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Veeam Net New Customer: Call Script

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91 views

Veeam Net New Customer: Call Script

Uploaded by

hansrods
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Call script:

Veeam net new customer


Information to Know Before the Call
Who is Veeam
For over a decade, Veeam® has been the leading provider of backup, recovery and replication solutions.
Initially focused on server virtualization for VMware environments, Veeam quickly became the leader in
this category and it is what the company is best known for. In recent years, Veeam has expanded on this
core backup and recovery offering, delivering integration with multiple hypervisors, endpoints and physical
servers, along with the public cloud (IaaS [Infrastructure as a Service]) and SaaS-based (Software as a Service)
workloads, while partnering with leading cloud, storage and application vendors. In addition, Veeam offers
broad data management and visibility/control capabilities and an extensive orchestration engine to facilitate
disaster recovery (DR) readiness. The combination of these capabilities allows Veeam to deliver cloud, virtual
and physical data management for any application and any data across any cloud.

The Veeam opportunity


As consumers and customers, we have all become accustomed to easy, intuitive and super-fast transactions
driven by data. From banking, shopping and healthcare to getting around, we all need confidence and trust
that digital transactions will always work as expected. Therefore, businesses have the challenge of managing
and mining the data they themselves produce and use, but also ensuring that their digital experience is 100%
reliable for their customers — so the chain of trust is never broken.

To solve these challenges, business leaders need a deep understanding of their data today, how it is changing,
and new technologies and approaches to unleash its full value. There are three trends affecting all organizations
relative to data management and protection: data criticality, data growth and data sprawl.

The Veeam solution


The Veeam Cloud Data Management™ Platform™ is the best solution to help customers accelerate
business agility through automating core backup and recovery capabilities while enabling intelligent data
orchestration, monitoring, governance and security. We call this the 5 Capabilities of Cloud Data Management:

• Backup & Recovery: Be always available with the confidence you can recover from any situation
• Cloud Mobility: Back up, restore and protect critical data across any cloud with no cloud lock-in
• Monitoring & Analytics: Built-in intelligence for complete visibility across your environment
• Orchestration & Automation: Intelligent recovery orchestration and data re-use automation
• Governance & Compliance: Ensure security, compliance and privacy requirements are met

© 2020 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. 01162020
Target audience buying factors:
Technical Decision Maker:
• Reliability of the product
• Quality of service and support
• IT architect’s overall IT strategy
• Ease of installation, deployment and usage
• Ability to scale to our anticipated needs
• Ongoing operating costs

Executive Decision Maker:


• Quality of service and support
• Reliability of the product
• IT architect’s overall IT strategy
• Ease of installation, deployment and usage
• Ability to scale to our anticipated needs
• Ongoing operating costs

Addressing a net new customer


Hi, this is <Rep name> from <Partner company>. The reason for my call is to find out how you’re currently
managing and protecting your data.

Elevator pitch: Veeam is the global leader in backup that delivers Cloud Data Management, which entails
backup and recovery, cloud mobility, monitoring and analytics, orchestration and automation, and governance
and compliance for ALL data. We make sure that data is always available, protected and actively working
for businesses across the globe. This means, regardless of where our customer’s data resides — virtual and
physical systems, SaaS and IaaS services, hybrid cloud or multi-cloud — our platform helps hundreds of
thousands of companies keep their businesses running.

Question to ask:

Q: What business factors are driving your need for a backup and recovery solution?
Veeam solution: Intuitive backup and instant recovery that just works with application-aware protection,
automated backup testing with 100% verified recovery of all critical assets, fully software-defined for greater
scalability and freedom of platform choice.

Q: Where are you currently storing your data?


Veeam solution: Protection and portability of workloads and data across any cloud or platform, utilization
of cloud-scale storage with guidance on how to best store and archive protected data, reducing cost, Veeam
Universal License (VUL) enables protection of any workload: cloud, virtual, physical or file shares.

Q: How are you monitoring your backups?


Veeam solution: AI-driven infrastructure monitoring and diagnostics, automated remediation of unexpected
issues for critical backup and DR processes, and reduced budget complexity and simplified capacity planning.

© 2020 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. 01162020
Q: How do you orchestrate your backup process to ensure efficiency?
Veeam solution: API integrations for configuration management, applications and infrastructure improve
overall efficiency, recurring testing, documentation and intelligent recovery orchestration increases
availability, support application development and DevOps by leveraging existing data.

Q: What processes do you follow to ensure you’re staying within your security and compliance regulations?
Veeam solution: Assess the application security, compliance and privacy needed to adhere to strict guidelines,
ensure compliance adherence for GDPR, CCPA and more when restoring data, integrated ransomware
detection with remediation.

Call to action: See the Veeam product portfolio on the ProPartner portal. Send a follow-up email and schedule
a call to dig deeper on which Veeam solution is right for your customer.

Follow-up Email Template


To:

________________________________________________________________________________

CC:

________________________________________________________________________________

Subject line: Better backup that delivers Cloud Data Management

Header: Better backup that delivers Cloud Data Management

Hello <INSERT NAME>,

Thank you for taking the time to speak with me today! As we discussed, Veeam® Cloud Data Management™
Platform™ is the most complete solution to help our customers evolve the way they manage data, making it
smarter and more self-governing while ensuring its availability across any application or cloud infrastructure.

With Veeam you can ensure:

• Efficient data management with a single platform for cloud, virtual and physical to meet all your needs
• A modern backup practice by accelerating hybrid cloud, and adhering to data security and regulations
• Your data is always available, protected and actively working
• And more!

Let’s set up a follow-up call to discuss in even more detail how Veeam can help keep your business running!

Sincerely,

<Your Name>

© 2020 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. 01162020

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