Security vendor, Barracuda Networks, will be taking the wrappers off a new partner program for the Australian market.
The new program, which will be rolled out in the next couple of weeks, contains three levels – Certified, Platinum and Diamond.
Depending on the size of the partner and how many staff they can dedicate to being certified under Barracuda, it will determine what type of partner they will be and discount received.
It will also be rolling out a deal registration program enabling them to achieve more discounts above their regular discounts.
“It will show partners how they can make money by selling Barracuda. It’s all about making money,” Barracuda vice-president Asia Pacific sales, Niall King, said. “How much investment they’ll put in as far as human resources, joint programs, inside telesales people into the project; is great because it shows they’re dedicated.
“All of our business goes through the channel.”
King said it had experienced strong growth in the Asia Pacific region.
“We see huge growth potential in next generation firewalls, web application firewalls and the Barracuda back up service,” King said. “We’ve noticed a big uptake in web filtering specifically in Australia - being able to permit or restrict what people can surf on the internet.”
The vendor recently boosted its staff numbers in Australia, adding presales and a systems engineer along with an inside sales staff.
WhiteGold managing director, Dominic Whitehand, said having the resources available made it much easier to engage and drive growth for the vendor.
In January, the Barracuda Networks distributor, disclosed plans to grow its team, providing dedicated staff across vendor lines.
Barracuda area sales manager, Stuart Wilson, said a lot of its focus was also on co-op marketing. Wilson joined the vendor about six months ago from Sophos.
“It’s all about working with a partner to build their business,” Wilson said.
At the moment, the vendor has about 100 partners on its books.
“We’re definitely trying to grow that amount and get more partners to sell multiple products,” he said.
“We’re after value-added resellers that are all about supporting customers, finding the best solutions for them and supporting them afterwards.
“One of the biggest things for partners is providing an added service to the customer, and giving them a better experience.”
