Veeam helps businesses in ensuring the delivery of virtual, physical, and cloud data management, for any application, and any data, across any cloud. The ability to seamlessly meet the demands across multi-cloud infrastructures enables our customers to match the expectations of the digitised world, says Sandeep Bhambure, Vice President and Managing Director, India and SAARC, Veeam, in conversation with Harshal Yashwant Desai of Elets News Network (ENN).
Please brief us on Veeam and its operations in India?
Veeam is the leader in back-up solutions that enable Intelligent Data Management. With the growth and sprawl of data in today’s digital-native business environment in India, it is critical for data to be available. Customers’ growing demand is driving the availability for critical data, Veeam has addressed these demands for customers from large enterprises to SMBs in sectors including BFSI and public sector; amongst others. BFSI sector has been at the forefront of digital adoption and we foresee great opportunities for availability solutions.
Since starting operations in India in 2011, Veeam has gained significant momentum and as a testimony, we have been registering double-digit growth across successive quarters.
How does Veeam help its customers in data management?
Today’s rapid pace of technological innovation is leading to unprecedented growth in the volume of data generated through various sources. It travels through different devices, geographies and machines, and it no longer remains within the boundaries of data centres.
In such a scenario, data management, data analysis and criticality of data are some of the biggest challenges. Veeam helps businesses in ensuring the delivery of virtual, physical, and cloud data management, for any application, and any data, across any cloud. The ability to seamlessly meet the demands across multi-cloud infrastructures enables our customers to match the expectations of the digitised world.
Please brief us on your go-to-market strategy?
Since its inception, Veeam has operated 100 per cent through the channel and the company’s success in the market can largely be attributed to this approach. The company’s strategy is to empower its ProPartners with access to products and services that enable them to drive new business and revenue streams. Additionally, Veeam is continuously investing in India and believes that the Indian market is developing at a fast clip.
Veeam is bullish about the opportunities in the enterprise, cloud and the global system integrator space. The company’s continued focus on expansion into the enterprise and cloud segments is key to accelerating growth in the region.
How do you ensure the security of data which is lying on the cloud?
Veeam offers solutions that ensure data protection on the cloud. Enterprises moving to a multi-cloud strategy can get the most out of their cloud investments by protecting data within any cloud. With Veeam, organisations can leverage any public cloud provider, including Amazon Web Services (AWS), Microsoft Azure and IBM Cloud, Google Cloud, Alibaba Cloud, Oracle Cloud, or a managed service provider to protect their data offsite — all without the cost of building and maintaining a second site.
Additionally, as a platform, Veeam has the ability to move information on the cloud. We can orchestrate data to move between two clouds. That is the level of protection and orchestration that we can help our customers with. So, our customers can back up information from one cloud to another cloud or they can bring that information on-premise as well. We are helping our customers to bring that intelligence and orchestration to move data across multi-cloud workloads.
Veeam recently announced the Veeam Availability Suite 9.5 Update 4. Please brief us on how this update is set to benefit customers?
Update 4 of the Veeam Availability Suite 9.5 entails to the new cloud data management capabilities. This update is set to benefit the customers by delivering capabilities such as offering cost effective data retention, easy cloud migration and data mobility, cloud-native backup and protection for Amazon Web Services (AWS), portable cloud-ready licensing, increased security and data governance. Additionally, the enhanced solutions will also make it easier for the service providers to deliver Veeam-powered services to market. With these new offerings, Veeam is strengthening its commitment to offer simple, yet flexible and reliable solutions to our customers.
How has been your experience when it comes to dealing with customers in India and SAARC markets?
The Indian and the SAARC markets are very exciting in Veeam’s global growth story. Our operations aim at supporting SMBs and enterprises on their journey to digital transformation. Our software and solutions can co-exist with existing environments. As a 100 per cent channel-led company, we have a very vibrant channel ecosystem with more than 59,000 partners, globally. We also work very closely with alliances such as Cisco, HPE, NetApp, Microsoft, Nutanix, and Lenovo who play a critical role in enabling customers to embark on their digital transformation journey.
What are the opportunities for Veeam in the India market and who are the customers that Veeam caters to?
With businesses looking to drive agility and prepare for business growth, the overall business environment is vibrant. We have realised after interacting with our customers that there is positivity among them. The customers who are open to adopting cloud and our availability solutions are growing with each passing day.
Veeam is a horizontal platform which caters to industries across sectors. We have the ability to co-exist with their already deployed platforms. Any enterprise irrespective of its size has the propensity to deploy Veeam platform. Worldwide, we have more than 320,000 customers. In India, we have a very strong customer base, especially in the BFSI Sector. There are a big number of insurance players who have trusted our Availability platform. Further, we also have a good customer base in Government, PSU, Manufacturing and Pharma in India and SAARC. Additionally, we have a few customers in smart cities domain as well through our alliances.
How is the competition in the market?
The challengers for us are the competitors who have been operating from the physical era, whereas Veeam is a company that is born in the cloud. It is always a cloud-first strategy for Veeam. We are a hardware agnostic-company and that’s the key differentiator for us.
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