Barracuda Networks (NYSE:CUDA) is hoping to exploit Symantec’s (NASDAQ:SYMC) decision to axe both its Backup Exec cloud and appliance as it looks to grow its burgeoning storage business.
Speaking to Channel Pro, Rod Matthews, Barracuda’s GM of storage, says the vendor’s growing presence in the storage market means its cloud-integrated Barracuda Backup line is a viable alternative for resellers.
Symantec announced in November 2013 it was to discontinue Backup Exec cloud, and last month said it would do the same with its Backup Exec appliance as it focuses instead on its NetBackup appliance.
“A lot of [Symantec’s] resellers that have bought into the model of having an integrated appliance and a cloud now don’t have that...We have a better product than they even have, and I believe ever would have, but we didn’t have the market presence in the channel, so now a lot of those channel partners are looking for something that is like Symantec.”
Matthews is keen to stress it has been ranked number one in the integrated purpose built backup appliance (PBBA) market by IDC, with 53.5 percent market share for 2013.
Barracuda won’t divulge the split between storage and its security business, but says storage is growing fast.
Matthews also spoke of a more focused approach to the storage channel, citing the firm’s hiring of two former NetApp (NASDAQ:NTAP) execs – Chris Meyer as director of channel development and its new VP of product marketing, Brian Babineau, who will focus on channel marketing.
“Chris has done a great job helping to redefine the programme and make sure we’ve got the right kinds of partners,” says Matthews.
The exec also says of Babineau: “We’re trying to get better at telling the story. The first part of that is to get our plan together internally about what we’re going to do, and how we’re going to structure it (the channel); the second part of it is how to do we enable our channel, to have the right information.”
This focus has been welcomed by Barracuda distributor Wick Hill, whose chairman, Ian Kilpatrick, told Channel Pro that Barracuda is “more engaged now” and “more committed” to channel visibility, which he attributes to changes at the promotion last year of Jason Howells, to regional sales director (RSD,) UK & Ireland.
Barracuda has 5000 resellers worldwide and more than 150,000 customers in 100+ countries.
