Veritas Technologies LLC is revamping its products and brand for multicloud. This move is rippling out to its solution-provider partners, including NetX Information Systems Inc. “Six moths ago — NetX — we weren’t doing anything in cloud,” said Angelo Sciascia (pictured), senior vice president of NetX.

NetX began in security and systems management, but in 2013, the company decided to diversify via a partnership with Symantec Corp., which then owned Veritas. Symantec since divested the company, but NetX remains closely partnered with Veritas and is evolving along with its portfolio.

Before 2017, NetX’s only activity in cloud was selling customers deduplication space there. “We weren’t talking cloud strategy with them,” said Sciascia, who spoke with Dave Vellante (@dvellante) and Stu Miniman (@stu), co-hosts of theCUBE, SiliconANGLE Media’s mobile livestreaming studio, during the Veritas Vision conference in Las Vegas, Nevada. (* Disclosure below.)

That has all changed now due to Veritas’ move into multicloud, as well as overall customer demand for the cloud consumption model. “Cloud is very much consumption-based billing. While that can complicate our lives from a reseller perspective in terms of having to collect and track monthly billing and things like that, they like it,” Sciascia said. Customers find that paying for the resources they actually use — and no more — is much more cost effective than buying licenses.

Customer commitment issues

As a solution provider, NetX finds customers increasingly want to begin conversations from a budget perspective rather than a product perspective. This is what draws executives out of the C-suite to the negotiating table, according to Sciascia.

“Today we’re having overarching conversations at a C-level or a senior VP level or a director level,” he said.

NetX strives to balance customers’ demand for pay-per-drip models with some of Veritas’ products, which are not quite that flexible, he said. For example, “360 Data Management is a subscription — Veritas would like them sold in three years. We’re trying to figure out ways to get creative with our customers on that,” Sciascia said.

Watch the complete video interview below, and be sure to check out more of SiliconANGLE’s and theCUBE’s coverage of Veritas Vision 2017. (* Disclosure: TheCUBE is a paid media partner for Veritas Vision 2017. Neither Veritas Technologies LLC nor other sponsors have editorial control over content on theCUBE or SiliconANGLE.)

Photo: SiliconANGLE