Barracuda’s relationship with partners continues to strengthen

Parag Khurana  
Regional Sales Director, India Barracuda Networks

Barracuda’s relationship with partners, including Managed Service Providers and its alliance, hyper-scaler partners such as AWS and Microsoft Azure, continue to accelerate and strengthen. A good example of this is the integration of its Email Protection with Amazon’s Security Data Lake. 

At Barracuda, our success is defined by the success of our channel partners. Our partner program is based on a ‘shared success’ model, where we work alongside our partners to help them secure new business and build revenue from our products as they meet the evolving needs of their customers.  

For example, in 2023, many customers are looking to achieve more from their IT security budgets. They want to expand their cloud- and service-based consumption of security solutions, have access to flexible, multi-channel buying options and implement 24/7 monitoring, detection, and remediation to defend against aggressive, rapidly evolving threats. We are helping our partners meet those customers' needs through an advanced and innovative product and service portfolio that is available through multiple channels, while always remaining easy to install, manage and use. 

Communication and mutual understanding sit at the heart of a successful channel programme. We take advantage of every formal and informal opportunity to meet and listen to our partners and their customers and learn as much about their businesses and challenges as possible. A good example of this is our Partner Advisory Boards, which meet to regularly discuss key issues.  

We also actively support partners with a wide range of tools and technical enablement training through our comprehensive Campus portal. This includes documentation, training, certification, and marketing support to help partners unleash the full potential of Barracuda products.  

In 2023 we introduced ‘Cuda CoSell’ days where channel teams and Barracuda staff hit the phones and sales targets together. These are already delivering measurable results for our partners’ bottom lines. 

We offer partners at all levels of our partner program effective and results-oriented marketing and sales support. This includes helping them to secure qualified leads, deal registration, cooperative funding, ready-made programs, as well as annual in-person events and active customer support – and much more. 

We measure partner success through a range of factors, including customer renewal rates, new customer acquisition, and more. Our partners’ success is our success, so we support them every step of the way in achieving the maximum results they can.