Why CxOs must ensure their businesses are Always-On: Veeam CEO interview



Given Veeam's rapid growth, how will you deliver and maintain deep customer engagement in your continuing expansion in Malaysia and Asia?

We're investing heavily into Asia this year and are setting up offices in Malaysia, China and Japan, in addition to Singapore to drive our growth. Our commitment to our channel partners is that we will continue to remain 100 percent channel based. What we will do with our local offices is to utilise an "inside sales" model where we are able to funnel leads onto local channel partners as well as provide support to our partners when they require deeper expertise.

Our vision for the next 12-18 months in Asia remains the same - we want to be the leader in virtualisation and data management. Some might say that we're operating in a niche space (virtualization being niche), but we think being the leader in this niche space is a good thing because of the pace this "niche" is growing.

Globally, the backup and recovery market is worth US$5.5 billion alone, but when you add in the broader data management market, that number goes up to US$16 billion. That's a lot of opportunity.

As I said, I think we've under-invested in Asia so far, but we're using 2015 as a year to correct this and we're now investing significantly to grow our presence here. Our plan is to grow our business here in the triple digits over the next three years.

Also, as mentioned, we plan to open a dedicated sales office later this year in Kuala Lumpur. In addition, our main APAC office in Sydney will support Veeam's engagement with regional and local business partners. We have also just moved our Singapore operations to a larger space, which will provide additional support for the region. So there's a lot of activity and investment on our end.

Southeast Asia (SEA) is rising though, and we see strong and significant potential in this region. Malaysia yielded a 193 percent growth in revenue in 2014 and was Veeam's second largest market within SEA after Singapore.


How have Veeam's solutions and strategies helped businesses to rapidly and securely adapt their IT services as part of their digital transformation journey?

We believe we have the best technology because we start from a very modern software base, without any legacy systems holding us back.

Many of our customers give us feedback that our products "just works" so much as that we've now adopted that as our tagline "it just works."

How we measure this is by helping organisations meet recovery time and point objectives (RTPO) of less than 15 minutes for all applications and data, through a fundamentally new solution that delivers high-speed recovery, data loss avoidance, verified protection, leveraged data and complete visibility.

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