Barracuda has launched its new partner programme with a promise to keep its products and offerings easy to use for partners and their customers.
During its EMEA partner conference in Monte Carlo, the cybersecurity company announced a "refined" three-tier programme, categorised into authorised, preferred and premiere partners.
Chris Ross, SVP international sales at Barracuda, told CRN that the old programme had grown too complex as the company's portfolio expanded.
"By the nature of the growing portfolio of products and different ways to deploy them, complexity just crept into the programme and there was no way to avoid it," he explained.
"With this refresh we've done a massive simplification. We've changed the margin structures to make it even more profitable for partners."
The new programme "simplifies" what was previously a complex system of requirements for partners, said CEO BJ Jenkins.
The timing of the programme announcement comes as EMEA becomes Barracuda's fastest-growing region, with billings increasing 362 per cent in fiscal 2018, according to Jenkins.
He attributed this to the growing numbers of reseller and MSP partners in the region.
Barracuda's acquisition of Intronis in 2016 gave it an entryway into the managed services space, where it has jumped from zero MSPs to 254 in the region, around 200 of which are UK-based.
"Setting up the MSP division has been a big step for the channel. We're seeing some of the more SMB [sized partners] going in that direction, shifting to an MSP or that kind of consumption model," said Ross, adding that Barracuda is expecting "good growth" on its investments in EMEA, particularly in the French market.
"We know in Europe there's more we can do to help you reach your customers," Jenkins told assembled partners, adding that Barracuda plans to invest more in the region.
"There's no way we can win without you," he said. "We will continue to give you all the hallmarks of the Barracuda business model. We want to be that partner that is the simplest and easiest to work with. We want to give you flexible solutions; we don't want you to have to walk away from an opportunity."
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