Company Description: Veeam Software

Veeam Software, which operates from its website veeam.com, is a global leader in the information technology and services industry with an estimated number of 5600 employees. The company ensures data resiliency for businesses through secure data backup, fast and reliable recovery, and robust data protection solutions for cloud, virtual, and physical environments.

Regarded as the number one provider of Data Protection and Ransomware Recovery, Veeam offers organizations resiliency through data security, data recovery, and data freedom for their hybrid cloud. Their comprehensive Data Platform delivers a single solution for Cloud, Virtual, Physical, SaaS, and Kubernetes environments, ensuring that businesses can have peace of mind knowing their apps and data are protected and always available, helping them maintain operations.

One of the main pillars of the company is customer success. To achieve it, Veeam provides world-class 24/7/365 support with experts around the globe. The follow-the-sun model adopted allows the company to support customers in nine languages across all time zones.

Veeam Software has a robust network of partners and alliances. Their community network includes 35,000+ technology partners, resellers, service providers, and alliance partners.

The company's offerings can be broadly categorised into several areas including:

• Availability for the Always-On Enterprise
• Data Protection
• Virtual Environment Management
• Data Management
• Backup & Recovery
• Business Continuity
• Digital Transformation
• Multicloud Data Protection
• Replication, Disaster Recovery
• DraaS
• Backup Appliances
• Converged Infrastructure
• Endpoint Backup
• Backup & Recovery for Microsoft Office 365
• Availability for Public Cloud
• Availability for Physical Workloads

Veeam Software has a solid reputation amongst its followers for providing updates about company news, product updates, and events, amongst other things.

Company Introduction

Veeam Software is a renowned provider in data protection and recovery with solutions that encompass cloud, virtual and physical environments. The Ohio-based company is committed to ensuring its clients' business data resiliency by providing secure data backup, fast and reliable recovery, and data protection solutions.^[1]

Pain Points

Based on analysis, Veearm might be struggling with the following challenges:

1. "Follow-the-sun" support model leaving customers without immediate assistance during peak times.^[4]
2. Issues of integration and compatibility across numerous technical platforms.^[1]
3. Narrow positioning in data protection and ransomware recovery which may limit appeal to customers seeking comprehensive IT solutions.^[2]
4. Complexity of its offerings and technological platforms might pose a challenge for non-tech-savvy clients.^[1]
5. The absence of highlighted capabilities for managing and protecting edge computing environments.^[2]

Sales Strategy

1. Prospecting

Veeam's primary decision-makers and influencers will be targeted, including top executives and technical officers. LinkedIn and the company website can be used to identify the right contacts.

2. Preparation

Thoroughly study Veeam's services, websites, and public-facing narratives. Use this information to understand their business model, core offering, and potential areas where your SaaS solution can assist.

3. Approach

Pitch your SaaS solution via emails or LinkedIn messages. The communication should highlight how your solution can solve Veeam's identified pain points.

4. Presentation

After securing a meeting, present a customized demo using real-life scenarios pertinent to Veeam's business situation. This demonstration should clearly show how your solution addresses their pain points.

5. Objection Handling

Be prepared to handle potential objections by having detailed responses that address concerns about the integration of your solution with their existing platforms.

6. Closing

Ensure the sale is closed by obtaining a signed contract. Always clarify any last-minute hesitations and re-emphasize the value of your SaaS solution.

7. Follow-up

Maintain contact after the sale is made to solicit feedback and provide necessary after-sale services, including customer education on how to fully utilize your solution.

Short and Long Term Goals

Short Term Goals:

1. Secure an initial meeting with Veeam's decision-makers within the first month.
2. Close the sale within the first quarter.

Long term goals:

1. Become a trusted partner for Veeam helping them improve their services and continuously addressing emerging pain points.
2. Grow the account by upselling and cross-selling more features/relevant services.
3. Maintain a high renewal rate by ensuring Veeam derives maximum value from your solution.

[1]: Veeam Website

[2]: Veeam Youtube Page

[3]: Veeam About Page

[4]: Veeam LinkedIn