A
Name all products
VBR – Backup and Replication
VeeamOne – Monitoring, Reporting, Alerts
VRO
O 365 - VDC 365
Backup for Salesforce
Kasten
How are products licensed
Perpetual and subscription
Who can add/buy net new perpetual licenses
Brand new customers must buy either VUL or VDPF Ent/Ent Plus
New perpetual Essentials licenses CAN’T be purchased
What is margin for incumbent active perpetual contracts or express/simple migrations
8% - 5% to RS / 3% to DS
What are examples of physical environment
Physical – No hypervisor – Typically be older servers or Laptops, Desktops, Tablets, phones
How are the products packaged - products suites/platforms
Essentials – VBR & V1
Foundation - VBR
Advanced – VBR & V1
Premium – VBR & V1 & DRO
What is perpetual model
License that customers own forever. Renewing the support and maintenance. If expired - will lose access to any updates (new releases or the ability to download compatibility patches) and technical support.
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
What is the margin for incumbent active subscription/3.1 migrations
20% total (split is determined by RS level)
What is virtual environment
Virtual – Environment with hypervisor installed using VMs (All our perpetual customer) - perpetual contracts, VM ONLY
What are ESS packaging limitations
Perpetual – Capped at 6 sockets - Additional sockets CAN NOT be added
Subscription – Capped at 50 Instances.
What is subscription model
Licenses that expire after a certain time. Renewing the support, maintenance, and functionality. After 30 days, functionality will switch to community edition which is capped at 10 instances.
What is hypervisor
Software that allows for virtualization
What is margin for non incumbent/expired perpetual contracts or express/simple migrations
Non-incumbent/expired – 5% (2% to RS / 3% to DS)
Name some standard features
Standard - instant vm recovery, basic, barebones, limited features
Name standalone products
O365
VDC 365
Backup for Salesforce
What are editions offered for VBR
Standard
Enterprise
Enterprise Plus
What is Cloud
Giant databases that stores data, functions as one ecosystem and can be accessed over the internet
What is the margin for non-incumbent/expired subscription/3.1 migrations
Non-incumbent/expired – 8% (2% to RS / 6% to DS)
Name some enterprise features
SureBackup
SureReplica
Veeam Explorers
Data Labs
What are VDPF, VDPA and VDPP packaging limitations
Subscription: Bundle of 10 instances - no cap
Perpetual: Foundation, Advanced, Premium- Sold per socket – Additional sockets CAN be added
1 Instance covers
1 VM
1 Physical Server
3 Physical Workstation
1 Cloud VM: AWS, Google Cloud, Azure
500 GB NAS
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
What are E&R Rules
E&R partner must be the incumbent
The contract can’t be expired
RS gets 3% more margin (8% total) on perpetual annual, monthly, and PPM
What are some Enterprise Plus features
SOBR
WAN Acceleration
Storage Integration – Backup from Storage Snapshot -