Barracuda web firewall increases upmarket push

Stefanie Hoffman looks at Barracuda's strategy around channel in light of recent product announcements

Barracuda Networks is continuing its upward push into new markets. This time, the Campbell, California-based networking security company is making inroads in the enterprise space with the latest version of its web application firewall. And its hook will be the escalating fear of botnets.

That said, where Barracuda's web application firewall version 7.8 release hopes to make a mark is with advanced DDoS protection that spans both the network and application layer. One of its biggest selling points is the ability to control traffic based on geographic region, IP address and client type.

This is aimed at driving channel value by putting the ability to throttle or block malicious requests into the hands of tech providers.

The product also touts botnet identification via IP reputation, as well as client fingerprinting, which uses techniques that inject JavaScript challenges into website response, to distinguish botnets from human users.

Additionally, the latest firewall offers automated CAPTCHA challenges, inserted automatically without requiring any significant change to the application.

It also offers a range of stricter browser security controls aimed at preventing malicious java scripts, drive-by downloads and other web-based attacks, while allowing partners a tighter rein on users' browser activity.

This launch continues Barracuda's concerted foray into new product arenas aimed at continuing its upmarket trajectory, into the midmarket and enterprise.

There have been many. In February, the firewall firm broke new ground in the file-sync market with the launch of its cloud-based offering, Copy. Last month, the company trod new ground in the application controller market, aimed at giving it new sway in enterprise circles, among other things.

Then earlier this month, the company went after the virtual market by debuting a network virtualisation platform intended to nab lucrative mid-market and enterprise customers.

No doubt, the Web application firewall extends that mission a few steps.

"From a channel perspective, the upmarket guys are often very concerned about targeted attacks," Steve Pao, Barracuda vice present of product management, told Channelnomics. "You need to be security elite to be a focused target."

Barracuda's serial product launches might seem diverse and unfocused. However, Pao says there's a method to the seeming madness.

Historically, Barracuda made its name by offering spam filters, as an upsell or complementing other channel products. The firm later branched out to incorporate email security, web filtering and a few other product-network security fundamentals.

Often, one-off product sales resulted in wide but shallow distribution.

"Back then, much of our channel strategy was like having French fries," Pao said. "The channel would sell burgers, and have French fries sell along with it. They'd lead with other things. Where there was an absence in their portfolio, they'd sell Barracuda. But partners didn't sell very much."

That's likely to change, Pao insisted. "The real thing we're looking to do is have the channel build a business around Barracuda," he said. "The channel is looking at us in new ways."

The networking security firm is on a promising path. Barracuda has debuted myriad new products, and Pao said that the vendor is also using existing capabilities in new ways.

The application controller applies load balancing and other technologies already secured in Barracuda's portfolio. The Eon release brings a slew of appliances from many places for virtualisation.

And now the botnet identification technology pulls together a lot of early work the firm did in the email and web filtering arena, applying it to the web application firewall, Pao said.

For the channel, it means partners can use existing skill sets, while expanding their reach and market prowess with renewed ability to tailor offerings around larger customer needs.

But given that Barracuda's channel will likely reflect its upward and outward expansion, the company is also looking to further develop its channel base and level of expertise.

"One of the things we're looking to do is refocus the portfolio not as a single product vendor. We're looking for the kinds of partners both in security and storage that are really looking to commit," Pao said.

"We're making a direct investment to partners that can make a business of Barracuda, and build it into a bigger part of their practice."

As part of our special editorial relationship, CRN is republishing this article from Channelnomics