Vul Overview

Veeam Universal License
Overview for Partners

The industry is moving
toward consumption-based
licensing
© 2021 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
A major shift to hybrid cloud
On-premises (“traditional”) data center Public/managed (“commercial”) data centers
Hybrid cloud
Private cloud
Virtualization
Consolidation
AWS | Azure | GCP | IBM | VCSP partners
Data management Cloud Data Management™
Shift to the cloud is going to the moon!
96% +81% 51%
of organizations will growth of cloud of all DR will be
accelerate cloud usage* backups in two years* cloud-based by 2023*
At Veeam, we encourage our partners to:

• Provide your own offer
• Promote a hyperscale offer
• Resell a white label offer from a VCSP partner
* source: Veeam Data Protection Report 2021
A licensing shift to subscription
Annual recurring revenue
What is in it for
Gain market share
the partner?
Stay relevant
Lower upfront cost
What is in it for
Better value
the customer?
Flexibility, portability and availability
Veeam® Universal License (VUL) to protect any workload, anywhere
Portable licensing that goes beyond
VUL: Subscription and Perpetual
• The lead packaging for selling Veeam Backup & Replication™
(Veeam Availability Suite™ & Veeam Backup Essentials™), Veeam Agents,
cloud and Nutanix
• Paid annually
• With three- and five-year terms and upfront payment discounts
• Veeam Backup & Replication and Veeam Availability Suite are sold in packs
of 10 instances
• Veeam Backup Essentials is sold in packs of 5 instances
• Portable licenses: Can adapt with changing workload needs
VUL licenses and specific workloads
Workload Universal License
Machines VM (vSphere/Hyper-V/AHV) 1
Cloud VM (AWS/Azure) 1
Server (Windows/Linux/Solaris/AIX) 1
Workstation (windows/ Linux) 1

3 pack = 3 workstations protected w/ 1 license
Applications Application Server (Oracle/SAP) 1
NAS/Files Front End Capacity (500 GB pack) 1
Veeam Backup & Replication v11 features by edition
Feature VUL Available as Socket?
CDP Yes ENT+
Archive Tier Yes ENT+
Hardened Repo Yes All
IR for NAS Yes No
IR for SQL/Oracle Yes ENT
IR Any to Hyper-V Yes All
Agent for Mac Yes No
Restful API Yes ENT+
Subscription products not licensed with VUL
Products Subscription License Unit
Veeam Backup for Microsoft Office 365 Y User
Veeam Disaster Recovery Orchestrator Y Orchestrated Instance
Management Pack for System Center Y Socket
VUL Perpetual versus VUL Subscription
VUL Perpetual is different from VUL Subscription only in how
it is transacted: capex instead of opex.
VUL Perpetual offers the same fully-featured capability, Production

Support, multi-cloud portability and workstation flexibility as VUL
Subscription.
Customers can purchase VUL Subscription or VUL Perpetual. However,

VUL Subscription and VUL Perpetual cannot be merged together
in the same environment.
How to answer challenges for partners
Lower upfront revenue Leverage Veeam and distribution programs

for MDF, incentives and sales resources
Customer preference Target your existing customers with incentives

Tips to migrate to VUL Subscription or Perpetual licenses
Customer success Offer discounts on additional services for auto-renewal

opt-in or multi-year VUL agreements
Customer retention Schedule regular checkpoints as part of your sales

lifecycle strategy
How to handle typical customer objections
Customer pain points Highlight benefits with examples of VUL versus

Perpetual, which would include multi-year Subscription
contracts to save customers more money in the long
run
Tips
Customer experience Portability across workloads and locations
Product or workload-specific agnostic
Cost No license or appliance lock-in
Resources and support
Tips and tactics for selling Subscription
Lots of useful details

and examples, all created
to help you keep up with
market trends and sell VUL!
VISIT VEEAM IQ
Other documentation
VUL toolkit on the ProPartner portal
What’s included?
•Licensing policy
•Migration policy
•VUL quoting scenarios
•VUL white paper
•FAQs
And more!
Build your quote configuration
Located under the Sales Resources tab, track and save your quote configurations
so you can send, export or convert to Deal Registration right from the portal!
Simply enter details of your

customer’s environment
to spend more time closing
business and less time
on quote configuration.
Once details are entered, you can register the deal in one easy step!
Help from Veeam Sales
Your channel manager

is equipped and enabled
to help you make the switch
to VUL!
Customer licensing support
Customers needing
licensing support
can open a case
in MY ACCOUNT.
Your success is our success
A 100% indirect model that just works!
1.1 billion
in 2020 bookings
100% 180+ 82%

sales through countries of the Fortune 500
channel partners are active Veeam customers
400K+ 70K+ 200+

customers partners worldwide industry awards
#2 market leader WW and #1 in EMEA
Named a leader AGAIN! Leader in Forrester Wave #1 in Market Share
The 2020 Gartner Magic Quadrant Veeam now serves some of the most Veeam leads the data protection
for Data Center Backup and Recovery complex, distributed and large-scale and recovery software market with its
once again recognizes Veeam as a leader. client deployments. revenue growing by 20.1% YOY in H2 2020.
Veeam receives 4.7 out of 5-star distinction

in the 2021 Gartner Peer Insights Customers' Choice
for Data Center Backup and Recovery Software.
The power of the ProPartner Network
Value-Added Resellers
Cloud & Service Providers
Distributors & Aggregators Customer

Global System Integrators
Professional services
Your Veeam Team
Veeam channel representative contacts can be found on the ProPartner portal!
Partner Regional Systems Distribution

manager marketing engineer partner
Thank you!

Vul Overview

Uploaded by

Copyright:

Available Formats

You might also like

Vul Overview

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Vul Overview

Uploaded by

Copyright:

Available Formats

Veeam Universal License

Overview for Partners

Data management Cloud Data Management™

At Veeam, we encourage our partners to:

* source: Veeam Data Protection Report 2021

Veeam® Universal License (VUL) to protect any workload, anywhere

• With three- and five-year terms and upfront payment discounts

• Veeam Backup Essentials is sold in packs of 5 instances

• Portable licenses: Can adapt with changing workload needs

Workstation (windows/ Linux) 1

NAS/Files Front End Capacity (500 GB pack) 1

CDP Yes ENT+

Archive Tier Yes ENT+

Hardened Repo Yes All

IR for NAS Yes No

IR for SQL/Oracle Yes ENT

IR Any to Hyper-V Yes All

Agent for Mac Yes No

Restful API Yes ENT+

Veeam Backup for Microsoft Office 365 Y User

Veeam Disaster Recovery Orchestrator Y Orchestrated Instance

Management Pack for System Center Y Socket

VUL Perpetual offers the same fully-featured capability, Production

Customers can purchase VUL Subscription or VUL Perpetual. However,

Lower upfront revenue Leverage Veeam and distribution programs

Customer preference Target your existing customers with incentives

Customer success Offer discounts on additional services for auto-renewal

Customer retention Schedule regular checkpoints as part of your sales

Customer pain points Highlight benefits with examples of VUL versus

Product or workload-specific agnostic

Cost No license or appliance lock-in

Lots of useful details

Simply enter details of your

Your channel manager

100% 180+ 82%

400K+ 70K+ 200+

Named a leader AGAIN! Leader in Forrester Wave #1 in Market Share

Veeam receives 4.7 out of 5-star distinction

Cloud & Service Providers

Distributors & Aggregators Customer

Partner Regional Systems Distribution

You might also like