![]() ![]() There will likely be some sales cannibalization, but centrally managed services can offer economies of scale that could improve Veeam’s margins. Others may reconsider the wisdom of continuing to manage infrastructure and switch from self-managed deployments to VCSP-facilitated or direct as-a-Service options. Some of them will be purchasing backup for the first time, helping Veeam, and others, to grow into the unprotected 75% of Microsoft 365 customers. Veeam believes there is pent up demand from customers that don’t want to manage backup repositories or deal with the operational details of backup infrastructure. The remaining 6 million use Veeam cloud service providers to obtain Veeam Backup 365 as a managed service. 5 million have Veeam Backup 365 deployed on-site and another 5 million deploy Veeam Backup 365 in the cloud, but manage it themselves. Veeam has around 10 million customers that currently self-manage Veeam Backup 365. ![]() Allen cited research data suggesting CAGR of around 20% for the data protection as a service market more broadly-which includes DR-aaS, cyber resilience and archive-but he believes each sub-component is growing at roughly the same 20% rate.īreaking down the 16 million Veeam Backup 365 customers provides interesting insights into customer thinking. ![]() Veeam is currently protecting 16 million of them, around 33% market share. Veeam estimates that of the roughly 345 million Microsoft 365 paying customers, only around 15% (50 million) have data protection in place. Channel partners might need to work a little harder to build relationships with them and clearly demonstrate that they provide value above and beyond what an off-the-shelf Backup-as-a-Service product delivers. It’s the middle tier that prefer to deal with partners, and will likely continue to do so. These smaller organizations with 10-30 employees simply sign up, pay the full recommended retail price, and move on. “They’re either very large enterprises saying ‘You run this for us’ or, on the lower end of the market, there are people that we don’t even talk to.” “They’re coming directly to Veeam because we have brand recognition, and they’re saying we want this directly from you,” says Allen. Dealing directly with Veeam will likely appeal most to two major groups: the very small customers that are already accustomed to purchasing as-a-Service software from other vendors without going through partners, and very large customers that like to form strategic partnerships with key vendors. ![]()
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