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What is Veeam One - explain the benefit to EU
Veeam ONE is a powerful monitoring and analytics solution that provides complete visibility into customer's backup and virtual environments
It helps them proactively mitigate potential threats to their environment before they become the real problem
What are perpetual VBR editions
Standard, Enterprise and Ent Plus
Name Veeam products and platforms
Essentials – VBR & V1
Foundation - VBR
Advanced – VBR & V1
Premium – VBR & V1 & VRO
How are products licensed
Perpetual and subscription
Name three Migration types/methods?
Standard-fixed density, Non-fixed density (SM) and Express migration
What is renewal window for perpetual and subscription
Perpetual – Renewals has 1 year to renew expired contracts
Subscription – Renewals has 6 months to renew expired contracts
How are Essentials VUL instances and sockets packaged/sold
- Bundle of 5 instances, up to 50 instances
- Sold in bundles of 2 sockets. Capped at 6
What is VDC 365 - explain the benefit to EU
Veeam Data Cloud is a BaaS solution where backup software, ongoing maintenance, infrastructure, and unlimited storage are included in one package, allowing customers to keep costs low and predictable.
How are Foundation, Advanced and Premium VUL instances and sockets packaged/sold
- Bundle of 10 instances - no limit
- FDV and ADV sold per socket. Uncapped
- Premium – Unavailable
If EU has 2 sockets of Essentials and wanted to add 2 more sockets, can they do it
No -We don to sell ESS sockets anymore
During the conversation with EU while pitching VUL migration you should focus on the value of the product. Such as..........
Increased licensing flexibility, Extra features (ENT Plus), predictable pricing, 24/7 support, etc) - Do not focus on the process
What are the log file requirements?
- Migrating more than 20 sockets
- Migrating with a density higher than 12:1
- Migrating part of account’s contracts (different environments)
- VUL subscription contracts exist on the account
- VBE sockets are being migrated to ADV/FDN VUL for more than 50 instances
- Always attach the log file on the main opp.
What is standard fixed density migration?
- 1 SKU method migration - No NSQ needed
- Unique SKUs designed for each product, edition and support type being migrated based on fixed ratios (VMs per socket) of: 5:1, 7:1, 8:1, 10:1, 12:1, 15:1
What is non-fixed density migration?
- 2-SKU method migration - Simple Migration - NSQ required
P.S There are always 2 SKUs:
For example: the customer is migrating 20 sockets on Foundation ENT Plus to 495 VMs.
- Migration renewal SKU - 20 (sockets) V-FDNPLS-0S-SUPMG-1Y
- New Business Migration SKU (Penny SKU) – 50 (50 bundles of 10 instances) V-FDNVUL-0I-SUMGR-SM
When do we use non-fixed density - 2 SKU method?
- The migration ratio is greater than 15:1
- Multiple contracts with different products migrating to the same VUL subscription product and single contract (centralizing the environments)
VUL Workloads Ratio (Instances) - What does 1 VUL cover
1 VM (VMware, Hyper-V, Red hat, Nutanix)
1 Physical Server
3 Physical Workstations
1 Cloud VM
- AWS
- Azure
500GB NAS
Express migration is only available for what contracts and products?
It's only available for contracts of Veeam Data Platform Essentials perpetual sockets migrating to Data Platform Essentials VUL subscription
P.S. Densities are “low” or “high” option based per each socket count and edition
What is VRO- explain the benefit to EU
Veeam Recovery Orchestrator orchestrates recovery to your needs and helps achieve the recovery speed you need with a single click
It helps meet recovery objectives (RPO) and improves compliance
The relevant information on the number of VM’s can be found....?
By obtaining the log file from the customer, using CTRL+F and searching “Infrastructure Counts’”
If EU has 2 sockets of Foundation and wanted to add 6 more, can they do it
Yes, with the same edition or higher
What is total channel margin for incumbent active perpetual contracts or express/simple migrations
8% - 5% to RS / 3% to DS
What is the channel margin for incumbent active subscription/3.1 migrations
20% total (split is determined by RS level)
What is total margin for non incumbent/expired perpetual contracts or express/simple migrations
Non-incumbent/expired – 5% (2% to RS / 3% to DS)
What is the margin for non-incumbent/expired subscription/3.1 migrations
Non-incumbent/expired – 8% (2% to RS / 6% to DS)
What happens if perpetual and subscription licenses are mixed in the same environment
Perpetual licenses can only backup virtual workloads. Subscription can backup cloud, physical, NAS, but NOT virtual