Veeam Universal License

ProPartner Briefing
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Our Panelists

Jon DeFusco Gilles Pommier

Director, Pricing Operations VP Channel, EMEA

Chris Spencer
Director, Product Marketing

Jennifer Robinson
Senior Mgr Sales Engagement,
Global Product Marketing

Andrea Estevez
Manager, Global Channel Marketing

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Agenda
• Welcome
• VUL overview
• Conversation strategies
• VUL resources & support
• Q&A

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
 Welcome

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Key benefits of Veeam Universal License

Accelerate sales Easy to quote More merge

options

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Veeam Universal License (VUL)

Subscription Only
Veeam Universal License
Veeam's Portable Subscription License
A truly universal licensing solution that is fully featured!

Enables customers to license all workloads with one type of license:

• Virtual: VMware, Hyper-V, Nutanix AHV
• Physical Servers and Workstations: Microsoft & Linux
• Cloud: AWS, Azure and more
• Enterprise Applications: Oracle & SAP
• File Shares
Protect all workloads
Customers purchase licenses in bundles of 10, and use how they wish
Portable!
The portability of Veeam Instance Licensing, now much easier to use
Flexible!
Veeam Licensing Simplified! Easier than ever!

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Veeam Instance License
A great step toward license portability!
…with some challenges
• 3 Editions caused merge complexities

• Weighting table was complicated for users to grasp

• Needed a simpler, more flexible solution prior to v10!

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Licensing Simplified Further
NEW Veeam “Universal” License
Universal edition for maximum portability! Enterprise Plus capability for VAS, VBR & VBE

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Licensing Simplified Further
NEW Veeam “Universal” License
Universal edition for maximum portability! Enterprise Plus capability for VAS, VBR & VBE

Simplified Weighting Table! 1 license instance for any workload

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Licensing Simplified Further
NEW Veeam “Universal” License
Universal edition for maximum portability! Enterprise Plus capability for VAS, VBR & VBE

Simplified Weighting Table! 1 license instance for any workload

More flexible merge rules Merge with any edition per-socket (VAS/VBR)

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Licensing Simplified Further
NEW Veeam “Universal” License
Universal edition for maximum portability! Enterprise Plus capability for VAS, VBR & VBE

Simplified Weighting Table! 1 license instance for any workload

More flexible merge rules Merge with any edition per-socket (VAS/VBR)

Up to 33% Lower Price For fully featured VAS, VBR and VBE

Effective October 1st, 2019

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Products Using Veeam Universal License
Veeam Backup & Replication
• Veeam Agent for Microsoft Windows
• Veeam Agent for Linux
Modules/Capabilities of
• Veeam Availability for Nutanix AHV
• Protecting Cloud workloads
Veeam Backup & Portable,
• Protecting NAS File shares (v10)
Replication Universal Licenses

Veeam Availability Suite

Veeam Backup Essentials™
Veeam Backup & Replication Starter
Veeam ONE (part of VAS or VBE)

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Products Using Veeam Universal License
Veeam Backup & Replication
• Veeam Agent for Microsoft Windows
• Veeam Agent for Linux
Modules/Capabilities of
• Veeam Availability for Nutanix AHV
• Protecting Cloud workloads
Veeam Backup & Portable,
• Protecting NAS File shares (v10)
Replication Universal Licenses

Veeam Availability Suite

Veeam Backup Essentials™
Not yet on VUL
Veeam Backup & Replication Starter
• Veeam Agent for Oracle Solaris and IBM AIX
Veeam ONE (part of VAS or VBE) • (Targeting v10)
• Veeam Backup for Microsoft Office 365
• Veeam Availability Orchestrator
• Veeam Management Pack™ (MP) for
System Center
© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
 VUL Timeline overview
October 1st, 2019 V10 Install (TBD)
✓ VIL rebranded to VUL and VUL SKUs live in ✓ Existing Instance/subscription license
all Veeam price books customers (for any edition) will be
upgraded to VUL at the earliest of:
✓ All New Subscription sales will be VUL
✓ Upgrade to VAS/VBR/VBE v10 &/or
Agents v4
✓ Only the fully-featured (ENT+ feature
✓ Contract renews
set) VUL licenses for VAS, VBR & VBE
will be available to purchase
✓ NAS File shares support:
✓ Launch VBR Starter – ‘Std edition’ features 250GB/License - VUL only!!

✓ Updated Merge rules from October until ✓ New, simplified Merge rules
v10 GA ✓ NOTE: socket license edition always
dictates the platform level functionality

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Veeam Universal Licensing for VCSP Rental
Coming soon
Enhancements to VCSP Rental licensing, including simplified
license requests, entitlement of Veeam ONE, and more!

The enablement you can expect

These enhancements will come with the release of “v10.”

During the partner readiness period, you’ll:

• Be invited to a VCSP webinar
• Receive first-to-know RTM communications
• Be supplied with technical guides to provide a smooth upgrade process

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
How is VUL simplified?
VIL Weighting Table
Enterprise
Today Workload Standard Enterprise
Plus
VM (vSphere/Hyper-V) 1 1 1
Workload Server (Windows/Linux/Cloud) 3 1.5 1
Type Workstations Agent (Windows/Linux) 1 0.5 0.33
Nutanix AHV VM 3 1.5 1
Applications Application Server (Oracle/SAP) - - 1
Licensing Simplified
Cloud-Ready License Mobility
Enterprise
Today Workload Standard Enterprise
Plus
VM (vSphere/Hyper-V) 1 1 1
Workload Server (Windows/Linux/Cloud) 3 1.5 1
Type Workstations Agent (Windows/Linux) 1 0.5 0.33
Nutanix VM 3 1.5 1
Applications Application Server (Oracle/SAP) - - 1

Universal
Oct 1st Workload License
VM (vSphere/Hyper-V/AHV) 1
Server (Windows/Linux/Cloud) 1
Workloads Workstations 3 PCs pack (Windows/Linux) 1 Simplified!
Application Server (Oracle/SAP) 1
Front End Capacity pack (250 GB) coming soon 1
Easier to understand
Enterprise
Today Workload Standard Enterprise
Plus
VM (vSphere/Hyper-V) 1 1 1
Workload Server (Windows/Linux/Cloud) 3 1.5 1
What is an
Type Workstations Agent (Windows/Linux) 1 0.5 0.33
Nutanix VM 3 1.5 1 Instance?
Applications Application Server (Oracle/SAP) - - 1

Universal
Oct 1st Workload License We sell
VM (vSphere/Hyper-V/AHV) 1
Server (Windows/Linux/Cloud) 1
Licenses.
Workloads Workstations 3 PCs pack (Windows/Linux) 1 1 license
Application Server (Oracle/SAP) 1 protects 1
Front End Capacity pack (250 GB) coming soon 1
workload
Price Decreases 17-33%!
Today Workload STD ENT ENT+
Example MSRP in EUR
VM (vSphere/Hyper-V) 1 1 1

Workload Server (Windows/Linux/Cloud) 3 1.5 1 • VAS: € 52.20 / € 104.40 / € 156.60

Type Workstations Agent (Windows/Linux) 1 0.5 0.33
• VBR: € 43.50 / € 87/ € 130.50
Nutanix VM 3 1.5 1

Applications Application Server (Oracle/SAP) - - 1 • VBE: € 34.80 / € 69.60 / € 104.40

Universal Example MSRP in EUR

Oct 1st Workload License
VM (vSphere/Hyper-V/AHV) 1 • VAS: € 130.50 (17%)
Server (Windows/Linux/Cloud) 1
Workstations 3 PCs pack • VBR: € 104.40 (20%)
1
Workloads (Windows/Linux)
Application Server (Oracle/SAP) 1 • VBE: € 69.60 (33%) (50 license limit)
Front End Capacity pack (250 GB)
coming soon
1 • Starter: € 34.80 (20 license limit)*

* VBR Standard Edition Features

What do you need to know?
Today Workload STD ENT ENT+
Costs less to protect any
VM (vSphere/Hyper-V) 1 1 1

Server (Windows/Linux/Cloud) 3 1.5 1

Server, Workstation, AHV or
Workload
Type Workstations Agent
1 0.5 0.33 app
(Windows/Linux)
Nutanix VM 3 1.5 1

Applications Application Server (Oracle/SAP) - - 1 Entry price point may

increase
Oct 1st Workload Universal License

VM (vSphere/Hyper-V/AHV) 1
Server (Windows/Linux/Cloud) 1
Workstations 3 PCs pack
Workloads (Windows/Linux)
1 (unlikely) STD/ENT VMs may
Application Server (Oracle/SAP) 1
increase
Front End Capacity pack (250 GB)
1
coming soon
 Per-socket licensing is not changing
• No change in products, pricing, packaging or licensing:
License Options Still offer Standard, Enterprise & Enterprise Plus

• NOT required to migrate to VUL or to Subscription**

VUL – Per
Workload
• Still:
(subscription)
• Limited to VMware vSphere and Hyper-V VMs, on-
premises
• For Merged environments: Socket edition still defines
Per Socket the environment capability**
(perpetual)
• Free VUL licenses: Per-Socket only customers: Receive Up
to 6 gifted VUL licenses. Expire upon any VUL purchase
New VBR “Starter”
✓ VBR Standard Edition feature set Basic Support
✓ Veeam Universal License ✓ Business hours in region only
Weighting: "all 1's" ✓ Access to patches and updates

✓ SMB Customers Addresses lowest price point

✓ Joins VBE in the SMB ✓ Upsell for CE customers
portfolio: <100 Employees

VUL Subscription Only **Sold in Veeam Online Store

✓ Sold in Bundles of 5 licenses, min ✓ “Targeted for online store & EDI-
order 2 bundles (10 licenses) enabled partners”, but transacted
✓ Max environment size 20 workloads normally for now
✓ No merging with socket-based
license or any other packages **Not available in all Regions
What VUL SKUs are available to quote?
Veeam Availability Veeam Backup & Veeam Backup Veeam Backup &
Suite Universal Replication Universal Essentials Universal Replication Starter
License License License License

Backup & Backup Only Backup & Backup Only

Description Monitoring SKU SKU Monitoring SKU SKU
Limited to 50 Licenses Limited to 20 Licenses

Feature
Enterprise Plus Enterprise Plus Enterprise Plus Standard
Level
VMware/Hyper-V/AHV VMware/Hyper-V/AHV VMware/Hyper-V/AHV VMware/Hyper-V/AHV

Supported Physical server & workstations Physical server & workstations Physical server & workstations Physical server & workstations
Workloads Cloud Instances (w/ Agents) Cloud Instances (w/ Agents) Cloud Instances (w/ Agents) Cloud Instances (w/ Agents)

Application Server Application Server Application Server

Bundles of 10 Bundles of 10 Bundles of 5 Bundles of 5

Sold by Minimum order Minimum order Minimum order Minimum order
of one bundle of one bundle of 2 bundles of 2 bundles
 Which VIL SKUs are EOL? – Oct 1st

EOL SKU Unit New SKU Unit

• Veeam Availability Suite Standard Instance Instance • Veeam Backup Essentials Universal License Instance
• Veeam Availability Suite Enterprise Instance (< 50 Instances)
• Veeam Availability Suite Enterprise Plus Instance • Veeam Availability Suite Universal License

• Veeam Backup & Replication Standard Instance Instance Instance

• Veeam Backup Starter License (if <20 Instances)
• Veeam Backup & Replication Enterprise Instance
• Veeam Backup & Replication Universal License
• Veeam Backup & Replication Enterprise Plus Instance

• Veeam Backup Essentials Standard Instance Instance Instance

• Veeam Backup Starter License (if <20 Instances)
• Veeam Backup Essentials Enterprise Instance
• Veeam Backup Essentials Universal License
• Veeam Backup Essentials Enterprise Plus Instance

Enterprise Plus Edition = VUL

Introducing Subscription Renewal SKUs
Effective October 1st, Subscription Renewal SKUs are added and must
be sold to renew existing Subscription contracts

Subscription Renewal SKU Types:

• Upfront Billing Subscription Renewal (1-5 yr terms)
• Annual Billing Subscription Renewal (3 yr term)
• Monthly Contract Consolidation (co-term)
Enhanced Subscription terms
Choose from flexible annual payment or upfront billing terms

Subscription term Paying upfront discount Paying annually discount

5-year subscription 15% off -

4-year subscription 10% off -

3-year subscription 10% off (no additional savings)

2-year subscription - -

1-year subscription - -
Updates to Merge Rules & Details
After October 1st until v10 release
• Customers must have VUL (ENT+) license to be able to merge it with any
perpetual socket edition

• All other current merge rules and restrictions still apply

• License editions must still match for VIL merges (no changes)

• VBR Starter: no merging with socket-based license or any other packages

• As always: Socket edition defines the merged environment capability level, thus if
ENT+ capability is needed (even for VIL/VUL), sockets need to be upgraded.
• This is a great time to mention migrating sockets to VUL!!

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Alliance Timeline
October 1st November 1st

October 7th TBD

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Pricing Objection Handling
VUL is a price increase!?!?
(because it’s jumping to ENT+ edition level only)

There may be a small set of VM (STD/ENT) customers who see

a price increase per workload.
The minimum purchase amount may be increasing, but…
Customers will now pay 17-33% less to protect each Server,
Workstation, Cloud instance, Enterprise App and Nutanix VM!

AND

For VIL, the cost to protect Non-VM workloads was the same
regardless of edition.

With 1 license per 1 workload, Agent & Nutanix customers can

now protect more workloads than before at a much lower price

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Conversation Strategies
Environments are transforming
25% 23%
Hybrid cloud
adoption grew 20%
18%
On premises from 19% to 57%
15%
3X in the last year 15%

10%

Private cloud 5%
81% of
organizations
81% have a multi- 0%
cloud strategy 2018 2019 2020

Public cloud Backups in the cloud

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. Forbes 2017, State of Cloud Adoption and Security ESG 2018 Data Protection Landscape Report, October 2018
The status quo is becoming too painful
How do I stop wasting
money buying licenses that I What a waste of time, effort,
may not be able to use in and MONEY!
the future?

I don’t know what to

I’m tired of paying
purchase. Our environment
additional fees to protect
is moving from physical to
data in the cloud…
virtual and cloud…

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Early adopters seek innovation

What can I do to make our IT How can I help my organization

organization a more strategic innovate and become more agile as
business partner? we move to the cloud?

How can we streamline the What’s out there to help us

way we operate to save time “future-proof” our data
and money? management strategy?

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
 1 Time and Resources

2 Cost and Budget

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Impact: Time & Resources

Open Questions • How do you handle license management when your needs
change?

Credibility
Questions

Positioning

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Impact: Time & Resources

Open Questions • How do you handle license management when your needs
change?

• Has your business transformed in the last 5 years?

Credibility • Have you seen workloads shift from physical to virtual?
Questions From on-prem to cloud? From cloud back to on-prem?

• Do you currently, or plan to, extend workloads to the cloud?

Positioning

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Pain Points (Active Needs)

1
Unsure of what to purchase because of how the company’s workload landscape
will transform over the next 3-5 years (from physical to virtual to cloud)?

2 Tired of having unique, product-specific licenses that are no longer needed and
can’t be repurposed

3 Tired of needing to purchase unique licenses for each product used

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Impact: Time & Resources

Open Questions • How do you handle license management when your needs
change?

• Has your business transformed in the last 5 years?

Credibility • Have you seen workloads shift from physical to virtual?
Questions From on-prem to cloud? From cloud back to on-prem?

• Do you currently, or plan to, extend workloads to the cloud?

• Could you save time and effort by eliminating the

management of multiple license types – having to keep up
Positioning with what you have and what you need?
• Would your data protection strategy benefit from one license
that can protect Virtual, Physical and Cloud workloads
interchangeably?

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
 1 Time and Resources

2 Cost and Budget

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Impact: Cost and Budget

• What is your process for making sure you are not under
Open Questions
protected or overpaying?

Credibility
Questions

Positioning

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Impact: Cost and Budget

• What is your process for making sure you are not under
Open Questions
protected or overpaying?

• Do you feel like you’re paying for licenses you’re not using?
Credibility • Are you seeing increasing numbers of products that require
Questions different licensing types?
• Do you need to protect NAS? Do you have any physical
agents?

Positioning

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Pain Points (Active Needs)

1 Limited by an inflexible CapEx budget and need the ability to transact in an OpEx
model

2 Frustrated by competitors charging additional fees for protecting data in a cloud

3 Tired of having unique, product-specific licenses that are no longer needed and
can’t be repurposed

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Impact: Cost and Budget

• What is your process for making sure you are not under
Open Questions
protected or overpaying?

• Do you feel like you’re paying for licenses you’re not using?
Credibility • Are you seeing increasing numbers of products that require
Questions different licensing types?
• Do you need to protect NAS? Do you have any physical
agents?

• Could you make changes to meet business demands and

still be within budget if you could move licenses across
Positioning virtual, physical and cloud workloads, both on-premise AND
in the cloud, when you need with no additional cost?
• Would you feel more confident exploring a cloud strategy if
you could move to hybrid and multi-cloud environments with
no additional data protection costs and no unique licenses to
purchase?
© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Blind spots (Latent Needs)
1

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Cross-Product Discussions
Since protecting agents, cloud and NAS are in high demand and are ONLY available through a subscription purchase, this
gives you a great opportunity to open the discussion up to the benefits of being able to apply that flexibility across all
their applicable licenses.

Doesn’t it make sense to have the flexibility to

move licenses across different workloads so that you can
change as your business changes without wasted spend
on unused licenses?

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Resources & Support
VUL Resources on the ProPartner portal

https://propartner.veeam.com/universal-license
© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Licensing Policy

https://www.veeam.com/licensing-policy.html
© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Customer Licensing Support
Customers needing
licensing support
can open a case in
“My Account”

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Q&A
Raise your hand to ask a question
OR
Place your question in the Q&A panel
Thank you
Key "Quoting" scenarios – New License

• Proceed with sale of VIL SKU

Quoting EOL VIL (STD /ENT)
• New License Quotes valid for 30 days
Pre Oct 1st

Prospects Quoting VIL w/ price change

• Re-Quote with VUL SKU
(ENT+)

• Quote VUL SKUs only

Quoting Instance Licensing Post Oct 1st
• Quote Starter & Essentials if necessary

• Quote VUL SKUs only

Adding Licenses to VIL Oct 1
• Customer receive new license & contract

Existing • Quote monthly VUL SKUs only

Product Upgrades Oct 1
Customers • Customer receive new license & contract

• No Quote Required
Edition Upgrades Oct 1
• VIL licenses convert to VUL at v10

Leverage NSQ process as needed to address price sensitivity

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Key "Quoting" scenarios – Renewal

• Proceed with sale of VIL SKU

Renewing Pre Oct 1st • Renewal Quotes accepted for 90 days
• Re-Quote with VUL at customer request

Renewing Post Oct 1st • Quote with VUL Renewal SKU only

• Quote VUL Renewal SKU (renewal)

Renewing & Adding Licenses Oct 1
• Quote VUL New License SKU (sales)
Existing
Customers • Quote VUL Renewal SKU (renewal)
Renewing & Upgrading Oct 1
• Quote VUL Monthly upgrade SKU (sales)

Migrating Oct 1 • Quote 1 or 2 yr Product Migration SKUs

• Quote 2 yr Product Migration SKUs (renewal)

Migrating & Extending Term Oct 1
• Quote VUL New License SKU (sales)

Previously Migrated Oct 1 • Revert to Sockets; renew VUL non-VM workloads

Leverage NSQ process as needed to address price sensitivity

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
VUL merge details
• Effective October 1, VUL subscription license can be merged with any edition of
perpetual socket-based license

• To produce U4-compatible license file, merge will use U4 Instance weighting

table based on perpetual socket edition

Oct 1-v10 v10 GA+

Current VUL VUL Merge with
Instance Qty Instance Qty
Product Qty Perpetual

VBR Universal 10 Instances VBR Standard 30 (3 instances per server) 10 (1 Instance per workload)

VBR Universal 10 Instances VBR Enterprise 15 (1.5 instances per server) 10 (1 Instance per workload)

VBR Universal 10 Instances VBR ENT Plus 10 (1 Instance per server) 10 (1 Instance per workload)

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.
Existing Customer Impact
• At v10 download, existing VIL customers will receive new v10 VUL license with
Instances quantity based on their existing VIL Instance quantity (regardless of
edition)

• New v10 VUL license instance quantity will be valid through contract end date

Current VIL Product VIL License qty New VUL Product V10 License Qty

VBR Standard 30 VBR Universal 30

VBR Enterprise 20 VBR Universal 20

VBR Enterprise Plus 10 VBR Universal 10

© 2019 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners.