Barracuda upgrades global partner programme after December launch

Cybersecurity vendor jacks up compensation models for partners and distributors

Barracuda Networks is doubling down on partner and distributor profitability with some fresh upgrades to its global partner programme.

The new investments to the Barracuda Success Programme, launched in December focus on increasing partner margin and expanding technical enablement for channel partners and distributors.

In a snapshot, the trio of updates include:

• Improving partner compensation models globally. Including new discounts and rebates for top-tier partners and the expansion of internal offerings to create more opportunities for partners to maximise their revenue.
• Strengthening distribution. Newly redesigned compensation models support long-term business growth for partners by putting them in a better position to recruit new customers and enable and secure their businesses.
• Enhancing the partner sales and technical enablement. Provides access to four new partner technical certification courses and expanded technical enablement resources. This includes making it easier for partners to build customised, trackable links to the Barracuda Email Threat Scanner and access reporting on their customer scans.

Barracuda VP for worldwide partner ecosystems, Jason Beal (pictured), said that as a 100 per cent channel-focused company, the vendor strives to put itself in the shoes of partners to understand their perspectives.

"This new rebate came out of recent discussions with our partner advisory board and is a significant milestone for Barracuda in recognising top-performing partners around the globe," Beal said.

As a result of all of the recent investments Barracuda has been making in partner success, the company experienced 14 per cent growth in ARR for SaaS solutions and 17 per cent growth in ARR through Barracuda's MSP business.

The XDR specialist is also introducing a new Premier-level rebate for top-tier partners structured around the customer success framework of the LAER model: land, adoption, expansion, and retention and renewal, to help drive partner profitability.

It rewards partners for achievement of landing new customers, improving full adoption of product functionality by customers, expanding offerings across the Barracuda portfolio, and retaining customers through valuable renewals support.