast, application-consistent recovery points by orchestrating NetApp Data ONTAP to create snapshot-only backups Reduced risk of data loss and primary storage impacts by automating backups secondary from NetApp SnapMirror and SnapVault Verified recoverability with automated testing of backups in the background to guarantee the recoverability of every file, application and VM A cloud-ready platform that enhances data availability by providing an efficient way to get backups off site to a service provider.

7 Veeam + Cisco C3160 Veeam + FlexPod Solution overview Veeam complements Cisco HyperFiex, to deliver data availability, protection and disaster recovery (DR) for virtualised environments. HyperFiex provides high availability for the cluster by mirroring data within the cluster, and proactively self-healing in case of hardware failure. Cisco HyperFiex combines compute, storage, networking and virtualisation into a simplified, easy-to-use system that brings new levels of speed and efficiency to IT. Cisco HyperFiex includes an integrated network fabric, powerful data optimisation and unified management to deliver the full potential of hyperconvergence for a wider range of workloads and use cases. Veeam delivers efficient virtual machine (VM) backup and replication to dramatically lower the recovery time objective (RTO) and recovery point objective (RPO), for RTPOTM of <15 minutes for ALL applications and data. Veeam and Cisco UCS bring together high-performance availability and reliable data protection to modernise your data protection strategy. This high-scalable combination is designed to meet the ever increasing demands placed on today s modern data centre and staff. Customer benefits High availability hyper-converged infrastructure giving organizations nearcontinuous data protection and the ability to meet the most stringent RTPOs lnstant VM Recovery in less than 2 minutes Automatic verification of every backup, every VM, and every replica, every time Veeam Explorers for Instant Single-Item recovery of Exchange, SQL, Oracle, AD, Sharepoint, Windows and Linux files. Popular links Solution Brief Veeam and Cisco HyperFlex Webinar Veeam and HyperFlex

8 Call Scripts Cheat Sheets Success Stories Sales tools Veeam looks at its partner community as an extension of its own sales, marketing and technical teams. Veeam wants to help you better understand the virtualisation market, create demand with your customers and be a part of the Veeam success. The following resources are offered to help you better understand your customers pains and in turn, increase your Veeam sales. Program benefits include Promotions & Incentive Programs Earn increased incentives and rewards for partners who are committed to Veeam. Training Gain a competitive advantage by being a committed partner and get advanced product updates and accreditations through Veeam University. Marketing support Learn how you qualify for Co-op/Market Development Funds that can be used for joint marketing and lead generation activities. Also, learn what campaigns you can run on your own with our Campaigns-in-a-Box. Enablement process Have access to anything and everything ProPartner ; familiarise yourself with the Getting Started Guide.

9 Call Scripts Cheat Sheets Veeam +FlexPod Success Stories What to look for Cisco UCS customers with VMware vsphere or Microsoft Hyper-V environments who don t meet their application availability SLAs or those who are dissatisfied with the cost and operational overhead of their existing traditional backup solution. Who to call IT managers and decision makers responsible for application and data Availability or backup and recovery management. Questions to ask: What percentage of your environment is virtualised? Do you see this percentage growing or changing? Do you need to reduce your data protection costs as your virtual systems grow? Do backup and recovery challenges exist in your current environment? Are you meeting your SLAs? What specific challenges are you facing with your current backup approach? How are you currently backing up virtual machines? Are you looking for faster backup times and the fastest recoveries? How do you get backups off site? What hypervisors are deployed?

10 Call Scripts Cheat Sheets Veeam +FlexPod Success Stories Veeam + FlexPod Questions to ask How much of your current infrastructure is virtualised or are you planning to virtualise on FlexPod? What virtualisation technology are you using or planning to use with your FlexPod environment? What business factors are driving your need for virtualisation? What applications have you virtualised? Are you using VMware vsphere, Microsoft Hyper-V or a combination of both? How are you planning to scale your backup environment for growth? Are you planning to store any data in the cloud? Things to listen to for Wow, that was a late night last night... just in time for batch processing. I wanted to have my backup guys in this meeting, but they are busy pulling backup reports together to see what failed last night. Since we aren t backing up our data often enough and our recovery process is slow, we will lose a ton of data, and it will take forever to recover when we have a system failure. I don t know whether my backups are recoverable. Recovering Exchange items is too much effort and takes too long. I m not sure whether I could recover if I had to. I don t trust my current solution.

11 Call Scripts Cheat Sheets Veeam +FlexPod Success Stories Veeam + FlexPod Objection handling My backup environment is good enough and not a priority. What happens to your business if you have data corruption and need to restore? How much data loss will your company allow? How quickly would the company expect the restore to happen? My team just handles the problems when they arise. What other projects do these problems take the team away from? How does that affect the business? I m heavily invested in my current infrastructure I can t afford a rip-and replace at this time. That s all the more reason to consider FlexPod. You can incorporate much of your existing infrastructu re into the FlexPod architecture; you ll be able to leverage your current capabilities to new ends. This way, you ll have the freedom to maximise the value of your IT investments without building a new data centre from scratch. A shared infrastructure doesn t provide the security my business-critical applications demand. FlexPod offers reliable, automated disaster recovery and data protection processes, provides high availability, fault tolerance; and resource optimisation, while delivering non-disruptive data and application mobility, even over extended distances. I prefer to integrate my hardware and software components in-house. I understand the desire to maintain control over your IT infrastructure, but what other initiatives could you execute if you didn t have to perform these time consuming tasks? Leveraging the expertise of a qualified FlexPod systems integrator will help build a solution to your specifications so your IT team will have more time and energy to dedicate toward delivering strategic business initiatives for your company. We are evaluating off-premises cloud options and assessing cost, ease of operations and data security. Veeam has extended its backup product to make securely storing your data through a service provider of your choice seamless, and it s available at no additional charge by Veeam. NOTE: Here are suggestions for asking some of these questions with a bit more enterprise focus. What are your SLAs for critical applications? What roadblocks keep you from meet SLAs? How are you backing up remote and branch offices? How is Cisco UCS deployed and managed today? What storage strategies are you investing in to control expenses? How are you scaling your backup and recovery service portfolio?

12 Call Scripts Cheat Sheets Veeam +FlexPod Success Stories What to look for Customers that are considering converged infrastructure or hyperconverged infrastructure Customers looking for IT agility, lower costs and application availability Customers with VMware vsphere or Microsoft Hyper-V environments who don t meet their application Availability SLAs Customers who are dissatisfied with the cost and operational overhead of their existing traditional backup solution. Who to call IT managers and decision makers responsible for application and data Availability or backup and recovery management. Qualifying questions Are you presently adopting or considering converged or hyper-converged infrastructure? Do backup and recovery challenges exist in your current environment? Are you meeting your SLAs? What specific challenges are you are facing with your current backup approach? How are you currently backing up virtual machines? How much of your current infrastructure is virtualised? What business factors are driving your need for virtualisation or hyperconverged? Are you planning to store any data in the cloud?

13 Joint value proposition Solutions Sales tools Partner benefits Call Scripts Cheat Sheets Veeam +FlexPod Success Stories Organisations are making significant investments to modernise their data centres by standardising on server virtualisation, modern storage, and cloud-based services with the goal of building an agile IT infrastructure capable of meeting business requirements quickly. But with this modernisation comes new demands from end users, who require access to data and applications 24 hours a day, every day. The world is now Availability and technology must evolve to address this new demand to meet application availability service-level agreements (SLAs). Reliable, scalable Veeam Availability solutions powered by Cisco UCS High-speed recovery with RTPO of <15 minutes for ALL applications and data Data-loss avoidance with streamlined disaster recovery Verified recoverability with automated testing Leveraged data to put backups to work for testing labs Low-risk deployment of Cisco UCS storage Complete visibility and management. Customer pain points RTOs and RPOs of hours and days Less than 6%of backups are tested quarterly Failure to recover with more than 16% of backups No visibility to detect issues before they have an impact on business operations.

14 Joint value proposition Solutions Sales tools Partner benefits Call Scripts Cheat Sheets Veeam +FlexPod Success Stories Veeam + FlexPod Veeam s integration with FlexPod enables agentless, application-consistent snapshots that leverage NetApp Snapshot technology, allowing IT managers to achieve unprecedented levels of data protection at a price point that s practical for all applications. In turn, FlexPod customers are able to meet the most stringent RTPO for Tier-1 applications. Customer pain points: Downtime costs users, customers and partners and negatively impacts productivity Recovery takes too long and is not reliable High cost and complexity of secondary storage and backup data management Inability to meet compliance requirements for backup or recovery Loss of IT productivity due to management challenges Difficulty attaining low RPO demands while keeping storage impact at a minimum even while performing multiple backups a day VM monitoring that is incomplete or inaccurate Can t scale to keep up with growing virtual workloads. Where to look for sales opportunities: Legacy backup or VTL solutions High cost and complexity with their current backup solution Growth issues with backups that do not scale or are not secure Compliance or regulation requirements that are not met Issues with full system restores that take too long An inability to recover granular objects from Microsoft Exchange, SharePoint, Active Directory, SQL Server or Oracle Low confidence in recovery success.

15 Joint value proposition Solutions Sales tools Partner benefits Call Scripts Cheat Sheets Veeam +FlexPod Success Stories Veeam with Cisco HyperFlex hyperconverged solutions provide a combined hardware and software high availability solution allowing IT managers to achieve unprecedented levels of IT agility & application availability at a price point that s practical for all applications. In turn, customers are able to meet the most stringent RTPO for Tier-1 applications. Customer pain points Downtime costs users, customers and partners and negatively impacts productivity Even with hyper-converged solutions, recovery takes too long and is not reliable Modernising the data centre doesn t modernise data protection Inability to meet compliance requirements for backup or recovery Loss of IT productivity due to management challenges Can t scale to keep up with growing virtual workloads. Where to look for sales opportunities Legacy backup or VTL solutions. High cost and complexity with their current backup solution Growth issues with backups that do not scale or are not secure Compliance or regulation requirements that are not met Issues with full system restores that take too long An inability to recover granular objects from Microsoft Exchange, SharePoint, Active Directory, SQL Server or Oracle Low confidence in recovery success.

16 Call Scripts Cheat Sheets Success Stories Success stories Veeam and Cisco UCS - iland Veeam and CVISTA Veeam and Drake Software We pride ourselves in working with each customer to understand and solve their unique challenges as quickly as possible; it s what we are known for. To continue that level of service throughout our global expansion we needed an infrastructure that supported automated deployment and provisioning as well as scalable performance. Cisco UCS and Veeam help us do that. Justin Giardina CTO iland Link to the full success story... We ve experienced great support coordination among Veeam NetApp and Cisco. Kudos to Veeam, kudos to NetApp and kudos to Cisco. We re glad to have them all in our corner. Neal D. Barrett Network Administrator Civista Bank Link to the full success story Veeam is one of the pillars of virtualisation and it s the reason we virtualised Exchange. With Veeam we can back up our Exchange VM once a day rather than once a week like before, and we can recover Exchange items in minutes. Prior to Veeam, recovering Exchange items was a full day event. James Hubbs Senior Network Administrator Drake Software Link to the full success story

17 Marketing Tools ProPartner Program Partner benefits Collateral Contacts Partner benefits The Veeam ProPartner Marketing Program is an effective and widereaching means of marketing support for our channel partners designed to help you invest in your Veeam business by creating new opportunities through marketing programs and campaigns. Easy The Veeam Pro Partner Program is designed for maximum benefit with minimal confusion. Boost your growing Veeam sales easily with extensive sales and marketing resources. Engaging Veeam s channel-friendly sales approach emphasises building relationships with valued partners and is 100% committed to partner success. Predictable Partnering with Veeam is straight-forward-there isn t a hidden agenda and Veeam doesn t have the ability to take a deal direct-ever. Open communication, expert training and solid, predictable solutions are what we pride ourselves in. Profitable The Veeam ProPartner Program is designed to reward partners who invest time and effort in learning and sellingveeam solutions. Generate even more money with aggressive Veeam ProPartner offerings.

18 Marketing Tools ProPartner Program Partner benefits Collateral Contacts Marketing Tools Veeam Marketing Expert Club Veeam Marketing Expert Club is created especially to inform you about all the unique opportunities and tools Veeam provides you to develop our business together and make sure you use all of them! Try it right now to know everything about Veeam marketing tools to boost your sales, about our marketing funds and many other marketing opportunities we give to our partners! Pass right now and get Seminar-in-a-box, Call-out-in-a-box or co-branded giveaways co-funded up to 100%! Veeam Videos & Decks Check out a couple of recorded webinars here: Ensuring Availability of Converged Infrastructure Veeam and HyperFlex Veeam and FlexPod 5 Successful VM Data Protection Strategies on Cisco UCS Cisco & Veeam: Availability for the Modern Data centre Cisco: Strategic Alliance Partner of the Year 2015 Veeam MarketReach new Veeam MarketReach is an exciting FREE tool that powers your internet marketing. Now you can launch cobranded s and lead-generation campaigns-with no additional software or skills required! Create and send customisable s in just a few clicks! Build co-branded registration pages no programming skills required! Capture hot leads visible to you only! Perform a comprehensive analysis of the results easily! Now powered by StructuredWeb and it s FREE and NEW! Don t hesitate! Companies like VMware, Cisco, EMC and more use this engine.

19 Marketing Tools ProPartner Program Partner benefits Collateral Contacts ProPartner Program Veeam provides Availability for the Modern Enterprise by leveraging virtualisation, storage, and cloud technologies to deliver recovery time and point objectives (RTPO ) of less than 15 minutes for all data and applications. With more than 157,000 customers worldwide, Veeam s solutions enable the Always-On Enterprise with high speed recovery, data loss avoidance, verified protection, leveraged data and complete visibility. Veeam sees partners as an extension of its own sales team and realizes that the investments in building it s channel are just as important as the investments in building a superior product. The Veeam Pro Partner Program affirms Veeam s commitment to it s partners to help expand their reach in the market by giving access to the tools and resources necessary to differentiate their business so they may become more profitable. Program Benefits include: Veeam-delivered technical and sales enablement training, including accreditations through Veeam University and the Veeam Certified Engineer (VMCE) certification Veeam Pro Partner Portal-A dedicated partner resource website that includes sales tools and other information to help you qualify and drive business Marketing support from Veeam, including funds for joint activities Direct access to customer care and support for technical inquiries Ability to increase margins based on participation in the Deal Registration Program. Program Requirements For more information about the benefits and requirements of being a Veeam Pro Partner, please review the Pro Partner Program Guide. Your success in Veeam s ProPartner Program will be based on achieving an annual revenue target, earning Veeam certifications and more.

20 Marketing Tools ProPartner Program Partner benefits Collateral Contacts Partner benefits Partner level Criteria Requirements Types of Benefits Registered Reseller By invitation Meet the requirements To apply to Gold, meet quarterly requirements during 2 consecutive quarters Meet the requirements To apply to Silver, meet quarterly requirements during 2 consecutive quarters 2 certified Engineers VMCE 4 accredited Engineers VMTSP 4 accredited Sales VMSP EUR 600,000 annual revenue (MSRP) Quarterly business plan Veeam branding and description on partner website 1 certified Engineers VMCE 2 accredited Engineers VMTSP 2 accredited Sales VMSP EUR 40,000 revenue per quarter (MSRP) or EUR 25,000 revenue per quarter and 10 orders Veeam branding and description on partner website 1 accredited Engineers VMTSP 1 accredited Sales VMSP Minimum 1 order per quarter Veeam branding and description on partner website Access to ProPartner Portal Limited* V V V Access to promotions and incentives Limited* V V V Marketing Menu: set of free pre-built tools and campaigns V V V V ProPartner logo V V V Inclusion on Veeam Partner Finder V V V Free access to Veeam University and best technology and product trainings V V V V Assigned Veeam manager V V NFR keys/iul V V V Discount on Internal Use Licences V V V OppShare tool to identify new opportunities V V Qualified sales leads from Veeam Partner Marketing Development Fund (PMDF) Program V V V Benefits Marketing Menu V V V V Deal Registration Program V V V Base discount 4% 10% 12% Quarterly Rewards Program V 2 years prepaid maintenance 4% 4% 4% Recognition as Veeam Experts and customer reference V Maximum discount 8% 14% 16% *Limited access To find out more about Deal Registration benefits and requirements please visit ProPartner page. Veeam divides EMEA in two zones (A and B) based on market size. To understand the program requirements applicable to your country/territory specifically, please visit the ProPartner Portal section Programs.

21 Marketing Tools ProPartner Program Partner benefits Collateral Contacts Collateral Success stories USA Appleton Area School District USA Civista Bank USA Drake Enterprises Ltd. USA Helen of Troy USA iland USA Maclean-Fogg Co. Netherlands Fundaments BV South Africa Price Waterhouse Coopers Australia Western Health Solution briefs Veeam + FlexPod Veeam + Cisco C-series Veeam and Cisco HyperFiex Cheat sheets Veeam + FlexPod C3x60 Cisco Reference Car Configuration guides Veeam Availability on Cisco UCS: Degloyment Guide FlexPod + Veeam Install Guide White papers Why Cisco UCS and Veeam Building Scalable Solutions with Veeam and Cisco C3000 storage Veeam and FlexPod Availability for the Modern Data Centre

22 Marketing Tools ProPartner Program Partner benefits Collateral Contacts Collateral If you have any questions please don t hesitate to get in touch: telephone: +44 (0) swsales-uk@techdata.com Web: Our experts will take you on a journey to success Contact us today swsales-uk@techdata.com or by phone +44 (0)