An Interview with Veeam’s Channel Experts
Veeam has long been a trusted name in backup and recovery, but its latest innovations and acquisitions are signaling a renewed focus on MSPs. ChannelPro recently sat down with Veeam Director, Managed Services Providers Vito LoCascio and Senior Manager for MSP Sales Brian Morris. Together, they discussed Veeam’s evolving strategy, its commitment to the MSP community, and what’s next in the world of data protection. The transcript below has been edited for clarity.
ChannelPro: Veeam is a well-known name, but many MSPs may not realize the full extent of what you offer. What’s your elevator pitch?
Morris: We’ve got 12,500 partners in our MSP program today. The reason they use our software is simple — it works. We’re the No. 1 global market leader in backup and recovery, offering scalable solutions for both small MSPs and large Fortune 100 enterprises.
LoCascio: We also focus on data freedom. We don’t hold your data hostage. You can use any hardware, any cloud. We make it easy for MSPs to manage everything through a single pane of glass.
ChannelPro: You mentioned a new push into hosted solutions. What is Veeam Data Cloud?
Morris: Veeam Data Cloud is our new hosted solution that allows MSPs to go to market faster without having to manage infrastructure. It provides turnkey backup-as-a-service solutions for Microsoft 365 workloads and beyond.
LoCascio: We acquired a service provider in Australia and rebranded it as Veeam Data Cloud. This was a huge step toward offering first-party SaaS solutions tailored for MSPs. No infrastructure needed.
ChannelPro: You mentioned “core pillars” earlier. What are Veeam’s core pillars for MSPs?
Morris: Our three main pillars for MSPs are:
- Data Security: We integrate with security leaders like Palo Alto and Sophos for proactive threat detection.
- Data Recovery: We ensure fast, flexible recovery to any environment, whether on-prem, AWS, Azure, etc.
- Data Freedom: We don’t lock you in. If you leave, you still have full access to your backups.
ChannelPro: How does Veeam’s acquisition of Alcion fit into this strategy?
LoCascio: Alcion was purpose-built for MSP-friendly AI-powered Microsoft 365 backups. We acquired it because the company aligned perfectly with our vision for AI-driven, security-focused backup solutions.
Morris: The real win? [Alcion] CEO Niraj Tolia is now our CTO. He’s a proven leader in cloud-native backup, having already sold another company, Kasten, to Veeam back in 2020. So, it’s like a homecoming for him.
ChannelPro: What’s next for MSPs in backup and recovery?
Morris: 88% of businesses are evaluating backup as a service because they lack internal resources. MSPs are perfectly positioned to fill that gap, especially as security threats increase.
LoCascio: Everything is moving to ‘as a service.’ MSPs need scalable, easy-to-deploy solutions, and we’re making sure Veeam is the best choice for them.
ChannelPro: How valuable are industry events like ChannelPro LIVE for the MSP community?
Morris: These events showcase the real people behind the MSP industry. They’re the ones keeping local businesses, schools, and hospitals secure. That’s what makes these events so important.
LoCascio: It’s the ecosystem. ChannelPro LIVE does a great job of bringing together security vendors, consultants, and technology partners. It’s a one-stop shop for MSPs looking to level up their businesses.
ChannelPro: If I’m a small MSP looking to scale, what’s your best advice?
Morris: Talk to your customers. Figure out their gaps, especially in backup. If you don’t have control of your customers’ data, what do you really have?
LoCascio: Don’t reinvent the wheel. Leverage the ecosystem. Find a few key partners — whether it’s Veeam, security vendors, or SaaS providers — and build a packaged solution. That’s the fastest way to scale without huge upfront costs.
ChannelPro: Finally, what’s the best way for MSPs to prepare for ransomware and compliance challenges?
Morris: It’s not if; it’s when. Businesses need a proven recovery strategy in place.
LoCascio: We call it the 3-2-1-1-0 model: Three copies of your data, two different media types, one offsite, one offline, and zero errors in recovery. That’s the key to resilience.
Final Thoughts
Veeam is doubling down on MSP-focused innovation, offering solutions that simplify backup, enhance security, and improve business efficiency. Whether through Veeam Data Cloud, AI-powered security integrations, or an expanding MSP ecosystem, Veeam is the go-to partner for MSPs looking to scale. If you’re an MSP looking for a flexible, scalable backup and recovery solution, make sure to include Veeam’s solutions in your evaluation plan.
Featured Image: Vito LoCascio (Left), Jonathan Browning (Center), Brian Morris (Right)
