Veeam Data Platform

 Module 1
Introduction to the Veeam Data Platform
You've just completed this module! This module provides an introduction to Veeam Data Platform which enables customers to achieve business continuity
through data security, data recovery, and data freedom.
 Module 2
Veeam Backup & Replication
Take a closer look at Backup & Recovery. By the end of this course, you will be able to:

 Explain the why customers need Veeam Backup & Replication™

 Understand customer pain points and capabilities of Veeam Backup & Replication that solve them
 Start conversations with customers about the benefits and differentiators of Veeam Backup & Replication
 Module 3
Veeam ONE
Learn more about Monitoring & Analytics. By the end of this course, you will be able to:

 Explain why customers need Veeam ONE

 Understand customer pain points and capabilities of Veeam ONE that solve them
 Start conversations with customers about the benefits and differentiators of Veeam ONE
 Module 4
Veeam Recovery Orchestrator
Learn more about Recovery Orchestration. By the end of this course, you will be able to:

 Explain why customers need Veeam Recovery Orchestrator

 Understand customer pain points and capabilities of Veeam Recovery Orchestrator that solve them
 Start conversations with customers about the benefits and differentiators of Veeam Recovery Orchestrator

Ineffective data management

“Managing the life cycle of your backup data across storage on-premises and in the cloud has become an error-prone, multi-step manual
process and has placed our compliance goals at risk."

Inability to meet my recovery objectives (including DR)

“Physical servers and clients are still a large part of my infrastructure and require protection from data loss and physical failure."

Obstructed Dev/Test Operations

"Standing up test environments requires time consuming manual efforts and significant hardware resources.”
Veeam ONE capabilities
Automated remediation
Configuration Assessment: Automated check of virtual infrastructure against best practices and alerts administrators to any configuration issues.

Intelligent Diagnostics: Minimize downtime with proactive issue resolutions to common backup problems.

Remediation Actions: Eliminate the need for manual alarm responses by setting up automated, self-healing and policy-based fixes for common backup and infrastructure-related issues.

Comprehensive reporting
Capacity Planning: Optimize budgets by allowing administrators to predict future resource needs and plan for growth.

Backup Compliance Reporting: Remain compliant with reports that list data sources, grouped by production location, including location and recovery point objective (RPO) targets.

Backup Object Change Tracking: Gain detailed information on backup infrastructure configuration changes that were performed during the reporting period.

Monitoring and analytics

Proactive Alerting: Stay aware and mitigate potential issues before they become threats to your environment with the help of 340+ pre-set alarms.

Possible Ransomware Alarms: Combat malware with a series of alarms that help identify abnormalities that may be occurring in your environment, which may be signs of malicious activity.

Reporting and Analytics: Leverage 150+ pre-built reports for decision making and analysis, including infrastructure performance and configuration assessments.

Here are just a few of the competitive differentiators of Veeam ONE:

Powerful monitoring for all your data anywhere in the hybrid cloud
Full visibility for proactive management and recovery success
Software-defined, infrastructure-agnostic
Stay safe from ransomware
These differentiators to help you overcome common objections from customers.
 Objection Handling
Objection: "Veeam is only built for small business environments and workloads."
Response: Veeam ONE, available in Veeam Data Platform Premium and Advanced, was built for the enterprise. With powerful monitoring analytics and
compliance capabilities to protect your entire hybrid environment, Veeam ONE provides protection for all your workloads including cloud, virtual, physical,
and enterprise applications.

Trigger words and events

When you're talking to customers, listen for trigger words and events that will lead to the opportunity to ask questions to learn more about the problems they are
experiencing related to backup and recovery.

TRIGGER WORDS TRIGGER EVENTS

 Failed backup jobs
 Ransomware/security  Hardware/storage refresh/upgrade
 Missed SLAs (RTO/RPO)  Contract renewal
 Limited backup scenarios  Ransomware attack
 Vendor lock-in  New cloud strategy
 Data protection strategy  Business unit vendor or software change
 Visibility  Regulatory compliance for data retention
 Cloud strategy  Not meeting recovery objectives (RPO/RTO)
 Reduced complexity and overall TCO  SLA/data protection strategy change
 Natural disasters (fire, flood, etc.)

Click on the + below to learn more about the types of questions you might ask, depending on the trigger words and events you've heard.
To get them talking about their goals and needs
 What is your process for backing up your data?
 What is your process for keeping your disaster recovery plan up-to-date?
 How do you currently manage sending data off-site to the cloud?

To find out more about the current state

 How are you able to verify that your backups are recoverable?
 How are you testing for data integrity?
 Do you have multiple backups or a policy-based off-site backup process?

To build credibility and reflect back the customer's needs

 Does that mean you find it difficult to monitor your backup success rate?
 Do you worry your current protection strategy may struggle to adapt as your business moves forward with a “cloud first” strategy?
 Is it difficult managing multiple solutions — even from the same vendor — for all of your environments?
 Are you not confident your monitoring can alert you of malicious activity in your backup environment?

To demonstrate the impact of the current state

 What is the impact to your business if your backups fail and are unable to be recovered in a disaster?
  How would it impact your business if you experienced a recovery failure because you did not have sufficient visibility into your infrastructure?
 How much does it cost/impact your business if your RTO/RPOs aren’t met?

Veeam Recovery Orchestrator provides the tools to:

 Reduce risk through automation
 Automate risk reduction by reliably recovering every workload using the same simple tool. Maximize availability and uptime, knowing that you can meet
recovery time objectives (RTOs) with the click of a button. Do more with your recovery environment by reusing copies of production data for DR testing and
anything your application teams need.
 Save time
 Save valuable time by automating the most time-intensive aspects of disaster recovery. Dynamically generate and update your DR plans daily with a fully
customizable template. Automatically verify application operation during DR tests and recoveries with full documentation. Virtually orchestrate any manual
steps you do today and see them automatically documented in your DR plan.
 Recover confidently
 Restore confidence in your ability to recover, and prove preparedness for compliance. Avoid recovery point objective (RPO) and RTO violations with
automatically scheduled tests and checks. Remain secure with role-based access while empowering application owners to create and test DR plans.

What does this mean for customers?

Veeam provides intelligent testing and orchestration for recovery operations to assist availability of any data or application across their entire enterprise as soon as an
outage occurs. From mission critical workloads with near-zero RPOs to the applications that have been neglected due to a lack of DR planning resources, Veeam
simplifies DR with:

Powerful recovery planning and orchestration, providing dynamic plan updates

Automated testing of recovery plans without manual intervention or need for production resources

Full auditing and tracking of recovery SLAs with documented outcomes and guidance

Selling Orchestrator: Customer goals/problems/needs

What are some trigger events for DR?

These events may drive a customer to think about disaster recovery:

Server disruption / downtime

A natural disaster (flood, fire, etc.)

A cyberattack or ransomware attack

The need to test or prove DR readiness

A regulatory compliance audit

Security testing and auditing

What are some trigger words for DR?

Customers may use these words to talk about disaster recovery or orchestration:

Disaster recovery

Business continuity

Missed SLAs (RTO/RPO)

Testing environments

Data center consolidation or migration

Recovery verification

Automating systems

Data protection strategy

Ransomware and cybersecurity

Latent needs

Here are some latent needs that your customers might not realize they're experiencing. If they
don't discuss these issues directly, be sure to ask questions to uncover their hidden needs.
Spending too much time on manual, time-consuming processes

By automatically testing, documenting and executing DR plans in as little as one click,

organizations can reduce risk and save time.

Needing tools to demonstrate health and compliance of DR plans

With Veeam Recovery Orchestrator, organizations can dynamically generate DR plan
documentation with a full audit log, simplifying the compliance process.

Not meeting RTO and RPO outcomes

With actionable, easy-to-use reports that are automatically generated daily and after every test,
organizations can feel confident that they can meet their RTO/RPO goals and SLAs.
Match each customer's pain point to the Orchestrator solution:

"We can't keep our disaster recovery plans up to date." Dynamic documentation

"We haven't done a DR test in three months." Automated testing

"The business requires too many different RPOs and RTOs." Disaster Recovery Orchestration

Question strategies
Asking questions is a great way to learn about your customer's needs, gather details, gain
credibility and get your customer thinking about business value. The questions may intentionally
flow from broad to specific, leading the customer toward a purchase. Some question strategies
you can use to engage customers include:

Broad questions
Open questions designed to get a customer talking:
 "What processes do you have in place for mass recovery?"
 "What is your plan if your environment is hit by a ransomware attack?"

Environmental questions
Focused questions designed to understand the customer's situation:
 "How often do you update your recovery plan documentation?"
 "How much time does recovery documentation and testing require from your
team?"

Credibility questions
Questions used to build credibility by showing you understand the customer:
 "Have you been able to validate RTO/RPO achievement in a recovery scenario?"
 "Does this mean your team spends time manually creating and updating DR
documentation?"

Impact questions
Questions that prompt the customer to think about value and impact:
 "When changes happen in production IT, what does it take to update your
recovery plan today?"
 "What is the impact to your business if you are unable to recover in a disaster?"

Match each customer persona to their key motivation:

Ensuring recovery is possible in the event of a disaster Backup Administrator

Ensuring protection from cyberattacks and meeting compliance requirements Information

Security Professional

Ensuring they are prepared for a VMware recovery event and can meet RTOs VMware
Administrator

Ensuring they can easily create, test, and enact DR plans for the application Application Owner

Veeam Recovery Orchestrator can be purchased in two different ways:

Standalone option
 Purchase Veeam Recovery Orchestrator as a standalone offering for your most critical VMs
 Available as one- to five-year annual subscriptions
 Sold in bundles of 10 licenses

Disaster Recovery (DR) pack

 Add Veeam Recovery Orchestrator to Veeam Data Platform — Premium Edition
 Protect all your VMs
 Applies to new or previous purchases
 Must be purchased for all VMware vSphere workloads in environment

Veeam Recovery Orchestrator v6 delivers direct restore to Azure, recovery of

Veeam Agents backups as VMs, orchestrated clean recovery and more.
Organizations can increase resiliency, ensure compliance and be ready for ransomware and
other disasters with enhanced recovery orchestration capabilities.
 Orchestrated Direct Restore to Azure
 Give your business additional resiliency with disaster recovery to the cloud. Orchestrate
recovery of any backup as a VM in Azure enabling you to take advantage of the clouds
scalability and Veeam Disaster Recovery Orchestrator's automation capabilities.
 Fast recovery of Veeam Agents
 Quickly recover Veeam Agent backups as VMs in both Azure and vSphere allowing for
scalable recovery of multiple systems and reducing human error.
 Clean recovery
 During recovery, iterate automated virus scans through multiple restore points until the
most recent clean one is found. Regularly scan restore points during DataLab testing, with
the results shown in dashboards and reports for improved visibility.
 Enhanced RPO and RTO dashboard
 Display achieved RTO and RPO against desired targets for each DR plan providing an at-a-
glance view of SLA compliance.
 Reporting updates
 All reports are now automatically generated in two formats All Details for technical deep
dives and Summary for executive stake holders.

Five key sales plays

As organizations of all sizes seek to transform their infrastructures, it is imperative that we remain their future-focused vendor for data
protection of all applications and data. As cyberattacks abound, and data spreads further out of a centralized sphere of control, a
comprehensive solution like Veeam becomes the best complexity-reducing option vs. first-party backup or legacy, agent-based offerings.
For Veeam sellers, there are five key sales plays.

Additional licenses
VUL licenses unlock protection of AWS, Azure and Google Cloud – a great way to increase
recurring revenue and NTV
Upgrade/ migration
For current Socket customers, upgrading to VUL licensing ensures their licenses can carry with
them as their infrastructure transforms
Cross-sell
For customers currently using Veeam Backup for Microsoft 365, and not using Veeam Backup &
Replication™ , this is a great opportunity to push cross-sell
New business
For organizations looking to upgrade their backup solution, having a strong cloud story becomes a
deal-making project requirement
Go aaS
Offload data protection of AWS, Azure and Google Cloud by co-selling with a Veeam-powered
services provider

Veeam cloud-native solutions provide relentless security.

Immutable and encrypted* Data integrity through WORM state and encryption

Isolated backups Logical separation of backup data from production accounts

Secure access Least privilege IAM and role-based access controls (RBAC)

Veeam cloud-native solutions provide fast, reliable recovery.

Recover anywhere Cross-account, region and platform* restore
Full- and File-Level Full instance or granular recovery, in place or as new
Simplified recovery Wizard-driven, automated and self-service workflows

Veeam cloud-native solutions require zero compromise.

Policy-based Automated detection and protection with native backup
Cost optimized Backup lifecycling to object storage with cost calculation
Hybrid ready Operationally consistent management across hybrid and multi cloud*

Veeam Data Platform, Veeam is also delivering the latest releases of:

 Veeam Backup for AWS v6

 Veeam Backup for Microsoft Azure v5
 Veeam Backup for Google Cloud v4
The newest versions focus on industry-wide imperatives to help organizations:

Secure
Improve their cloud security posture through secure backup and recovery, combatting the increasing proliferation
of cyberattacks

Protect
Efficiently protect data at enterprise scale as organizations continue to accelerate their cloud-first strategies
through lift and shift, and developing in-cloud

Remove
Remove barriers to entry, especially when protecting hybrid- and multi-cloud environments through an org-wide
backup standard for operational consistency

Veeam Backup for AWS v6!

Immutable backups
What it is
Data integrity through WORM states using Amazon S3 Object Lock

Why it matters
Ensure the integrity of backup data to defend against cyber threats like ransomware that seek to
attack and encrypt critical data in backups

Enterprise scalability
What it is
Performance and efficiency enhancements for large-scale AWS environments.

Why it matters
Protect large-scale AWS environments with a single appliance, simplifying management while
enhancing performance and reducing costs.

Community Edition
What it is
Get FREE AWS and hybrid cloud backup and recovery in Veeam Backup & Replication™.

Why it matters
Natively protected cloud-hosted workloads with free product, delivering consistent management
and monitoring across the hybrid cloud.

Veeam Backup for Microsoft Azure v5!

Immutable backups
What it is
Data integrity through WORM state through immutable storage for Azure Blob.

Why it matters
Ensure the integrity of backup data to defend against cyber threats like ransomware that seek to
attack and encrypt critical data in backups.

Enterprise scalability
What it is
Performance and efficiency enhancements for large-scale Azure environments.

Why it matters
Protect large-scale Azure environments with a single appliance, simplifying management while
enhancing performance and reducing costs.

Community Edition
What it is
Get FREE Azure and hybrid cloud backup and recovery in Veeam Backup & Replication.

Why it matters
Natively protected cloud-hosted workloads with free product, delivering consistent management
and monitoring across the hybrid cloud.

Veeam Backup for Google Cloud v4!

Cloud SQL for PostgreSQL backup

What it is
Extend native backup and recovery to Cloud SQL for PostgreSQL databases.

Why it matters
Overcome outage and/or data loss in Cloud SQL for PostgreSQL databases through native backup
and recovery.

Enterprise-friendly
What it is
Manage multiple projects from a single service account and target Google Cloud Folders.

Why it matters
Eliminate complexity in large-scale environments by reducing the number of accounts and
policies that require management.

Community Edition
What it is
Get FREE Google Cloud and hybrid cloud backup and recovery in Veeam Backup & Replication.

Why it matters
Natively protect cloud-hosted workloads with free products that deliver consistent management
and monitoring across the hybrid cloud.
 1 2 3
Describe the capability Articulate the outcomes Highlight the simplicity
With Veeam Backup for Coupled with isolated backups You can use your existing
AWS v6, you can leverage and secure access, extending Veeam Universal Licenses
immutable backups in your Veeam solution to AWS to entitle protection of
Amazon S3 to maintain offers the protection you need your AWS environment.
data integrity in the face of from the relentless threat of
a ransomware attack. cyberattacks.

Industry terminology

"As a Service" options

There are several types of services to leverage for cloud workloads, each with varying levels of
responsibility for the customer and the service provider. You've probably heard these terms in
your conversations with customers. Let's take a closer look at examples of each one and how a
customer would use them in specific situations.

INFRASTRUCTURE AS A SERVICE
Infrastructure as a Service (IaaS) is a type of cloud computing service that delivers
foundational compute, storage, and networking resources on-demand to users via the internet,
generally consumed as cloud-hosted virtual machines (VMs). This is the least engineered of
all the "as a Service" options.

Provider examples: Amazon Web Services, Microsoft Azure and Google Compute Engine

To help make this clearer, let's use a pizza analogy. Think of IaaS as Kitchen-as-a-Service.
The customer provides the pizza dough, toppings, and cooks the pizza. The vendor (aka the cloud
provider) provides the kitchen, gas and oven. With IaaS, the customer has maximum control over
the service delivery, while still outsourcing critical elements for scale and best practices.

PLATFORM AS A SERVICE
Platform as a Service (PaaS) is similar in nature and purpose to IaaS, however, also provides
middleware (platforms) like databases, file systems, and development tools. This option
provides users customization without having to manage as many elements as an IaaS
solution.

Provider examples: AWS Elastic Beanstalk, Google App Engine and Adobe Commerce

Let's go back to our pizza analogy. Think of PaaS as Walk-in-and-Bake. The customer controls
the toppings and cooks the pizza. The vendor provides the kitchen, gas, oven and pizza dough to
make the pizza. With PaaS, the customer outsources more of the service delivery, but still controls
much of the user experience.

SOFTWARE AS A SERVICE
Software as a Service (SaaS) offers the most engineered and complete software
solution that users can connect to over the internet, with maintenance of the entire software,
middleware and infrastructure assumed by the service provider.

Provider examples: Gmail, Slack and Microsoft 365

Going back to pizza one more time, think of SaaS as Pizza-as-a-Service. The customer shows
up to the restaurant, which offers an end-to-end consistent and optimized experience. All you
need is your pizza craving and a credit card! With SaaS, the customer leverages the
infrastructure, upgrade-management and ultimate software best practice design, trading in the
control afforded by PaaS and IaaS
Four more terms to know

AWS Accounts/Microsoft Subscriptions/Google Cloud

Projects
Logical containers (not the Kubernetes kind) used to create and manage resources within the
specific cloud, as well as administrative capabilities for access and billing. Accounts, subscriptions
and projects are typically deemed as security boundaries, useful for isolating backups for
security.

Regions
These are the real-world geographic locations where the cloud providers resources are located.

IAM
Identity and Access Management (IAM) are web services that help securely grant and manage
access to the right resources at the right time by the right people and/or service.

One example of IAM is Microsoft Authenticator that Veeam uses to connect to the VPN.

Immutability
Immutability helps ensure the integrity of stored data — including data stored in backups —
through a write once, read many (WORM) state. Once locked, immutable backups cannot be
altered, encrypted or deleted.

Immutability protects data from loss as a result of attacks, malware activity or any other injurious
actions.

Vendor terminology
Amazon EBS
Amazon Elastic Block Store (Amazon EBS) offers easy-to-use, high performance block storage at
any scale, designed for Amazon EC2 (AWS-hosted VMs).

Amazon S3
Amazon Simple Storage Service (Amazon S3) is an object storage service offering built to retrieve
any amount of data from anywhere, including backup and recovery. Tiers vary in price and
performance, including:
 S3 Standard
 S3 Glacier
 S3 Glacier Deep Archive
Azure Managed Disks
Azure Managed Disks are high-performance, durable block storage designed to be used with Azure
Virtual Machines and Azure VMware Solution.

Azure Blob Storage

Azure Blob Storage is Microsoft's object storage solution for the cloud. Optimized for storing
massive amounts of unstructured data (including backups). Tiers vary in price and performance,
including:
 Azure Blob Hot
 Azure Blob Cool
 Azure Archive Storage

Google Cloud Storage

Google Cloud Storage is the object storage service available on Google Cloud, delivering secure
and durable storage for any amount of data, including backups. Tiers vary in price and
performance, including:
 Standard storage
 Archive storage

Compute

"I'm leveraging customizable compute in the cloud to help

scale for performance and capacity needs of my VMs."
Customers can use different vendor-specific solutions to accomplish this business outcome.

Amazon EC2
Offers secure and reliable compute capacity for virtually any workload.
Azure VMs
An on-demand, scalable compute resource for creating Linux and Windows VMs.
Google Compute Engine VM
Offers a secure and customizable compute service that lets you create and run virtual
machines on Google’s infrastructure

File systems

"My team has shifted to cloud-hosted file storage, so we don't

have to worry about managing file servers or storage."
Customers can use different vendor-specific solutions to accomplish this business outcome.

AMAZON EFS
Amazon Elastic File System (Amazon EFS) provides serverless, fully elastic file storage that
automatically grows and shrinks as files are added or removed without the need for management
or provisioning.
AZURE FILES
Azure Files delivers fully managed, serverless file shares that can scale and shrink dynamically in line with
user demands.

Databases
"I'm using a fully managed database, so I'm not wasting time on inefficient database
administrative tasks."
Customers can use different vendor-specific solutions to accomplish this business outcome.

Amazon RDS
A collection of managed services that makes it simple to set up, operate, and scale databases in the cloud
Azure SQL
A family of managed, secure, and intelligent products that use the SQL Server database engine within Microsoft Azure
Google Cloud SQL
Provides a fully managed relational database service to help power many applications running on other Google services

Below the power line

When influencing decision makers below the power line, it's critical to understand their
sphere of control, focus of experience and the messaging strategies that will be most
effective.

Backup Admins and the cloud

What you should know
 They are used to their sphere of control being limited to the data center, so their
cloud skills are likely limited
 The organization still regards them as the Directly Responsible Individual (DRI)
for all backup, including backup of IaaS/PaaS/SaaS

Making your message resonate

A ‘standardize your protection across infrastructures’ message will resonate well with them for a
policy-based approach

Cloud Architects, Engineers and Admins

What you should know
 They tend to specialize in specific clouds (AWS, Azure, Google Cloud), even
though their organizations may be multi-cloud
 They understand the importance of backup, but it falls down the list of priorities,
so they are okay with a ‘good enough’ solution

Making your message resonate

Their expertise is needed to effectively implement any data protection strategy, so their needs for
easy-to-use and cost efficiency must be considered

Security professionals and the cloud

What you should know
 As workloads rapidly move to the cloud, security professionals are aware that
the threat surface is also rapidly expanding
 Per the Ransomware Trends Report 2022, backup repositories were attacked
94% of the time, so backup remains a critical threat surface

Making your message resonate

A policy-based approach, coupled with reporting and documented orchestration of recovery, will
all resonate as outcomes of backup modernization

Above the power line

VP INFORMATIONM SYSTEMS
Accountable for the totality of infrastructure and service delivery, regardless of
where the workload resides
CTO
Catalyst to pull all the below the power line team together and push
standardization of solution sets across functional roles
CISO
Highly concerned with relentless cyberattacks and the rapid movement of
workloads to the cloud

Introduction to Veeam licensing for

public cloud backup
Like many other solutions within the Veeam Data Platform, the license of choice for
protecting public cloud workloads is the Veeam Universal License (VUL). Selling VUL is
even more pertinent in the hybrid and multi-cloud reality that our customers exist in.
Frequently asked questions
Why would someone choose VUL over standalone?
Standalone licensing is limited in that it is not portable/transferable, does not entitle
centralized management via Veeam Backup & Replication, or data portability across
platforms.

If a customer has a hybrid or multi-cloud environment it is critical that Veeam leads

with positioning VUL.

Is there a free version?

Yes. Veeam Backup for AWS, Microsoft Azure and Google Cloud all have a free edition
that includes backup of up to 10 instances, including best effort support. Also, Veeam
Backup & Replication Community Edition V12 and up supports public cloud backup and
recovery.

Does Veeam Backup & Replication need to be in the cloud?

No – Veeam Backup & Replication can be hosted on-premises or in the cloud.

Is there a sizing limit on PaaS databases and file shares?

No. Unlike competing solutions, license consumption is a flat rate irrespective of how
large or small the database or file share is. This makes pricing easy and predictable for
customers.

What if a customer is using free then connects it to Veeam Backup & Replication?
As soon as Veeam Backup & Replication is connected to any edition of Veeam
Backup for AWS, Microsoft Azure and Google Cloud, VUL will begin to be consumed. If
disconnected, licensing will revert to the previous method.

Where can I find more information on pricing?

https://propartner.veeam.com/pricing(opens in a new tab)

How does PO process work when transacting through cloud provider’s marketplace?
In marketplace transactions, there is no PO involved. The deal is however still recorded
in Salesforce, and you will still earn normal quota attainment and commission.

Module 2: Identifying Kasten K10 customer

opportunities
What do we mean by “cloud-native” computing?

Cloud-native is a modern approach to building and running software applications that exploits the
flexibility, scalability and resilience of cloud computing. Cloud-native encompasses the various
tools and techniques used by software developers to build applications for the public cloud (as
opposed to traditional architectures suited to an on-premises data center).

Select each question to learn more about cloud-native technologies and how they differ from the
virtualization technology you are familiar with.

Where did cloud-native come from?

–
The cloud-native approach to building and running software has its origin with Google applying
container technologies in 2004, but was increasingly implemented by a group of companies often
referred to as “born in the cloud” — such as Netflix, Spotify, Uber and Airbnb.
Compared to virtualization: Cloud-native computing focuses on application resource sharing,
whereas virtualization is focused on compute resource sharing.
How does containerization fit in to cloud-native computing?
–
The Cloud Native Computing Foundation (CNCF) defines cloud-native as focusing on application
containerization — where applications are broken down into microservices and packaged in
lightweight containers to be orchestrated and deployed across a variety of servers.

Compared to virtualization: Containers run on a so-called run-time platform with the platform
requiring just one operating system, whereas each virtual machine needs an operating system of
its own.

What are the benefits of cloud-native technologies?

–
Briefly, the main advantages of a cloud-native technologies include the following:
 Cloud-native technologies empower organizations to build and run scalable applications in modern, dynamic
environments, including public, private and hybrid clouds.
 The cloud-native approach is increasingly being adopted by companies looking for similar digital agility and
disruptive competitive advantage.
Compared to virtualization: Application layers in a cloud-native environment are easier to
scale on demand compared to the need to calculate allocated resources in virtualization.

What about cloud-native app development?

–
Cloud-native app development typically includes marrying microservices, cloud platforms,
containers, Kubernetes, immutable infrastructure, declarative APIs, DevOps techniques like CI/CD
(continuous integration continuous delivery) and agile methodology.

Compared to virtualization: In virtualization, the various personas involved (administrators,

developers, etc.) are well-defined and are usually tied to specific roles; in cloud-native
environments, marrying microservices requires flexible roles and more cross-capability among
responsibilities.

Customer challenge use cases

Challenges (needs) are the influential factors that trigger customers to purchase a solution. The
following use cases for each of the three types of customer challenges will help you identify K10
opportunities to accelerate your customers' Kubernetes journey.

Select the use cases under each customer challenge to learn how to identify and address K10
opportunities.
Backup and Restore
Backup and restoration of applications to protect data
Use Case: The customer’s data is stateful (inside containers)
Scenario
–
Your customers may know that for stateful applications, Kubernetes works hard to ensure high
availability in case of software, server or region failures. This increased reliability makes it
significantly easier to run replicated data services across failure domains. However, some may not
know that the added reliability provided by replication only improves data availability.
Selling point
–
Customers sometimes confuse “reliability” with “backup”: although data replication can protect
against partial infrastructure failure, it will not protect against corruption or data loss, whether
accidental or malicious. K10 truly protects a Kubernetes application by storing a copy of container
data in a completely independent location.
Use Case: The customer’s data is stateless (outside containers)
Scenario
–
One of the biggest Kubernetes myths is the belief that applications running on Kubernetes should
be architected to be stateless. Kubernetes’ support for storage and stateful applications has
reached maturity and has been driving more and more of your customers to adopt Kubernetes as
the common control plane for both stateful and stateless applications.
Selling point
–
K10 protects customer’s containers and their structure—that is, the links between containers and
applications and microservices.
Use Case: The customer is concerned about data loss
Scenario
–
It’s probably safe to assume that all of your customers are concerned about data loss, whether
accidental or malicious loss, infrastructure hardware failure or application misconfiguration. They
may not understand the pitfalls of trying to retrofit legacy backup architectures into a cloud-
native ecosystem or the benefits of deploying a truly cloud-native backup solution.
Selling point
–
Although Kubernetes takes away a lot of the pain of ensuring high availability and scalability of a
customer's application services, these benefits do not extend to data, making the data
management of Kubernetes applications that K10 provides a critical priority.
Review this case study to bring to life the backup and recovery concerns of your
customers: Leading Financial Services Provider Uses Kasten K10 for Backup and
Disaster Recovery.

Disaster Recovery
Full recovery readiness for any disaster, including entire platform/hardware failure, deletion or
corruption of a deployment.
Use Case: In case of disaster, the customer would benefit from off-site application protection
Scenario
–
A prospect’s Kubernetes platform is set up, and there’s enough compute, storage, and networking
to support rapid growth. But they also want to protect themselves from accidental failures and be
able to replicate their cloud-native infrastructure in case of an outright disaster.
Selling point
–
K10’s policy-driven automation manages how backups are securely replicated to off-site storage
and helps your customers achieve robust protection regardless of the compute or storage
infrastructure they are using.
Use Case: In case of disaster, a customer would benefit from stand-by clusters
Scenario
–
After a disaster that wipes out a customer's containerization platform, they will need to restore
data to another location.
Selling point
–
Kasten K10 allows customers to restore the application components they want and where they
want them. Even if a customer were to lose their containerization platform, K10 will enable near-
zero recovery time objective (RTO) for their Kubernetes workloads by automating complete
application stack replication to a standby cluster—or K10 can allow for fast failover across cloud
regions, cloud providers or even between on-premises and cloud infrastructure.
Review this case study to bring to life the disaster recovery concerns of your
customers: Sopra Steria Uses Kasten K10 for Backup and Disaster Recovery for Red
Hat OpenShift Environment.

Application Mobility
Ability to move an application across namespaces, clusters, accounts, regions and clouds.
Use Case: A customer can use hybrid cloud deployment to change the location of their data
Scenario
–
Your customer wants to scale their cloud native infrastructure and Kubernetes applications to
support their global business growth and to ensure compliance with regional data sovereignty
laws.
Selling point
–
With K10, your customer will have flexibility: they can start on-premises and move to cloud and
restore on-prem backups to the cloud--and vice versa. K10 will offer them an easy-to-use interface
with substantial flexibility and scalability to ensures that their Kubernetes applications are
consistently backed up in a secure and compliant, policy-driven manner.
Use Case: The customer can use cross-cloud portability regardless of their cloud infrastructure
Scenario
–
A customer is feeling the stress of their Kubernetes skills gap – they're concerned because they
need to migrate and backup more than 170 diverse applications from an EWS structure to the
cloud very quickly.
Selling point
–
With Kasten K10's ease of use, customers can backup and restore anywhere in a hybrid
environment regardless of their cloud infrastructure.
Use Case: The customer could use an automatic safety net process to catch and address
upgrade issues
Scenario
–
You customer has misalignment and incompatibility issues when they attempt to upgrade.
Selling point
–
K10 provides an automatic safety net process by migrating applications in a predictable manner
to an upgraded cluster while catching and addressing upgrade-related issues before it is too late.
Review this case study to bring to life the application mobility needs of your
customers: Software Firm Uses Kasten K10 for Kubernetes Backup and Disaster
Recovery in a Hybrid Cloud Environment.
You are almost finished! Check out the Module Resources before you complete this module.

Introduction to the Veeam Data Platform

Introduction to the Veeam Data Platform

The Veeam Data Platform provides

organizations with data resiliency through
secure backup and fast, reliable recovery
solutions for their hybrid cloud. To help you
identify products and capabilities to build your
Veeam-powered services, this course is
organized around four solution sets.
Flip the cards below to learn about the solution sets for
building Veeam-powered services.

 Own, control, backup and recover all data, anywhere in the hybrid
cloud
 Maintain full visibility for proactive management and recovery
success
 Be compliant and ready for disaster with orchestrated recovery
  Veeam offers a vast product portfolio that can be easily translated
into services/solutions to take your customers beyond basic
backup.

Products Overview
To deliver Backup and Recovery, in your Veeam-Powered services, you'll primarily use one of the
following:
Veeam Backup & Replication™ is the foundation of the Veeam Data Platform, providing
backup, recovery and replication for your critical workloads including VMware, AWS,
Microsoft Azure, Windows, Linux, NAS, enterprise apps and much more.

Veeam Backup for Microsoft 365 eliminates the risk of losing access and control over
your Microsoft 365 data, including Exchange Online, SharePoint Online, OneDrive for
Business and Microsoft Teams with data portability to on-premises, managed cloud, or
cloud object storage.

Veeam Backup for AWS, Microsoft Azure and Google Cloud provides cloud-native
backup and recovery that's built for simplicity, cloud-mobility, cost-effectiveness and
security.

Veeam Technology Alliance Partners (VTAP) Partner-tested solutions for Veeam

software solutions. Covering Repositories, Object Storages and Tape Devices.

Veeam Backup & Replication

Eliminate downtime, data loss and ransomware with a reliable 4-in-1

solution combining data protection for backups, replicas, storage

snapshots and Continuous Data Protection.Portable backup format for

maximum flexibility/mobility between clouds, hardware and OS snapshots built for

performance

Cross platform recovery scaled from full-system to file-level and even

granular application search
Built-in replication for disaster recovery deployed when needed to
move data with maximum efficiency
 4
Cloud-ready capabilities for off-site backup and DR, long-term
retention, ransomware resiliency and native protection of cloud-based
workloads

Veeam Backup for Microsoft 365

The control and protection required to disrupt security threats and

bridge retention gaps.Leverage backup copies with immutability to get peace of

mind that Microsoft 365 data is out of reach from ransomware attacks.

Proactively monitor Microsoft 365 backup and storage resources in an at-a-glance

dashboard, and leverage SLA reports to ensure you can meet recovery point objectives
(RPOs).

3Self-Service Restore Portal has support for Microsoft Teams, Exchange Online,
SharePoint Online and OneDrive for Business.

4Give your customers autonomy to create backups, monitor protected data and
recover at any time with integration in Veeam Service Provider Console.

5Veeam ONE monitoring is FREE for monitoring Microsoft 365 workloads.

Monitoring & Analytics — products

overview
Products Overview
To enable Monitoring & Analytics in your Veeam-powered offerings, you'll likely use the
following:
 bullet
Veeam ONE™ delivers deep, intelligent monitoring, reporting and
automation through interactive tools and intelligent learning, identifying
and resolving real customer problems before they begin.
Veeam ONE
Level-up your services with alerts, capacity planning, ransomware detection
and more

 Proactive alerts to mitigate job failures

 24/7/365 monitoring and built-in reporting
 Capacity planning and forecasting
 Proactively monitor ransomware activity

Service Administration — products

overview
Products Overview
To enable service delivery in your Veeam-powered offerings, you'll likely use the
following:

 bullet

Veeam Service Provider Console is a FREE product that gives cloud

and managed service providers remote monitoring and management
capabilities for their customers’ Veeam-powered workloads, including
 enhanced capabilities and visibility for Microsoft 365 and public cloud. All
from a centralized user interface or via robust API integrations.

 bullet

Veeam Cloud Connect unlocks critical functionality for multi-tenant,

cloud-based Off-Site backup and DRaaS. Built into Veeam Backup &
Replication, Veeam Cloud Connect offers an encrypted connection to
customer environments for fully integrated, fast and secure data mobility
to your cloud.
 bullet
Powerful integrations with Alliance partner solutions offer you out-
of-the-box integrations for cloud hosting, remote managed services,
professional services automation and more!

Recovery Orchestration — products

overview
Products Overview
To deliver recovery orchestration, in your Veeam-Powered services, you'll primarily use
one of the following:

Veeam Recovery Orchestrator provides additional capabilities to Veeam Backup &

Replication™, automating DR processes to take recovery to the next level. Veeam
Recovery Orchestrator provides the tools to:

 Reduce risk through automation

 Save time
 Recover confidently

Veeam Recovery Orchestrator

Veeam provides intelligent testing and orchestration for recovery operations to assist
availability of any data or application across the entire enterprise as soon as an outage
occurs. From mission critical workloads with near-zero RPOs to the applications that have
been neglected due to a lack of DR planning resources, Veeam simplifies DR with:

 Powerful disaster recovery planning and orchestration, providing

dynamic plan updates
 Automated testing of DR plans without manual intervention or need
for production resources
 Full auditing and tracking of DR SLAs with documented outcomes and
guidance

Service Administration — products

overview
Products Overview
To enable service delivery in your Veeam-powered offerings, you'll likely use the
following:
  bullet

Veeam Service Provider Console is a FREE product that gives cloud

and managed service providers remote monitoring and management
capabilities for their customers’ Veeam-powered workloads, including
enhanced capabilities and visibility for Microsoft 365 and public cloud. All
from a centralized user interface or via robust API integrations.

 bullet

Veeam Cloud Connect unlocks critical functionality for multi-tenant,

cloud-based Off-Site backup and DRaaS. Built into Veeam Backup &
Replication, Veeam Cloud Connect offers an encrypted connection to
customer environments for fully integrated, fast and secure data mobility
to your cloud.
 bullet
Powerful integrations with Alliance partner solutions offer you out-
of-the-box integrations for cloud hosting, remote managed services,
professional services automation and more!

Veeam Service Provider Console

A single platform for Veeam-powered BaaS and DRaaS.

 Remote monitoring and management

 Customer onboarding and billing
 Automation and APIs into existing workflows
 Multi-tenant serviceability
 Licensing engine with usage reporting
 Self-service portal for customers and resellers

Veeam Cloud Connect

Build multi-tenant Off-site Backup & DRaaS — offer users a fast, secure cloud
target for off-site backups and replicas.

 Multi-tenant
 End-to-end encryption
 VMware Cloud Director support
 Web-based customer and partner portals

Veeam Technology Alliance Partners (VTAP)

Deliver better, more efficient Veeam-powered services with out-of-the-box integrations
with vendors focused on making service providers successful:

 Integrations with VMware Cloud Director (VCD) ensure cloud

providers can maximize investments by integrating Veeam into self-
service portals, offering backup and replication at the vApp-level, and
leveraging the organization VCDs as disaster recovery sites, including
Hardware Plans for powerful cloud-based failover.
 Integration with ConnectWise Manage and Automate streamlines
client invoicing for BaaS offerings, and provide your teams with better
help desk management by automatically converting Veeam alarms into
ConnectWise-generate service tickets.
  Alliances with Service Provider-focused Storage Vendors offer
much-needed service provider feature sets, including multi-tenancy and
billing options, to build the best storage plays for your customers and your
business.

Recommended Products for Backup and

Recovery
VEEAM BACKUP & REPLICATION
Veeam Backup & Replication™ modernizes data protection to eliminate downtime,
data loss and ransomware threats. Users can achieve faster, more flexible recovery and
retention for unprecedented resiliency.

Veeam Backup & Replication is also the foundational core of Off-site Backup -
Users may target your cloud as a repository for Backup Copy Jobs via the same wizard-
driven interface they would to execute a local backup, offering a seamless hybrid cloud
experience.

VEEAM AGENTS
Veeam Agent for Microsoft Windows, Linux, Mac, Oracle Solaris, and IBM AIX are key components of
Veeam Backup & Replication, which are comprehensive backup and recovery solutions for
physical servers, cloud instances and specific configurations of virtual workloads. This
solution enables organizations to protect their heterogeneous environments from a single
management console and minimize business interruptions.

Veeam Agents can be purchased standalone, as part of Veeam Service Provider Console,
Veeam Backup & Replication or related suites. For service providers, Veeam Agents are
licensed with a rental license. These currently exist in two editions: Workstation and
Server.

Recommended Tools for Service

Administration
VEEAM CLOUD CONNECT
Veeam Cloud Connect gives you all the functionality you need to save the day for your
customers, no matter where their data resides. With the power of the cloud, there’s no
need to build a dedicated repository or hire the staff to maintain it. Your Veeam-powered
services stay front and center so you can be the hero.
SERVICE PROVIDER CONSOLE
Veeam Service Provider Console contains everything you need to offer remote managed
backup services for your customers’ on-premises environments or manage your multi-
tenant infrastructure as a Backup as a Service (BaaS) or Disaster Recovery as a Service
(DRaaS) offering.

Veeam Service Provider Console is offered FREE to current Veeam Cloud & Service
Provider (VCSP) partners so you can be the hero to organizations of all sizes. Not in the
VCSP program? It’s free to join with no obligation to buy.

With Veeam, MSP(managed service providers)

can deliver remote managed, Veeam-
powered data protection solutions as-a-service.
In turn, freeing up their customer's resources
to focus on innovative projects that grow their
business.
The top five capabilities for MSP Backup
Best-in-class backup for virtual, physical, SaaS (Microsoft 365) and public cloud
(AWS, Azure and Google Cloud) workloads.

Recovery for ANY scenario is possible! Whether your customer needs granular
restore, workload recovery or complete DR, Veeam provides the capabilities to
reliably recover data.

Flexible storage options ensure you can offer the most cost-effective backup
repositories possible by leveraging storage/hardware agnostic integrations and
more from our Veeam Ready Tecnology alliance partners.

Web-based remote monitoring and management (RMM) tools that enable

you to access customer data centers, home offices and remote offices — gaining
comprehensive control of data anywhere, anytime.

A platform built with automation at its core, making it easy to snap backup
and recovery into a broader service delivery strategy, including powerful out-of-the-
box integrations with ConnectWise Automate and Manage, and a wide-array of
RESTful APIs to connect to anything.

O MSP Backup da Veeam é uma solução de backup e recuperação destinada a Provedores de

Serviços Gerenciados (MSPs). Ele permite que os MSPs forneçam proteção de dados gerenciada aos
seus clientes, permitindo que eles se concentrem 100% em suas operações comerciais1.

Aqui estão alguns recursos principais do MSP Backup da Veeam:

 Proteção de dados para infraestruturas virtuais, físicas, SaaS, nuvem pública e Kubernetes2.
 Gerenciamento, monitoramento e licenciamento centralizados a partir de uma única
interface2.
 Proteção de dados para cargas de trabalho em nuvens públicas como AWS, Microsoft Azure
ou Google Cloud1.
 Proteção de dados para aplicativos SaaS como Microsoft 3651.
 Proteção de dados para infraestruturas físicas baseadas em Windows, Linux e MacOS1.
 Backups off-site para outra localização1.

A solução MSP Backup da Veeam inclui a Plataforma de Dados Veeam e o Console do Provedor de
Serviços Veeam. Juntos, esses produtos oferecem backup, replicação, gerenciamento centralizado,
suporte a vários inquilinos, monitoramento remoto, opções de recuperação flexíveis, recursos de
faturamento/relatórios e muito mais2.

Veeam ONE™ provides a comprehensive monitoring and analytics solution for your virtual and
physical environments. With support for Veeam Backup & Replication and Veeam Agents, as well
as VMware vSphere and Microsoft Hyper-V, Veeam ONE delivers deep, intelligent monitoring,
reporting and automation through interactive tools, so you can be proactive in resolving problems
before operational impact.

Veeam Backup & Replication™ modernizes data protection to eliminate downtime,

data loss and ransomware threats. Users can achieve faster, more flexible recovery and
retention for unprecedented resiliency.
Veeam Backup & Replication is also the foundational core of DRaaS and Off-site
Backup. Users may target your cloud as a repository for Backup Copy Jobs via the same
wizard-driven interface they would to execute a local backup, offering a seamless hybrid
cloud experience.
Recommended Service
Administrative Solutions
VEEAM CLOUD CONNECT
Offer secure multi-tenant disaster recovery with a wizard-driven interface that makes it
easy for any customer to achieve fast and flexible protection of their data. The technology
to ingest customer backups and replicas without any network reconfiguration.

SERVICE PROVIDER CONSOLE

Everything you need to stand up a Veeam-powered services business, including customer
onboarding and billing, licensing and usage reporting workflows, and more. This
is THE single administrative tool for providers and customers in the event of a disaster.

Delivering strategic value with SaaS Data Protection

Help your customers understand the Shared
Responsibility concept
Microsoft Responsibility
–
Microsoft’s primary responsibility is focused on THEIR global infrastructure and their
commitment to millions of customers to keep this infrastructure up and running,
consistently delivering uptime reliability of their cloud service and enabling the
productivity of users across the globe.
Your Customers' Responsibility
–
It is the responsibility of your customer’s IT organization to have complete access and
control of their data — regardless of where it resides. This responsibility doesn’t magically
disappear simply because the organization made a business decision to utilize a SaaS
application.
The Shared Responsibility Model
–
Check out this Veeam blog post(opens in a new tab) for more information and an in-depth
look into Microsoft’s shared responsibility model for protecting Microsoft 365 data. Click
image below to enlarge.

Customer benefits of SaaS data protection

Protecting Microsoft 365 data

Safeguard Microsoft 365 data from accidental deletion, security threats and
retention policy gaps.

Meeting compliance and legal requirements

Quickly retrieve emails to protect your business from regulatory penalties and
legal disputes.

Consultative expertise
Many customers are turning to the experts to help protect their Microsoft 365 data,
as-a-service.

Veeam Data Platform for SaaS Data

Protection

Recommended Solutions
VEEAM BACKUP FOR MICROSOFT 365
Veeam Backup for Microsoft 365 ensures control over Microsoft 365 data, including
Exchange Online, SharePoint Online, OneDrive for Business and Microsoft Teams — so
your customers’ data is always protected and accessible.

VEEAM ONE Veeam ONE™ proactively monitor Microsoft 365 backup and storage resources in an
at-a-glance dashboard, receive alerts to resolve issues immediately and leverage SLA reports to
ensure you can meet recovery point objectives (RPOs) and stay compliant.

VEEAM SERVICE PROVIDER CONSOLE Service providers to remotely manage, monitor, report,
and bill Microsoft 365 workloads all from a single user interface. You can also stay fully
transparent via detailed reporting on protected workloads, policy states and completed backup
job trends, ensuring that all service level agreements (SLAs) are met.

VMSP — Public Cloud Data Protection

Customer benefits of Public Cloud data protection
Veeam leads here because we are the trailblazers integrated into our
ecosystem.
Integration
Veeam offers integrations that connect different hyperscalers

Mobility
Help customers seize the power of cloud-to-cloud backup with portable file formats
and flexible restore capabilities

Simplicity
Integration into Veeam Service Provider Console offers scalable remote monitoring
and management, self-service and customer onboarding capabilities

Industry first cost calculation

At the end of the data protection wizard, you can view an approximate monthly
cost projection

Apply the Veeam Data Platform to

Public Cloud Data Protection
Recommended Backup and
Recovery Solutions
Veeam Backup for Public Cloud
–
 Built specifically to operate in cloud environment
  Protects cloud-native production workloads
 Reliable backup and recovery
 Secure and compliant protection
 Actualize cloud savings
 Hybrid-cloud ready

Veeam Backup & Replication

–
 Veeam Backup & Replication™ modernizes data protection by integrating
with the cloud-native Veeam backup for Azure and AWS
 Users can achieve faster, more flexible recovery and retention for
unprecedented resiliency
 Rental licensing is managed by Veeam Backup & Replication for the
cloud-native tools
 Integrates with Service Provider Console to report on licensing, job status,
backup history (protected data)

Recommended Service
Administrative Solutions
SERVICE PROVIDER CONSOLE
Veeam Service Provider Console offers the ability for cloud and service providers to
offer monitoring and alerting, backup status reporting, license usage reporting and finally
billing and invoicing for workload instances residing in Public Cloud.

This is critical in allowing managed service providers to continue generating revenue as

public cloud usage continues to increase.

Challenges of cloud service providers

 58% of organizations choose a BaaS provider to assist with backup
management
 81% of organizations want to protect or are likely to protect their servers with
BaaS or DRaaS
 35% of organizations indicated that web-based management portal is
important for BaaS
Challenges and pain points
Without a centralized remote platform to run their Veeam-powered managed backup
business, cloud service providers (CSPs) and managed service providers (MSPs) face the
following challenges:

Too many disparate tools hinder scalability and lead to missed SLAs and high
customer churn

 Having to manually bill, provision licenses and gather usage for reporting creates
operational inefficiency and slows customer response time
 Multi-tenant monitoring and management without a centralized platform slows
scalability, slows customer response times and leads to missed SLAs
 Manual customer onboarding slows revenue growth and business operations
 Lack of automation and integration strains resources by having to manually manage
multiple systems
 Customers and resellers submitting tickets to create backup jobs and policies strain
the service providers’ help desk and technical resources
Veeam Service Provider Console helps service providers drive revenue and easily
scale their remotely managed Veeam-powered BaaS & DRaaS business.

Product overview
Organizations are quickly turning to cloud and managed service providers for their backup and disaster
recovery needs. In order to take advantage of the opportunity, service providers need a flexible, centralized
platform that makes it easy to scale their managed backup business, reduce resources and boost revenue.

Veeam Service Provider Console is a FREE Veeam product that gives cloud and managed service providers
proactive control of their entire Veeam-powered business from a single platform.

The intuitive web-based user interface enables users to quickly onboard new customers and channel-
partners, provision licenses and remotely monitor and manage customers' Veeam environments.

Capabilities such as automated usage reporting and billing help service providers scale faster, save
valuable time and accelerate revenue growth!
How Veeam Service Provider Console helps service
providers
Ease management:
Gain visibility and remote access into their customers' entire Veeam environment
via an intuitive user interface.

Optimize resources:
Consolidate their Veeam-powered business including billing, licensing and usage
reporting into one centralized platform.
Accelerate productivity:
Streamline and automate into existing platforms and workloads via robust API calls
and third-party integrations.
Scale service delivery:
Expanded backup, monitoring and reporting capabilities for Microsoft 365, AWS,
Microsoft Azure plus virtual machines (VMs) protected by Veeam Continuous Data
Protection (CDP).
Save time and drive efficiency:
New self-service onboarding and file-level restore capabilities. Plus, remote
installations, upgrade and one-click patch deployments for customer backup
servers.
Optimize SLA performance:
Enhance SLA performance with detailed summary reports and visibility into the
overall performance and health of your customers’ BaaS and DRaaS infrastructures.

Veeam Service Provider Console

capabilities
Key capabilities
Click each + to learn more about the key capabilities Veeam Service Provider
Console delivers to users.
Remote monitoring and management
–
Gain complete visibility and management of each customer's cloud, physical and virtual
workloads from a single User Interface.
Customer onboarding and billing
Experience simplified onboarding and integrated billing options via APIs or third party
integrations.
Licensing and usage reporting
Accelerate productivity with streamlined, integrated license provisioning and in-depth reporting.
Multi-tenancy
Scale your business from a central location with the confidence of knowing all of your customer’s
data is secure and separated.
Self-service portals for customers and reseller partners
Increase efficiency for your customers and reseller partners with powerful self-service portals.
Automation and APIs
Utilize a modern API interface that introduces multiple endpoints and provides programmatic
integration into your automation workflows.

Unique differentiators
 Centralized management: Centrally manage your entire Veeam-powered BaaS &
DRaaS business from a single user interface
 API-ready: Enable custom integrations into existing workflows, better technical
agility and quicker time to market with powerful REST APIs
 Centralized license management: Manage Veeam licenses and collect license
usage information in a single view
 Streamlined billing and reporting: Apply automated billing for provided data
protection services and backup reporting to prove established SLA requirements
 Self-service portals: Increase efficiency for your customers and reseller partners
with powerful self-service portals

The key capabilities of Veeam Service Provider

Console include the following:
 Remote monitoring and management: Complete visibility and management of all your
customer’s cloud, physical and virtual workloads from a single UI
 Customer onboarding and billing: Simplified onboarding and integrated billing options via
APIs or third party integrations
 Licensing and usage reporting: Accelerate productivity with streamlined, integrated license
provisioning and in-depth reporting
 Multi-tenancy: Scale your business from a central location with the confidence of knowing all
of your customer’s data is secure and separated
 Self-service portals: Increase efficiency for your customers and reseller partners with
powerful self-service portals
 Automation and APIs: A modern API interface introduces multiple endpoints providing
programmatic integration into your automation workflows

Trigger words you should listen for when talking to

CSPs and MSPs for opportunities to start a
conversation about Veeam Service Provider Console
include:
 BaaS
 Cloud providers
 Cloud services
 DRaaS
 Off-site backup
 Remote management
 Remote monitoring

Why would a partner use Veeam ONE rather than other solutions?
With the Veeam Data Platform and the Veeam Cloud Service Provider (VCSP)
program, service providers can deliver a reliable offering with proactive
management and tools designed for their operating model — a monthly
recurring revenue in a pay-as-you-grow licensing model with rights to manage
third-party data.

 Eliminates the need for a point product — Veeam ONE is designed to

integrate and work with Veeam Backup & Replication™ and Veeam
Backup for Microsoft 365 environments.
 Veeam ONE is the only comprehensive solution to monitor Veeam Backup &
Replication environments.
 Free monitoring tools often have costs associated with them for paid support.
They also lack capabilities like backup job audits and optimizing backup
environments.
 Veeam ONE can be complimentary to competitive solutions as it’s the only
product that can provide complete reporting and monitoring of Veeam
backup infrastructure.
 Develop custom service offerings with out-of-the-box integrations and
automation with RESTful APIs.

how service providers can use Veeam ONE.

MONITOR YOUR ENVIRONMENT
 Forecast/planning resources – anticipate when procurement of new hardware is necessary,
better allocate resources and determine whether there is enough storage to operate properly
 Promote proactive vs reactive support with 24/7 real time monitoring
 Automate remediation actions for common alerts
 Support compliance needs – product documentation and reporting to
confirm you are meeting SLAs, RPOs and audit when configuration
changes are taking place

OFFER SERVICES

 With Veeam, you can build a comprehensive Infrastructure as a Service (Iaas) that
includes:
o Backup and recovery
o Disaster recovery
o Monitoring and reporting
o Ransomware protection
o Self-service capabilities for backup, recovery and reporting
 Anticipate customer needs by forecasting usage and utilization trends
 Produce documentation for customers’ projects without burdening staff
 Develop custom service offerings with custom, out-of-the-box integrations via
RESTful APIs

MULTI-TENANT CAPABILITIES

 Veeam ONE Web Client allows you to extend tenants access to their dashboards
and reports
 Verify configuration issues, optimize resource allocation and utilization, track
implemented changes, plan capacity growth and track whether mission-critical
workloads are properly protected in the virtualized data center
 Monitor Veeam Cloud Connect performance

Veeam Cloud & Service Provider licensing model for Veeam

ONE
Veeam provides access to an exclusive pay-as-you-grow licensing program, Veeam Cloud & Service
Provider (VCSP) Rental, to offer cloud and managed service providers the best-fit pricing model to grow
their business.

VCSP Rental offers access to a points-based pricing portfolio, unlocking data protection and add-on
capabilities that the breadth of workloads support.
Reporting
Add Veeam ONE for monitoring workloads protected with Veeam Backup solutions, including workloads
running at the customer site or in your data center(s).

Priced per Monitored Workload.

Aligning pricing to Veeam’s continuous innovation

Veeam Universal License (VUL)

VUL offers both subscription and perpetual options that allow customers a flexible and portable solution for protecting
multiple, different workloads on premises and in the cloud. VUL works for Veeam Availability Suite™, Veeam Backup
& Replication™, and Veeam Backup Essentials™.