Barracuda Partner Engagement Guide Barracuda Partner Engagement Guide Table of Contents

Welcome 3

Partnership Levels and Discount 4

Products 5

Sales Cycle 7

Training - Barracuda University 9

Marketing 11

Getting Started with Barracuda 12

Support 14

Resources 15

Quick Navigation Welcome

Welcome

Partnership Levels and Discount Welcome to the Barracuda Partner Program. We hope this is the beginning of a long and financially successful relationship. We believe that Barracuda Networks’ Products success is enhanced by the strength and engagement of our partners. For this Sales Cycle reason, it is our mission to provide you with all the latest sales, technical, and marketing tools to help you sell and support the full range of Barracuda Networks Training - Barracuda University products.

Marketing This guide provides an overview for all of the valuable information and resources Getting Started with Barracuda available to you as a partner of Barracuda Networks from product profiles to partner portal tools. This guide has been created to help you accelerate the return Support on your investment in Barracuda, and growth in our partner program.

Resources

Quick Navigation Partnership Levels and Discounts

Welcome

Partnership Levels and Discount Our Partner Program is designed with four differentiated partner levels, which reward loyalty and provide opportunities for growth. These levels, in descending Products order, are Premier, Preferred, Authorized, and Registered. Sales Cycle The investment you make in representing the Barracuda product portfolio will Training - Barracuda University impact your level in the Program. Our Program provides tools for your growth and rewards for your commitment. Marketing

Getting Started with Barracuda Partner Levels

Support

Resources

Discount The price for each product or service ordered by partners from Barracuda Networks shall be the then-current published retail price in the territory, less your partner discount listed in the Barracuda Partner Program Guide. The partner discount varies based on product and partner level.

Please refer to the Partner Program Guide for additional information on Partnership Levels and Discounts.

Quick Navigation Products

Welcome

Partnership Levels and Discount At Barracuda, we strive to bring best-of-breed products to market, with our partners. Our portfolio includes products in Security, Storage, Productivity, and Application Products Delivery. While we maintain a strong heritage in email and web security appliances, Sales Cycle our award-winning portfolio includes more than a dozen purpose-built solutions that support literally every aspect of the network – providing organizations of all sizes Training - Barracuda University with true end-to-end protection that can be deployed in appliance, virtual appliance, and cloud. So whether your customer is looking for a Email Security Gateway or a Marketing Link Balancer you will be able to meet their needs. Click here to go to the Barracuda Partner Portal. Getting Started with Barracuda

Support

Resources Security Storage

Barracuda Barracuda NextGen Firewall F Backup

Barracuda Barracuda NextGen Firewall X Backup Cloud-to-Cloud

Barracuda CudaCam Barracuda Email Security Gateway Cloud Archiving Service

Barracuda Barracuda Barracuda Web Security Gateway SSL VPN Message Archiver

Barracuda Barracuda Web Security Service PST Enterprise

Barracuda Barracuda Web Application Firewall ArchiveOne

Quick Navigation Products Cont’d

Welcome

Partnership Levels and Discount Application Delivery Products

Sales Cycle

Training - Barracuda University Barracuda Barracuda Marketing Load Balancer ADC Link Balancer Getting Started with Barracuda

Support Are Your Customers in the Public Cloud? Resources Barracuda Networks provides cloud-enabled solutions to ensure that your customers’ business-critical data is protected in the following public cloud offerings:

Energize Updates A subscription to the Barracuda Energize Updates is vital to keeping your Barracuda Networks product updated with the latest protection against security threats. With this, your Barracuda Networks’ product provides maximum protection with the latest methods for blocking spam, spyware, and virus attacks. https://www.barracuda.com/support/updates

Instant Replacement Service With Instant Replacement, if there is anything wrong with your Barracuda product, you can file a claim and with a quick turnaround you will receive a new box. The other service that comes along with IR is the Hardware Refresh. Hardware Refresh allows our partners to always have the newest hardware. Once every four years we will upgrade your old box to the newest release. https://www.barracuda.com/support/replacement

Quick Navigation Sales Cycle

Welcome

Partnership Levels and Discount Products Sales Quotations Sales Cycle The Barracuda Sales Quote tool gives partners the opportunity to view how much a new product or renewal will cost, with the ability of saving the quote Training - Barracuda University for a seamless quote-to-sale transition. This module is located in the Partner Portal under Sales Quotations. Once the required information is filled out and Marketing submitted, a Barracuda Sales representative will be in contact. Getting Started with Barracuda NFR Partner Levels Support Our Not-for-Resale program gives our partners the ability to order Barracuda Resources products for in house training and to run their business. See the Partner Program Guide for more details.

Price Guide Click here to access the Barracuda Price Guide.

Deal Registration With the Barracuda Deal Registration module registering a deal is a smooth process. The module is located on the Partner Portal under Deal Registration. Fill in the deal information and a Channel Manager will contact you for approval.

Design-In Deal Registration

If Barracuda provides you with a large deal, you get the standard margin (see product level in the Program Guide). If you bring Barracuda a large deal, you get an additional discount.

Quick Navigation Sales Cycle

Welcome

Partnership Levels and Discount Products Manage a Product Sales Cycle How to order a Barracuda Networks’ product:

Training - Barracuda University There are many ways to order a Barracuda product. An easy self- service process is in the Partner Portal. Under manage a product Marketing there is the ability to purchase everything from Barracuda Web Getting Started with Barracuda Application Firewalls to Barracuda Message Archivers.

Support Another easy and more direct way to order Barracuda product is by contacting your dedicated Barracuda Channel Sales Rep. Resources Once you purchase a Barracuda Product, there are a variety of tools that can help in managing the device. The first tool to use is activation. Once the form on the ‘activate landing page’ is filled out and submitted the Barracuda product will be tagged to be activated. Full details on this process can be found in the Product Activation Procedure Guide in the Partner Portal.

With the Renewal Expiry Report, partners can actively see what accounts need to be renewed. Simply fill out the date range and a report will be quickly generated. This should be part of your own maintenance schedule. Periodically check to see which of your customers have expirations coming up, and call those customers to renew.

The Subscription Report module provides partners the ability to view a product’s history. Once the serial number is entered, a partner will be able to see when the product was originally activated, whether or not the product is eligible for a hardware refresh, as well as the status on Energize Updates and Instant Replacement.

The ability to renew Barracuda products is as simple as venturing to the Renew Tab and filling out the required information. Once we verify the information is correct, the renewal is processed.

Quick Navigation Barracuda University

Welcome

Partnership Levels and Discount

Products Barracuda University courses are designed to provide Barracuda partners with the essential knowledge needed to sell, implement, and support Barracuda products. Sales Cycle Courses are offered through a combination of downloadable self-paced modules and instructor-led courses delivered both online and in the classroom. Training - Barracuda University Marketing Courses Getting Started with Barracuda Our product-based courses seamlessly complement our products. Our webinars are designed to give you a quick overview of a product’s functionalities and Support configurations, so you can dive right in and decide exactly what your customers need based on their environment. With Barracuda University’s classroom Resources seminars, held either directly at your company or onsite at our offices, we take it a step further and provide you with in-depth knowledge of the underlying concepts of our products and detailed information on possible configurations. A major part of these courses is composed of hands-on labs that give you the opportunity to test out the configuration steps needed to face everyday challenges and to discuss these challenges directly with our trainers.

Click here to get started with BT10

Barracuda University is a product specific course environment. We have developed it in a way to appeal to sales representatives, product specialists, as well as technicians.

Based upon your level, you will have to meet certain requirements.

# of individuals completing per level Training & Certification Requirements Premier Preferred Authorized Registered Barracuda Certified Sales Partner (BT10) 4 3 2 1 Barracuda Certified Sales 3 2 2 1 Representative (Level 100 certificates) Barracuda Certified Product 3 2 1 0 Specialist (Level 200 certificates) Barracuda Certified Engineer 1 1 0 0 (Level 300 certificates)

For details, please visit https://bu.barracuda.com/channel/partnerprogram

Quick Navigation Barracuda University

Welcome

Partnership Levels and Discount Products Let’s get started with a few introductory courses. Sales Cycle A great first class that will give you an overview of the features and benefits of the Barracuda Partner Reseller Program as well as certify you as a sales partner is the Training - Barracuda University Barracuda Networks Overview Training (BT10).

Marketing Click here to get started with BT10

Getting Started with Barracuda We recommend your sales representatives start by taking the Barracuda Networks Administered Sales Certification course and the Barracuda Networks Support Product Specialist Program. Engineers should start by taking the Barracuda Networks Product Specialist Program and the Barracuda Networks Engineer Resources Certification Program. The level breakdown is based upon roles. The 100 level is specific to sales representatives for certifications by product, the 200 level dives in product specific information geared for pre-sales engineers, and the 300 level encompasses technical content geared towards engineers.

Sales Representatives should start by taking BT100 and BT200 Click here to get started with BT100 Click here to get started with BT200 (covers the Barracuda Spam Firewall)

Engineers should start by taking BT310-1 Click here to get started with BT310-1 (covers the first section for technicians on the Barracuda Spam Firewall.)

Quick Navigation Marketing

Welcome

Partnership Levels and Discount

Products As we have stated throughout this guide, we view your success as our success. To help you maximize your goals, we’ve provided various opportunities to generate Sales Cycle new business as well as increase revenue streams. With our common interest in driving new business opportunities, Barracuda is investing in marketing programs Training - Barracuda University and turn-key resources for you. Marketing Co-Op Marketing Getting Started with Barracuda Barracuda Networks offers Co-Op marketing programs for qualified partners Support that help promote Barracuda Networks products and leverage brand awareness through marketing programs such as advertising, tradeshows, seminars, Resources campaigns, and more.

Please refer to your Partner Program Guide for more information on co-op matching.

Resources Within the Resource area of the Partner Portal, you can find sales tools, marketing tools, media resources and program materials. Check back often as this area is updated regularly.

Partner Documentation • Analyst Resources • Checklists • Case Studies • Sales Guides • Datasheets • Whitepapers • Online Demo Guides • Price Lists • Presentations • Media

Quick Navigation What you Can Expect from Barracuda

Welcome

Partnership Levels and Discount Products What you can expect within the first 30 days:

Sales Cycle Welcome Kit download Training - Barracuda University • Email Template for Customer base Notification • Email Template for Internal Announcement Marketing • Partner Seals Getting Started with Barracuda • Solution Line Card Start Sales Support • You will receive price list and SKUs for all parts Resources • You will receive procedure guidelines for ordering all Barracuda products Marketing • Receive enablement marketing tools • Positioning content • Presentations • Hard-copy collateral Partner Portal • Receive access to the Partner Portal • Downloadable collateral • Executable demo files • Product pictures and logos • Web content • Sales Tools • Deal Registration • Sales Quotations • Managing Products Take Training • Sales reps receive product training from Barracuda • Review • Lead passing process • Opportunity registration • Lead follow-up process • Support • Partner Portal • Barracuda Customer Forum Test Barracuda Products • Incorporate Barracuda products into your lab or demo center Business Planning • Review target customers, plan how to reach them • Identify existing customers – top evaluation opportunities – as appropriate Sell Barracuda Products • Identify a couple of evaluation accounts • You and Barracuda will actively engage in working a few large opportunities

Quick Navigation Getting Started with Barracuda

Welcome

Partnership Levels and Discount Products What you can expect within the first 60 days:

Sales Cycle Marketing Planning Training - Barracuda University • Plan your first program to roll out with Barracuda • Set goals for Lead Generation Marketing • Webinar Getting Started with Barracuda • Email whitepaper offer • Sales Incentive Program Support • Joint event • Trade show Resources

What you can expect within the first 90 days:

First Quarterly Review • Review business to date • How is lead follow up progressing? • Did we meet our target for lead generation, with the first marketing campaign? • How are the sales tools working? Is there a need to add or develop anything more? • Plan next lead generation campaign • Training and certification requirements

Quick Navigation Support

Welcome

Partnership Levels and Discount Products Replacement / Updates / Support: Sales Cycle Instant Replacement https://www.barracuda.com/support/replacement Training - Barracuda University Energize Updates Marketing https://www.barracuda.com/support/updates Premium Support Getting Started with Barracuda https://www.barracuda.com/support/premium Support Included within the yearly Energize Update subscription is Barracuda Networks 24/7 over the phone technical support. In addition to the Resources regular technical support service we offer customers, Barracuda Networks offers its valued partners an express support service. Simply call our technical support team, identify yourself as a Barracuda Networks partner and you will be placed at the top of the queue to speak to one of our technical support representatives.

Contacts Us For: Support Phone Numbers: General inquiries Australia [email protected] +613 9001 1172 Support China [email protected] +86 400 720 8200 Resellers Campbell Headquarters [email protected] +1 408 342 5300 Product Security EMEA [email protected] +43 508 100 7800 Sales United Kingdom [email protected] +44 1256 300 102 Request Free Evaluation Germany [email protected] +49 698 991 3390 Press and Analysts France [email protected] +33 177 688 979 Investor Relations Switzerland [email protected] +41 581788000 Netherlands +31 203220028 Italy +390260063110 India +91 804 904 8600 Japan +81 3 5436 6236

Quick Navigation Resources

Welcome

Partnership Levels and Discount Products External Resources Sales Cycle Barracuda Documentation The Barracuda TechLibrary houses all of the documentation we have on any specific Training - Barracuda University product including deployment options, system management, and troubleshooting.

Marketing http://www.barracudanetworks.com/ns/support/documentation.php

Getting Started with Barracuda Barracuda Forum The Barracuda Community Forum is your go-to hub for community info, updates and peer support. Support http://forum.barracuda.com Resources Barracuda Whitepapers This is the vault that houses all of the product specific white papers. http://www.barracudanetworks.com/ns/support/white_papers.php

Barracuda Central Barracuda Central is devoted to sharing information with Barracuda Networks customers and the Internet security community. Here you will find a wide range of statistics, threat information, and a number of useful services to help manage and secure your network. http://www.barracudacentral.org/

Product Demo Site The Barracuda product demo site is a fully interactive environment for you to test each individual Barracuda product. http://demo.barracuda.com

US 2.1 • Copyright 2014-2016 Barracuda Networks, Inc. • 3175 S. Winchester Blvd., Campbell, CA 95008 • 408-342-5400/888-268-4772 (US & Canada) • barracuda.com Barracuda Networks and the Barracuda Networks logo are registered trademarks of Barracuda Networks, Inc. in the United States. All other names are the property of their respective owners.