Barracuda Networks announced the launch of its new global partner programme, the Barracuda Partner Success Programme.
The new programme is architected with partner success as the north-star, and it is built on two foundational elements: the shared success model and partner agility. A key differentiated element of the programme is its support for resell partners across multiple routes to market — resale, MSP, and marketplaces. Partners who resell Barracuda solutions will be recognised for their Barracuda business as a whole, regardless of the route to market, and they will be provided with benefits and resources based on their total sales contribution.
“In developing our global partner programme, Barracuda put itself in our partners’ shoes to better understand their needs and build a winning go-to-market strategy. This is what we call partner empathy,” said Jason Beal, Vice President, Worldwide Partner Ecosystems, Barracuda. “Ultimately, we want our partners to be agile in catering to the ever-changing needs of customers in terms of how they consume, procure, and deliver technology solutions.”
Shared success model and partner agility
Designed to reduce complexity and incentivise partners for their commitment to Barracuda, the Barracuda Partner Success Programme includes benefits, requirements, and rewards architected around the LAER model of customer success: land, adoption, expansion, and retention and renewal. In this way, the new global partner programme supports partners of different business models to grow their business and expand their customer reach while helping protect clients from cybersecurity threats.
With the launch of the Barracuda Partner Success Programme, Barracuda is also introducing a certification for customer success, enabling sales and customer success staff to improve customer loyalty, drive higher customer satisfaction, and increase sales.
New enablement tracks established in the programme can help resellers grow their business, whether they go to market as a resale, managed service, or cloud marketplace partner. “We are seeing an increasing number of resellers either becoming hybrid or establishing a hybrid business model engaging with Barracuda for resale, managed services, and procurement through marketplaces,” said Beal. “Through the Barracuda Partner Success Programme, Barracuda resellers, for example, will gain access to sales and marketing enablement with resources showcasing how hyperscalers can provide their customers with joint solutions built for today’s modern IT environments.”
“As a reseller, one of the most significant advantages of the new Barracuda Partner Success Programme is that it includes all our sales from all three routes to market. It’s really exciting to be recognised for all of our business across the entire Barracuda portfolio — new and existing — resale, MSP, or marketplaces,” said Larry Fulop, VP of Marketing and Technology at MicroAge.
“At Barracuda, we’re on a mission to deliver innovative security products that protect and support our partners and their customers,” said Patrick O’Donnell, SVP, Worldwide MSP Sales at Barracuda. “We work closely with our partners and value their collaboration to bring to market solutions and programmes that meet the unique needs of their customers.”
Next-generation tools uplevel partner engagement
With the launch of the Barracuda Partner Success Programme, Barracuda is also delivering next-generation capabilities to its Partner Portal.
Effective January 5, 2024, resellers participating in the Barracuda Partner Success Programme will benefit from the refreshed Premier, Preferred, Authorised, and Affiliate levels. Get more information about the features and benefits of the Barracuda Partner Success Programme in the Barracuda Partner Portal.
