2017 Cloud Partner Programs Guide Details

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Barracuda Networks
Barracuda North America Channel Partner Program - Advanced Security Cloud Competency

U.S. Headquarters3175 Winchester Blvd.
Campbell, CA 95008
U.S. HQ phone number844 455 9040
Worldwide Headquarters3175 Winchester Blvd.
Year Company Founded2003
CEOWilliam 'BJ' Jenkins
Worldwide Channel ChiefMichael Hughes
TitleSVP, Worldwide Sales
Date Began Serving In This Role6/1/09
North American Channel ChiefEzra Hookano
TitleVP, Channels
Date Began Serving In This Role5/1/16
North American Cloud Channel Program ManagerEzra Hookano
TitleVP, Channels
Email Addressehookano@barracuda.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
Year Cloud Channel Program was established2016
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 Networks channel partners with an Advanced Security Competency are resellers who demonstrate a technical acumen around recommending, configuring, designing, installing, and servicing high-end on-premises, cloud, and hybrid security solutions. These resellers should demonstrate their aptitude with the appropriate Barracuda Networks technical certifications, but also through a platform competency with one of the large cloud platform Barracuda Networks partners - including, but not limited to Microsoft Azure, Amazon, and Google. Requirements • You must complete advanced security training on Barracuda NextGen Firewall. • You must complete advanced security training on Barracuda WAF. • You must have two (2) or more engineers with current certifications. • You must show competency or certification on a public cloud platform such as Azure, AWS, or Google Cloud. • You must be comfortable running proof of concepts (POC) in conjunction or on behalf of Barracuda Networks. Benefits Include: • You will be able to provide professional services, assist with POCs, and be involved on a technical basis in various cloud security deals, as deemed by Barracuda Networks Additional options: • In addition to Advanced Security Cloud Competency partners, Barracuda also offers an option for referral business partners who refer Barracuda public cloud solutions to their customers, where these partners would receive a fee for the referral.
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.By joining the Barracuda North America Channel Partner Program resellers and MSPs will not only be ready to help customers solve cloud security and storage challenges, but they'll also receive the following benefits as part of the program: Sales Support - Pre-qualified leads, deal registration, short sales cycles, phone and on-site support, demo access, partner portal and more. Marketing Assistance - lead generation, joint marketing campaigns, co-op marketing programs, competitive information and collateral, dedicated marketing representatives and more. Product Training - Barracuda Campus provides in-depth documentation, training and certification on all Barracuda Networks products. Barracuda also provides monthly newsletters, interactive webinars, seminars and onsite training for channel partners.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?40-60
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 Management
Cloud Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Security
Cloud Storage (SaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
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)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
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
Offer them qualified cloud-specific sales leads
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
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Special financing or leasing of equipment for Cloud Builders or Service Providers
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
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?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Certified/accredited sales staff
Reseller certificate
Revenue commitment
Technical certification requirements
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