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Barracuda almost doubles channel numbers to support growth ambitions

The security and data protection specialist wanted to double its growth in the UK and saw recruiting more partners as a key part of that process

Barracuda is on track to double its partner base in the UK as it looks to work with more partners to support its growth plans.

The security and storage player outlined plans to double UK revenue last November and gave itself a two year deadline, starting this January, to achieve that ambition.

Additional partners were key to supporting the vendor's market expansion plans and the aim was to get at least an additional 100 partners on board fairly quickly to support its current 180 resellers.

With almost eight months gone that original aim has been surpassed with the vendor now boasting a reseller network across the UK that totals 350.

A lot of that recruitment has come through distribution partners Wick Hill, CMS and Commtech and there has also been a surge of interest in the vendor’s portfolio from managed service providers.

Chris Ross, senior vice president at Barracuda, said that it had been looking for channel partners that could specialise in data protection or security, the vendor’s  main areas of focus.

“We have looked at how we can develop our programme to develop more certified experts. There are a number of partners that do both data protection and security,” he added that although the SME market remained crucial it had been enjoying a surge of interest from the mid-market.

The other activity that Barracuda has been involved with that has added a fair few partners is the expansion of the appeal the vendor has for managed service providers.

“We have been looking at how we exchange the portfolio for MSPs. How do we bring it into the platform,” he said.

Ross said that there were areas of growth that partners could exploit including providing support for the growing number of users starting to use Office 365.

“Most partners weren’t talking to customers about Office 365 a year ago but today they are having the conversations and how they can get involved with that and provide added value,” he said.

The vendor has kept its powder largely dry on the issue of GDPR but is talking to partners more about practical steps that can be taken to ensure that customers are ready for the data protection regulations that come into force next spring.

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