They tend to have billing engines already (ManageEngine and ConnectWise are popular) so they want something that can feed consumption information to the billing engine so the right invoices get generated. If the vendor’s product doesn’t include some kind of pricing/billing telemetry the MSPs would have to build one themselves.

The ability to get customers to pay you is key functionality for a service like this. Billing as Key Featureīilling needs to be included in Veeam’s SaaS-in-a-Box so that MSPs can charge customers money for their Veeam-powered backup-and recovery SaaS.

I think for the product offering we’ve got great input from our solutions architects and our product managers to try to keep the product coming up together as one,” Largeant said. “It may split at the got-to-market strategy level soon, not the product offering. Veeam CEO Bill Largeant did tell me Veeam might change its go-to-market strategy to split out the national or large accounts from everything else, I think this is extremely unlikely to happen, and I’ve not seen evidence to suggest Veeam is looking at changing this. It’s not impossible, but if Veeam does do this it’ll only be because large enterprise organisations want to buy directly from Veeam and Veeam can’t figure out a way to funnel those sales through partners like the global systems integrators that it is actively working to get closer to. Veeam builds a SaaS product as a white-labellable thing that channel partners can host and run for their customers, and both of them make money.Ĭhanging to sell a SaaS directly would require a major change to Veeam’s whole sales mechanism and would be a major departure from the way the company runs things. This isn’t the same as not having a SaaS product at all, it just means Veeam doesn’t run a SaaS its channel partners do. Veeam sells via channel partners, so if it moved to a direct-sales thing like a SaaS, that would undercut the people it makes all its money with. You can’t go to the Veeam website and buy some Veeam SaaS because Veeam is a 100% channel company. Unlike some competitors, Veeam doesn’t sell a SaaS version of its products directly to customers. It’s a sickness, but at least I know it, right?īefore I dive into why the pricing estimator (and these sorts of cost/pricing things excite the electrons in my mitochondria) I want to take a small detour via an explanation of Veeam’s go-to-market structure and why their approach to SaaS has implications for how this pricing estimator thing works. It stuck out because I am a spreadsheet nerd and pricing signals and incentive structures speak to me on a cellular level. The cost estimation functionality in Veeam Backup for AWS.

Veeam license cost calculator