Barracuda trawls for resellers
Anti-spam vendor steps up channel recruitment drive
Anti-spam appliance vendor Barracuda Networks is stepping up its reseller recruitment drive and is considering broadline distribution as an additional business strategy.
Barracuda's appliance, which is bought for a one-off cost, is currently available to resellers through specialist security distributors e92plus, Wick Hill and Risc Technology.
But the firm claimed that every business will need this type of technology, and the growth in demand will mean that signing with a broadliner could be on the cards in the near future.
"We are in [internal] discussions about the right time for broadline distribution," said Paul Thackery, managing director EMEA of Barracuda.
"Now is too early because we need to sign specialist security resellers that understand the product, with distributors carrying out the marketing and promotions."
Thackery added that reseller recruitment is going well through the company's distribution partners, despite delays caused by Noxs's take-over of Risc Technology.
Kay Eggleston, UK country manager at Risc Technology, admitted that the firm has delayed its European launch of Barracuda's products because of the take-over.
"[The European launch] is going ahead as we speak and was delayed only because of our integration with Noxs. We launched in the UK a few weeks ago, and we are already seeing a lot of interest," she said.
Eggleston added that using a broadliner is a possibility for the vendor's low-end products but that the higher-end boxes should remain a specialist sell.
"I am sure it is an area that will get commoditised in the long term, but in the short term the low-end products are a good margin opportunity for resellers. The higher-end products always will be," she said.