Veeam has announced the general availability of version 9 of its Availability Suite, the company’s flagship data availability product.This update to the popular software continues Veeam’s move to aggressively target enterprise customers, adding [entity display=”EMC” type=”organization” subtype=”company” active=”true” activated=”true” deactivated=”false” key=”emc” ticker=”EMC” exchange=”NYSE” natural_id=”fred/company/1441″]EMC[/entity] VNX and VNXe storage array integration, and expanding the functionality of existing HP and [entity display=”NetApp” type=”organization” subtype=”company” active=”true” activated=”true” deactivated=”false” key=”netapp” ticker=”NTAP” exchange=”NASDAQ” natural_id=”fred/company/3039″]NetApp[/entity] array integrations.
When I spoke to Timashev in late December 2015 about the company and the upcoming release, he was candid about why Veeam was expanding into the enterprise.
“Most of our growth is coming from medium and large enterprises,” Timashev said. “We’re already saturating the [entity display=”VMware” type=”organization” subtype=”company” active=”true” activated=”true” deactivated=”false” key=”vmware” ticker=”VMW” exchange=”NYSE” natural_id=”fred/company/5897″]VMware[/entity] and Hyper-V SMB market. We’re already the de-facto standard in those markets.”
The march into enterprise is a departure from the original SMB or mid-size organisations that were Veeam’s original customers, who Timashev refers to as core customers. “The core customer is somebody who your product is designed for. Who loves you, who uses you every day,” he said. “The core customer is a human being, not a market segment.”
However the enterprise customer demands different things of an organisation to an SMB customer, hence the addition of enterprise features like WAN acceleration and storage array integration in recent years.
Veeam has scaled impressively, recently boasting that they were adding over 4,000 customers each month, but that’s required when your model is based on lots of smaller customers paying less than a few, large enterprises. I asked Timashev how he planned to serve two very different customer bases in his quest for growth.
“Basically, that’s our biggest challenge. If we overcome this challenge, we will grow to $1 billion [annual revenue] by 2018, and that’s our goal,” he said.
Click here to listen to the full conversation between Timashev and myself.
Disclosure: This conversation is part of The Eigencast, a podcast that I host.
This article first appeared in Forbes.com here.