Barracuda bites into storage channel with Commtech signing

Commtech joins Wick Hill and Avnet in UK distribution line-up following victory in informal distribution review

Barracuda Networks has appointed Commtech as a third UK distributor to help it crack the storage channel.

The Irish VAD, which has worked with Barracuda in its home market for five years, has had its contract extended to cover the UK after winning an informal distribution review.

It will work alongside incumbents Wick Hill and Avnet.

Commtech will focus on Barracuda's newer storage products, which now generate a third of the vendor's UK revenue despite having until now travelled exclusively through its legacy security partners.

Jason Howells, UK and Ireland sales director at Barracuda, said the vendor held informal talks with several other distributors before plumping for Commtech.

"We didn't necessarily do a beauty pageant as it was a really simple decision," he said. "The simplest thing for us to get access to some storage channel partners was to extend our contract with Commtech. The UK office is run by Mark Walker and William Bond, who come from a very strong storage background."

Barracuda is also looking to tempt prospective storage-specialist partners to take on its traditional security wares, Howells added.

"They offer storage resellers an annuity revenue stream and would give them something else to talk to customers about," he said.

Howells claimed Commtech would not be targeting a specific competitor, arguing that the vendor approaches the market differently from its rivals.

"We're unique in that we're purpose-built for mid-market businesses, which don't tend to have huge internal resources," he said. "We're not trying to displace people but rather offer an alternative."