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Tier 1 Launch Enablement Project 

The release of Veeam Availability Suite v10 (a Tier 1 launch) was a game-changer for Veeam and it's customers. This release also brought challenges for sellers due to a lack of knowledge about some of the key technologies now being supported by Veeam Availability Suite, including NAS and Ransomware. The goal of this launch enablement plan was to help sellers fill these gaps in their knowledge, educate them about the new features being released and most importantly, upskill them to drive new customer conversations around v10. 

Why?

Veeam Availbility Suite v10 was a long-awaited product release due to it's support technologies such as NAS and improved Ransomware protection 

  • VAS v10 represented a significant investment for Veeam and was highly anticipated by customers and Partners

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  • Sales enablement was a critical part of the launch due to the inclusion of support for technologies such as NAS

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  • Veeam's salesforce has a varying degree of experience and knowledge. The majority of the salesforce is relatively new to the technology industry and had little knowledge of technologies such as NAS and issues like ransomware

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  • Making VAS v10 a successful launch meant ensuring sellers got up-to-speed not only on new features and technologies, but also on how to apply this information to selling strategies  

Desired Impact

Develop seller confidence and ability to use knowledge of newly supported technologies and product features to drive customer conversations 

  • Leveraging the new Product Launch Enablement Framework, enablement was created including:

    • A six-module scenario-based curriculum focusing on NAS foundations and key new product features​

    • Regional-based live Customer Conversation Workshops to connect the content even further to the "real world"

    • Launch of a social learning community dedicated to the Veeam Availability Suite product

    • Redesign of the internal product page to help sellers find resources easier and faster. 

    • Sales Leader Information Session to help educate sales leaders prior to launch and gain buy-in for driving sales enablement activities 
       

  • I led this enablement effort and brought together teams across the company including:

    • Product Marketing​

    • Channel Marketing

    • Renewals Sales

    • Customer Support

    • Distribution and Aggregator Support 

    • Regional Enablement Teams

    • SE Enablement Teams â€‹

BACK

Three-part Enablement Plan 

The product launch enablement strategy for Veeam Availability Suite v10 included three key components: on-demand learning and materials, live training classes and "office hours" sessions and a social learning community implemented using a Salesforce.com Chatter group. 

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This strategy aligned with the new Product Launch Enablement Framework and provided support for sellers pre and post product launch. 

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