In a global market that is always switched on, Veeam helps organizations with disaster recovery, meeting recovery times of less than 15 minutes for all applications and data by leveraging virtualization, storage, and cloud technologies. Business Challenge Veeam Software develops backup, disaster recovery, and virtualization management software for the always-on enterprise. Although the company’s roots are in the in the SMB space, Veeam is shifting its go to market strategy to target the enterprise space, focusing on approximately 1,400 accounts worldwide. Meredith Frick, Senior Marketing Manager for National Accounts, manages Veeam’s largest channel partners. Since Veeam is 100% reliant on the channel to drive sales, Meredith had to shift her marketing strategies to match those of

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