Networking News

Hyper-Availability Digest: Increase Operational Efficiency With Alliance Partnerships

Solution providers want to deliver solutions that solve their customers’ business challenges, along with their own. Partners can turn this goal into reality by selling an integrated solution created by an alliance of two technology vendors.

It starts with partners asking poignant questions to vendors before jumping into business with them.

Craig Halliwell, director of strategic alliances at Pure Storage, says, “One of the most common questions is ‘What is your business model?’ And, ‘Do you have a direct sales force?’ I think the other question is around margins. ‘How much margin can I make selling your product?’”

Pure Storage, the all-flash storage platform, and Veeam recently announced a powerful new integration. It blends Veeam’s Availability Platform and Pure Storage’s FlashArray to deliver business continuity, agility and intelligence for the modern enterprise.

Veeam also supports Pure’s FlashBlade as an All-Flash Veeam Ready Repository, allowing customers to leverage Veeam’s software capabilities.

Solution providers can earn additional margins through Veeam and Pure’s reciprocal incentive programs when they sell one vendor’s technology into the other’s environment. Customers can also contact either support organization if they need assistance with the company’s integrated solutions.

Kevin Rooney, vice president of Americas partner sales for Veeam, says, “You want the partner and the customer to feel that two is better than one, because there’s more resources, more people to come to your help if, in fact, it’s required.”

Partners can feel confident going to market with an alliance partnership’s solution that is best-of-breed and future-proof. And, having the backing of two technology vendors allows you to maintain your status as a trusted advisor to your customers.

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