Security and storage solutions provider, Barracuda Networks, has introduced a new, formalised channel program for its Australian and New Zealand (A/NZ) resellers, promising to strengthen customer relations and increase sales through collaboration.
The three-tiered program aims to enable partners to capitalise with Barracuda’s full security and storage suite through a range of diversified tools and education resources designed to cater for varying business strategies and proficiencies.
The different levels of engagement – Certified, Platinum, and Diamond – provide a framework which takes into account customer needs and how the partner can fulfil these with support from Barracuda.
To become a Certified partner resellers must register their interest by signing a reseller agreement with Barracuda in order to participate in the program.
To attain Platinum level, partners must be trained on a minimum of two from 14 solutions, and achieve a minimum of $25,000 per year in sales. The Diamond level takes this requirement up to four solutions and a minimum of $75,000 per year.
Barracuda A/NZ country manager, Mike Romans, told ARN the collaboration component of the program comes in the form of ‘co-op marketing budgets’, whereby Barracuda invests in Platinum and Diamond resellers to run programs to maximise awareness and revenue potential.
In addition to higher margins, these resellers gain access to Barracuda’s internal leads. These are generated and qualified by the company, and then passed to partners through a 100 per cent channel model.
Romans also said all partners within the program are entitled to a range of marketing support, sales training, and other benefits based on mutually-agreed revenue commitments. Much of this can be accessed via Barracuda University, the company’s online portal.
The portal incorporates automated deal registration for the protection of partners’ investments.