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How to Sell SEP Sesam Against Veeam Benefits of SEP Sesam Vs Hybrid Backup & Disaster Recovery How to Sell SEP sesam against Veeam Benefits of SEP sesam vs. Veeam Version: 17th of February, 2016 Global Storage Management Veeam Software In 2008, with only 10 employees, the company released Veeam Backup & Replication, a tool that provided Veeam Software is a privately held information VMware vSphere VMs incremental backups and image- technology company that develops Backup, Disaster based replication with built-in data deduplication and Recovery and Virtualization Management Software for compression. The support for Microsoft Hyper-V was VMware and Hyper-V virtual environments. The company added to Veeam Backup & Replication in 2012. focuses on products that increase the resistance of In 2008, Veeam acquired nworks to further integrate virtualized workloads, reduce downtime and ensure VMware management with Microsoft and Hewlett- the system availability required by service-level Packard enterprise system management platforms. agreements. Although the company’s headquarters is based in Baar, Switzerland, it is essentially a Russian This resulted in two new products: company with most of its departments, including • Veeam nworks Management Pack for VMware, support and development, based in Russia. which allowed users to directly integrate VMware The name “Veeam“ came from the phonetic management into the Microsoft System Center pronunciation of the letters “VM“ or virtual machine. Operations Manager. Veeam was founded in 2006 by Ratmir Timashev • Veeam nworks Smart Plug-In for VMware, which and Andrey Baronov after they sold their previous allowed users to directly integrate VMware IT management software company, Aelita Software management into HP OpenView. Corporation, in 2004 to Quest Software, now owned by Dell. Some members of Aelita’s management team In 2012, both products were renamed Veeam joined Veeam after the sale of the company. Management Pack and Veeam Smart Plug-In, In 2014, Veeam held its first conference on data respectively, omitting the word “nworks“. protection called “VeeamON“, which took place in Las In 2015, Veeam extended its product line with a free Vegas, Nevada. backup utility for physical endpoints: Veeam Endpoint By the end of 2015, Veeam had more than 1,950 Backup FREE. This utility supports PCs running 32- employees and a number of international offices and 64-bit versions of Microsoft Windows OS and worldwide, including regional headquarters for EMEA integrates with Veeam Backup & Replication. In the in Paris, the Americas in Columbus, Ohio, the Middle same year, Veeam released Veeam FastSCP for MS East in Dubai and Asia-Pacific in Sydney, Australia. Azure, a tool for copying files between on-premises and MS Azure VMs. In 2015, for the third year in a row, Veeam was included as one of the “Visionaries“ in the Gartner Magic Quadrant for Enterprise Backup/Recovery Software. Market Position By means of focusing on a very specific, but growing Veeam Products market, supported by a very effective marketing machine and lower prices, Veeam has been able to The first Veeam products were Veeam Monitor and shatter the backup software market. While most Veeam Reporter, tools for virtual infrastructure vendors, including SEP, still promote a one-for-all monitoring, reporting, analysis and documentation. product strategy, Veeam has been successful in In 2010, both products were combined to form Veeam installing additional backup software islands for any ONE. Veeam gained attention in 2007 with its free account ranging in size. Even the market leaders as VM backup copy product, FastSCP, which became the Commvault Simpana and Veritas NetBackup are facing basis for building Veeam data protection software for the reality of being strongly attacked in their home HW virtualization. market. Consumers have reported preferring the user-friendly usability of Veeam for their virtualized environments. Veeam has also been able to establish a (-) Keep out , let Veeam go for their sweet spot and spend kind of “iPhone-effect“ giving their product the reputation your energy somewhere else! of being cool. This generates a lot of customer demand However, if there is something beyond Veeam’s reach, and puts pressure on their competition. such as other databases, hypervisors, widely distributed Commvault and EMC NetWorker have already reacted and/or complex environments then chances for success to this challenge by introducing socket based licensing are much higher. models at very low rates. By offering customers the Depending on how big or critical the “something beyond possibility to mix and match their license models, they Veeam“ is, there are a few possible strategies: are trying to regain market shares in the virtual backup environments and not to be reduced to a supplementary • Try to fight Veeam and use the one-for-all strategy product to Veeam. • Try to extend Veeam and follow a 2-product strategy On the other hand, this new offer of mix-and-match License models can create big revenue losses, which was Be aware, Veeam knows exactly what its own strengths evident in Commvault’s financial results 2015, reporting and weaknesses are and, therefore, is very open to their first two negative quarters ever. cooperation. Our experience from several fairs and exhibitions is that Veeam is willing to send customers to However, as of January 2016, Veeam has also had to SEP if they ask for specific DB backup - SAP for example. respond to the competition and has increased their prices by 14%. General Comparison Provider/Partner View Veeam is an extremely specialized product dedicated to virtualized environments only for VMware and Hyper-V. Software Providers, Distributors, Resellers and System This niche is a growing part of almost every customer’s Integrators all tell us that there is no money in Veeam. environment. Veeam also allows application consistent Sometimes the margin seems to be less than 5% and backup by means of VSS and, therefore, Veeam has a coupled together with Veeam’s low prices this results in a sweet spot for VMware customers with MS applications. business environment that isn’t fun for partners. Veeam is under pressure and has in the past reacted to Especially if maintenance efforts are high and margins the challenge several times: are so low that partners try to get rid of the workload and shift maintenance renewals to the vendor itself, Veeam. So, many partners are selling Veeam purely because of market and/or customer pressure. Challenge Reaction As a consequence, if it is feasible from a functionality • Backup to tape • Basic support perspective, customer perception and price point, released in 2014 partners would rather sell a solution like SEP that can • 100% virtualization • Veeam Endpoint have significant marginal gains. is not reality. There Backup FREE will always be some Strategy for SEP remaining physical servers Veeam is very powerful in a very specific market: • Physical Linux Servers • Announced for 2016 (-) VMware environment with Microsoft applications • DB-Modules • Released a specific VSS writer for Oracle Experience has taught us that if you encounter a Veeam on Windows. more competition with these specific configurations, there is are announced. no benefit for SEP to fight. Global Storage Management Because the SEP spectrum of functionality, with Licensing all its supported operating systems, hypervisors, database agents, etc, is so much bigger than Veeam’s, Veeam licenses software in two ways: it only makes sense to compare the features of both 1. Number of CPU sockets on a managed server (or products based on virtual environments. As Veeam is host): a specialist and SEP a generalist, it is not surprising that Veeam offers a lot more functionality in this This is Veeam’s default method that is licensed by the area (e.g. agentless DB backup, VM replication, Sure number of sockets on managed servers (hosts). Backup, HW snapshots, DD Boost Support). Yet, in reality a lot of these features are rarely used and SEP Example: A customer has four ESXi servers that are can cover 80% of all the major features, which fulfills dual processor, quad core. Eight sockets must be a customer’s critical needs. licensed (4 hosts x 2 sockets/host = 8 sockets) One of the major differences is Veeam cloud concepts, 2. Number of VMs managed which has already been established in the market This is reserved only for Veeam Cloud & Service by partnerships with numerous cloud providers. This Provider program members. has been seen as kind of a reference for the backup software market. Veeam also offers a variety of license terms: Nonetheless, SEP has some great benefits. The big table • Perpetual License summarizes all the major advantages of SEP sesam vs. • Subscription License Veeam. • Hosting License Veeam Pricing Veeam also offers special pricing for: This price information is valid as of, January 1st, 2016, • Internal Partner Use including the latest 14% price increase: • Public Sector • Education • Hosting or Cloud Provider Only Product Edition Price Availability Standard € 1,100 / per socket Terms and Definitions Suite Enterprise € 1,600 / per socket Socket or CPU socket means a physical connector between a microprocessor and a circuit board on a Enterprise Plus € 2,350 / per socket physical server; typically the number of sockets is equal to the number of processors. Backup & Standard € 650 / per socket Replication Virtual machine (VM) means an operating environment Enterprise € 1,150 / per socket (which may or may not include an operating system) within a hypervisor (Hyper-V, vSphere, etc.) that may Enterprise Plus € 1,900 / per socket contain disks, processors, memory, network resources and other virtual resources and simulates a physical Backup Standard € 800 / per 2 sockets computer device by replicating, executing and/or Essentials performing the functions of such device. Enterprise € 1,450 / per 2 sockets Managed server means a physical server that hosts Enterprise Plus € 2,200 / per 2 sockets or contains virtual machines that are managed by Veeam’s software products. Global Storage Management SEP sesam against Veeam Scope of Use Besides a client for Windows Desktops, Veeam is only applicable in virtual environments.
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