GLOBAL

REGIONAL CHANNELS

GLOBAL

Jason Beal , Vice President , Worldwide Partner Ecosystems , Barracuda

Investments in the global Barracuda Partner Success Programme 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 .

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 technical enablement by providing 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 .

“ As a 100 % channel-focused company , we strive to put ourselves in our partner ’ s shoes to understand their unique perspectives better and deliver on their requirements . We call this partner empathy ,” said Jason Beal , Vice President , Worldwide Partner Ecosystems , Barracuda .

“ Just three months after launching our global Partner Success programme , we are excited to announce key enhancements to the programme that will enable our partners to maximise their success through the partner multiplier , to greater profitability when they go to market with Barracuda .”

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

The rebate programme 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 .

“ 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 ,” added Beal . The Barracuda Partner Success Programme was launched in December 2023 with the goal of ensuring partner success around the globe through two core elements : the shared success model and partner agility . A key differentiated element of the programme is Barracuda ’ s support for reseller partners across multiple routes to market , providing reseller partners with benefits and resources based on their total sales contribution .

As a result of all of the recent investments Barracuda has been making in partner success , the company experienced 14 % growth in annual recurring revenues for SaaS solutions . The number of hybrid partners is also growing .

Partners participating in the global Barracuda Partner Success Programme benefit from a clear path to success under the Premier , Preferred , and Authorised levels . •

INTELLIGENT TECH CHANNELS 27