2017 Cloud Partner Programs Guide Details

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Barracuda MSP
Barracuda MSP Partner Program

U.S. Headquarters100 Apollo Drive
Chelmsford, MA 01824
U.S. HQ phone number855-583-2392
Worldwide HeadquartersBarracuda, 3175 Winchester Blvd., Campbell, CA 95008
Year Company Founded2003
CEOWilliam 'BJ' Jenkins
Worldwide Channel ChiefNeal Bradbury
TitleSenior Director of Business Development
Date Began Serving In This Role12/1/12
North American Channel ChiefNeal Bradbury
TitleSenior Director of Business Development
Date Began Serving In This Role12/1/12
North American Cloud Channel Program ManagerNeal Bradbury
TitleSenior Director of Business Development
Email Addressnbradbury@barracudamsp.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2008
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Barracuda MSP delivers cloud backup, data protection, and security solutions to partners at a fixed price that includes access to exclusive partner success resources such as comprehensive onboarding, award-winning technical support, online training and certification, dedicated partner account managers, and a sales and marketing enablement resource hub. Barracuda MSP's enablement hub, the Partner Toolkit, is available exclusively to partners and designed to empower them to effectively market, sell, and support Barracuda MSP solutions.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.The top three benefits that channel partners gain when they join the Barracuda MSP Partner Program are: • Revenue Growth. Because Barracuda MSP solutions are available to channel partners via fixed pricing plans, MSPs and solution providers can shift the conversation from the commodity value of storage to the business strategy of data protection and business recovery. • Partner success. Barracuda MSP offers much more than technical support and can assist with all aspects of cloud and local storage management, including billing. Our dedication to our partners' success as demonstrated by our enablement resources (partner toolkit), award-winning technical support team, and our professional services offering (i.e. managed backup, lets them make the best use of their time). • Security and Data Protection. Barracuda MSP offers both security and data protection solutions to not only recover from threats but to stop them as well. This marriage of solutions gives MSPs peace of mind that their SMB customers are protected both proactively and reactively.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?Will not disclose.
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Platforms (PaaS)
Cloud Security
Cloud Storage (SaaS)
Data protection and security solutions.
In what areas does your company currently have a Public Cloud Service?
Cloud Security
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own Private Cloud service, and we use partners as resellers .
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Sales playbooks or prospecting guides for cloud solutions
Field support, as well as on-demand training and education, and trial offers.
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Downloadable marketing materials; searchable product/pricing database; online training resources; account management; portal with customizable dashboard based on profiles; managed services community
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Demo program/Trial Keys
Loyalty programs or SPIFs
Rebates (specific to cloud sales or deployment success)
Partner incentive programs; partner services/solution selling training; partner services value based pricing; case studies demonstrating the value of the total solution sell; statistics on best in class services attach rates.
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?No
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?Yes
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
MSP Partners can join for as little as $30 a month .
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