Gaurav V Saxena
Director - Channels & Alliances, Veeam Software
“Partner profitability cannot depend on quarterly incentives alone. It comes from giving partners a larger role across the customer lifecycle, from assessment and implementation to ongoing protection and recovery. Veeam’s channel ecosystem is central to how we go to market, with more than 3,000 partners across India and SAARC. Our partner-first model helps them build recurring revenue and move beyond one-off transactions. Through the Veeam ProPartner Network, partners get business intelligence tools such as customer expansion portals, giving them clearer visibility into renewal cycles, upsell potential and expansion opportunities.
A PARTNER-FRIENDLY PROGRAMME
A partner-friendly programme should reward capability, not just sales volume. The Veeam ProPartner Network gives partners a single gateway to training, certifications, sales enablement, marketing support and technical expertise. It also gives resellers, service providers, systems integrators and cloud partners the flexibility to shape propositions around their own customers and commercial models. The goal is to help partners build services they can deliver, problems they can solve and advisory roles they can sustain over time.
CHANNEL STRATEGY FOR 2027
In 2027, the channel opportunity in India will move further from selling backup products to helping customers prove that their data and operations are resilient. Our priorities are to deepen partner capabilities in SaaS and cloud data protection; support recurring services such as Backup as a Service and Disaster Recovery as a Service; and expand into Tier-2 and Tier-3 markets through partners with local market understanding.
Smaller cities are seeing faster digital adoption, especially among SMBs and mid-sized enterprises that often lack dedicated security, compliance or resilience teams. Our partner and MSP ecosystem helps them prepare for AI adoption, protect against ransomware, manage Microsoft 365 data and respond to evolving compliance requirements such as India’s DPDP Act. Initiatives such as Bharat CyberSuraksha extend that work beyond immediate sales enablement, with internal approved material describing partnerships with four Assam universities focused on cybersecurity, cyber resilience, cloud technologies, AI and workforce development. The test for channel programmes in 2027 will be whether partners can turn technical expertise into trusted advice, recurring services and measurable customer outcomes.”
