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Barracuda looking to channel to help it double growth

Barracuda's UK boss has set out ambitious growth targets in the next couple of years and accepts that the channel is vital if those are going to be reached

Paul Lyden is a man with an ambitious plan to double Barracuda’s business in the Northern European region, which includes the UK, in the next two years.

Lyden, who joined the security and storage player in the summer as regional vice president sales, Northern Europe, is also a channel man with a background working with partners in senior roles at IBM and Symantec.

Key to the target of doubling growth, with the clock starting to tick on the two year deadline from January, is the firm’s channel partners.

Lyden is looking to add 100 partners to the roster to support the market expansion and wants those to join the 150 current top performing resellers.

A lot of that recruitment will come through distribution partners Wick Hill, CMS and Commtech and the sorts of partners that the firm will be looking for are likely to cue those that can sell managed services into a public cloud environment.

“We need to grow our channel quite significantly and we are looking to add 100 active partners into the partner base,” said Lyden. To give some idea of the context of that expansion the firm currently has 850 partners in the region, with 50 top performers.

Lyden said that partners would have plenty of targets to aim for as it continued to operate its traditional security business providing the SME community with anti-spam, web filtering and email security.

But there were other emerging opportunities that tapped into the firm’s security and storage background that were likely to provide the channel with places to find the growth that Barracuda is seeking.

“Public cloud is something that all customers are looking at and we want to be a technology leader in public cloud security,” he added that the firm has been an early partner of Microsoft with Azure and AWS.

“If public cloud is 10% of my business today then it will probably be 50% of my business in a couple of years time,” he added.

Lyden said that as well as the security demand there were also data protection opportunities that could be met with its backup product.

“If you put all those things together, the traditional business and the new public cloud, it needs a different channel partner and that is driving out need for a different type of partner,” he said.

Although resellers could sell across the three main areas of security, storage and public cloud they would also be given some encouragement to become specialists .​

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