Key Takeaways:
- VARs can boost profitability by combining Veeam Backup & Replication licenses with implementation, migration, and training services.
- MSPs use the Veeam Service Provider Console to build recurring revenue streams with scalable BaaS and DRaaS offerings.
- MSSPs strengthen their security stack by leveraging Veeam’s immutable backups, Secure Restore, and orchestration for end-to-end cyber resilience.
- Veeam Data Platform adapts to each model, empowering partners to expand services, differentiate their portfolio, and better protect client environments.
Who Is Who Summary:
A Value-Added Reseller (VAR) focuses on project-based product sales and implementation.
A Managed Service Provider (MSP) delivers proactive, subscription-based IT services like Backup as a Service (BaaS) and Disaster Recovery as a Service (DRaaS).
A Managed Security Service Provider (MSSP) specializes in advanced, continuous cybersecurity services.
The Veeam Data Platform gives all three models the flexibility to deliver reliable data protection and cyber resilience.
Choosing the right business model is one of the most important decisions for today’s technology partners. Should you operate as a Value-Added Reseller (VAR), expand into a Managed Service Provider (MSP), or specialize as a Managed Security Service Provider (MSSP)? Each approach comes with unique opportunities, responsibilities, and revenue streams — especially when it comes to data protection and cyber resilience.
With the Veeam Data Platform, Veeam Backup & Replication, and the Veeam Service Provider Console, partners gain the flexibility to deliver value no matter which path they take. Whether your business thrives on project-based deployments, subscription-driven BaaS and DRaaS offerings, or advanced cybersecurity services, Veeam equips you with the tools, automation, and resilience needed to protect client data and grow your business.
In this guide, we’ll break down the differences between VARs, MSPs, and MSSPs, highlight where each model excels, and show how Veeam empowers you to build a winning partner strategy.
What’s the Difference? A Breakdown of VAR, MSP, and MSSP
Understanding the distinctions between VARs, MSPs, and MSSPs is critical for both partners and their customers. While all three play a role in delivering IT services, their approaches, revenue models, and value propositions are very different.
Value-Added Reseller (VAR)
A VAR operates on a transactional, project-based model. Their focus is on selling software and hardware licenses — often alongside services such as deployment, configuration, or migration. With solutions like Veeam Backup & Replication, VARs deliver immediate value by helping customers deploy resilient backup strategies.
| Business model | One-time sales and implementation projects. |
| Customer ownership | The customer owns the license and manages it after deployment. |
| Best fit for | Clients who prefer to manage their IT in-house but need expert guidance to set it up right the first time. |
Managed Service Provider (MSP)
An MSP builds long-term relationships by providing recurring, subscription-based services. Instead of a one-off project, MSPs take on the ongoing responsibility of managing data protection through Backup as a Service (BaaS) and Disaster Recovery as a Service (DRaaS). With the Veeam Service Provider Console, MSPs can centrally monitor, bill, and scale multi-tenant environments with ease.
| Business model | Monthly or annual subscription revenue. |
| Customer ownership | The MSP owns the infrastructure and licenses, delivering continuous services. |
| Best fit for | SMBs and mid-market companies that want enterprise-grade protection without building their own infrastructure. |
Managed Security Service Provider (MSSP)
An MSSP takes the MSP model further by focusing on advanced cybersecurity and compliance. Beyond managing backups, they specialize in threat detection, incident response, and cyber resilience. With Veeam features like immutable backups and Secure Restore, MSSPs can help clients recover cleanly from ransomware or malware attacks while meeting regulatory demands.
| Business model | Subscription services with a premium on security expertise. |
| Customer ownership | MSSPs deliver a fully managed security and data protection stack. |
| Best fit for | Organizations in regulated industries (finance, healthcare, government) or those facing heightened cyberthreat risks. |
To simplify, think of the three like this:
VARs sell and implement.
MSPs manage and maintain.
MSSPs secure and defend.
How Veeam Empowers Each Partner Model
VARs, MSPs, and MSSPs may operate differently, but all share one priority: protecting customer data without compromise. Veeam provides the tools to make that possible. From project-based deployments to multi-tenant cloud services and advanced security orchestration, Veeam gives partners the technology to grow revenue while ensuring clients stay resilient.
The Veeam Advantage for VARs
Value-Added Resellers (VARs) thrive by delivering tailored solutions that combine licenses, infrastructure, and services. With Veeam Backup & Replication at the core, VARs can offer customers proven protection for virtual, physical, cloud, and SaaS workloads.
- Perpetual or VUL Licensing: VARs can deliver flexibility through the Veeam Universal License (VUL), which simplifies how customers consume backup and recovery across environments.
- Professional Services: Beyond selling licenses, VARs add value with implementation, migration, and configuration services that provide for smooth deployment.
- Customer Enablement: VARs often include training and knowledge transfer, empowering customers to manage their own environments after the project is complete.
Who is it for?
This model is ideal for organizations that want control over their IT stack but need a trusted partner to design and deploy it.
The Veeam Advantage for MSPs
Managed Service Providers (MSPs) build recurring revenue streams by offering Backup as a Service (BaaS) and Disaster Recovery as a Service (DRaaS). Through the Veeam Cloud & Service Provider (VCSP) program, MSPs get the tools, licensing, and support they need to scale.
- Centralized Management with Veeam Service Provider Console: The console gives MSPs a single pane of glass for managing multi-tenant environments. It simplifies billing, monitoring, and reporting across customers.
- Flexible Licensing: Instead of customers purchasing perpetual licenses, MSPs use the VCSP rental model, paying only for what they use each month. This lowers barriers for SMBs and creates predictable cash flow for providers.
- BaaS and DRaaS Ready: MSPs can quickly spin up offerings for offsite backup, replication, and fully orchestrated disaster recovery using Veeam’s native capabilities.
Who is it for?
This model is ideal for SMBs and mid-market companies that want enterprise-grade protection without building their own data protection infrastructure.
The Veeam Advantage for MSSPs
Managed Security Service Providers (MSSPs) extend the MSP model with advanced cybersecurity and compliance expertise. With threats like ransomware targeting backup systems, MSSPs can differentiate by delivering data and cyber resilience.
- Immutable Backups: Using object storage immutability and hardened repositories, MSSPs can guarantee that backups cannot be altered or deleted — even by compromised accounts.
- Secure Restore: Before bringing data back into production, MSSPs can scan backup files, reducing the risk of reinfection.
- Orchestrated Recovery: With Veeam Recovery Orchestrator (VRO), MSSPs can test, document, and automate failover workflows, helping clients meet compliance and cyber insurance requirements.
- Compliance & Reporting: MSSPs can generate detailed audit-ready reports to support customers in regulated industries like healthcare, finance, and government.
- Proactive Monitoring: By leveraging Veeam ONE’s monitoring, analytics, and intelligent alarms, MSSPs can quickly identify misconfigurations, detect anomalies, and address risks before they impact backup and recovery operations.
Who is it for?
This model is best suited for organizations facing strict compliance demands or ongoing cyberthreat exposure, where continuous monitoring and rapid response are critical.
Together, these partner models show how the Veeam Data Platform adapts to different go-to-market strategies — whether transactional (VAR), subscription-based (MSP), or security-driven (MSSP).
Use Cases: How Service Providers Leverage Veeam
Veeam offers a strong blueprint for Service Providers (MSPs/MSSPs) to build and scale managed data protection services. Here’s how you can turn Veeam into core value for customers:
Infrastructure Protection
Enable full-stack coverage across virtual machines, servers, endpoints, SaaS, and containers. Whether you’re protecting on-prem infrastructure or cloud-native workloads, Veeam lets you deliver replication, backup, and continuous monitoring—all under one flexible umbrella.
Off-Site Backup & Disaster Recovery (DRaaS)
Build powerful, SLA-aligned backup and disaster recovery services without forcing customers to spin up their own secondary site. With automated failover for individual VMs or entire environments, and options for continuous replication, you’re providing peace of mind when it matters most.
SaaS & Cloud Data Protection
As organizations increasingly rely on SaaS apps and public cloud services, you can step in with managed backup solutions for Microsoft 365, AWS, Azure, Google Cloud, and more. Use Veeam Data Cloud or build on the Veeam Data Platform to secure critical workloads wherever they live.
Why It Works for You
✓ Operational simplicity & scalability: Centralized management for multi-tenant services, making it easy to oversee, bill, and scale.
✓ Flexible delivery models: Build services using your own infrastructure with Veeam Data Platform or go SaaS-first with Veeam Data Cloud.
✓ Automation edge: Access a library of RESTful APIs for seamless service automation and integration with existing customer workflows.
FAQs
1. What are the differences between VAR, MSP, and MSSP?
- VARs (Value-Added Resellers): Sell software and implement solutions as projects. Once the job’s done, the customer takes over.
- MSPs (Managed Service Providers): Offer ongoing, subscription-based services—things like Backup as a Service (BaaS) and Disaster Recovery as a Service (DRaaS).
- MSSPs (Managed Security Service Providers): Focus specifically on cybersecurity, threat detection, and secure recovery. They’re the cyber defense experts in the room.
2. Can I combine MSP and MSSP services as a single partner?
Absolutely. Many partners blend MSP and MSSP services, handling general IT operations while offering layered security. This hybrid model is especially appealing for clients needing both uptime and cyber resilience.
3. What does Veeam offer specifically for MSPs?
Veeam equips MSPs with the Veeam Data Platform and the Service Provider Console, building scalable backup and recovery services. You get centralized multi-tenant management, flexible licensing, and options to deliver SaaS backup like Veeam Data Cloud for Microsoft 365.
4. How does Veeam support MSSPs with cybersecurity services?
MSSPs can leverage Veeam’s cyber-resilience tools, such as immutable backups that can’t be tampered with, Secure Restore that scans backups before recovery, and Veeam Recovery Orchestrator for automated, testable recovery workflows. These capabilities make ransomware recovery and compliance easier.
5. What’s the licensing model for MSPs under Veeam?
MSPs use rental licensing under the VCSP program — pay-as-you-go, based on usage. This consumption-based model enables MSPs to scale services efficiently and pass those cost savings to clients.
6. Why would a business choose a VAR instead of an MSP?
A company might work with a VAR when they need a one-time project, such as migrating to a new system or implementing a backup solution. VARs sell licenses and deliver professional services upfront, while MSPs focus on long-term, recurring IT management.
The post Choosing Your Go-to-Market: VAR, MSP, or MSSP with Veeam Data Platform appeared first on Veeam Software Official Blog.
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