Licencias OnLine attended the VeeamON 2024 as one of the few distributors of the brand. The relationship of the wholesaler with Veeam, who they define as one of the most important partnerships in Latin America, has been 10 years.
“Veeam is a company that has given a very good offer to the market. There are historical partners who have not stopped selling the brand, are committed and see that their customers continue to use it over time. That speaks of investment and support. I can say that our relationship with the brand has been very good in terms of transparency, closeness, monitoring and working together,” said Carolina Losada, CEO of Licencias OnLine.
“The magic of relationships is between people. There are historic people at Veeam, with more than 10 years in the company, allowing us to create long-term plans. This has been the key to success in this partnership”
-Carolina losada
The executive explained that the 2024 edition of VeeamON was very special, as disruptive messages were given regarding data protection by the manufacturer. In addition, alliances with brands such as Microsoft and Red Hat were discussed, as well as integrations with other security manufacturers seeking to generate integrated solutions for customers.
“One thing we highlight about Veeam is its ability to quickly bring any program or new product to resellers and end users. That’s something not all software vendors can achieve,” said Felipe De Cabo, Cloud Director for Latin America at Licencia.
Generating value with partners
The new incentives announced by Veeam during the event were mostly enterprise-oriented offerings, which, according to Carolina Losada, brings great opportunities for both the brand and partners. “The announcement of the enterprise agreement model is very important, we see many customers in Latin America looking for such long-term commitment contracts to negotiate a better price over time, that allows customers to be captive and feel they paid a better price for the product. They are new tools that I think were missing and now the company is exhibiting it, that is very good news,” he analyzed.
Licencias OnLine are growing double digit year by year with Veeam. Currently, the company follows a strategy with hyperscalers through marketplace, adding vendor software offerings to form the hybrid cloud. As far as cloud is concerned, the wholesaler has a private cloud team and a public cloud team.
“The added value of LOL is that we try to give partners the guidelines and tools they need to do their business. The good thing is that the model now became multicloud. In that sense, Veeam’s strategy with hyperscalers, private clouds, external vendors, allows the reseller to have the solution integrated in one place,” explained the Cloud Director for Latin America at OnLine Licenses.
“We stopped talking about virtualization of physical servers and started talking about application modernization. We must start communicating in Latin America so that customers adapt to change”
-Felipe de cabo
The concept of hybrid cloud is still in development in Latin America, so from the wholesaler are proposed to generate applications and services, so those partners that have services managed with platforms like Veeam can add value to a business solution. “Our desire is for the channel to come out of that box-resale mentality and add value,” said Felipe De Cabo.
To conclude, Carolina Losada stressed the importance of achieving synergy in its operations with Veeam, in order to bring all the ads that the brand shared in VeeamON 2024 to the market. “When manufacturers advertise a battery of things, the time is longer when it spills out and hits the market. We have a big challenge there. Veeam will be doing the local VeeamON, which I think is crucial to having a local presence. These will be held in Colombia, Chile, Argentina, Mexico and Brazil,” concluded the Licencias OnLine CEO.
