The availability market. To achieve the always-on business, Veeam’s customers need to embrace availability, Timashev said. He said customers need to be able to recover any application or service within minutes or seconds. To continue this conversation, the company organized VeeamOn. Timashev said VeeamOn is a platform for partners and customers to discuss issues and challenges around the modern data center, the always-on business and the availability market.

Veeam’s focused on the channel. Period. He said Veeam has leveraged the channel since its conception, and it has no plans to stray from that strategy. With more than 25,000 partners around the globe, Veeam’s focused on building and growing its partner ecosystem, Timashev said. According to him, more than 40 percent of Veeam’s customers have been acquired due to partner recommendations.

Building out products for the enterprise. Veeam will continue designing its portfolio for small and medium-sized businesses (SMBs), but it will also move higher up the stack, targeting the mid-market and enterprise level, too. He believes this is largest market opportunity for Veeam and its partners.

How Veeam is different. To survive in a competitive market, Veeam differentiates itself by focusing on hiring the best sales and marketing team, developing the best products and partnering with the best in the channel, Timashev said.

What Veeam needs from its channel partners. “Help us help you,” Timashev said. He wants partners keep doing what they’re doing. And if they do, he expects Veeam to hit $1 billion in sales by 2018. As for next year, he believes Veeam will grow between 30-40 percent.