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 © Barracuda Networks, Inc. 2 Barracuda Partner Engagement Guide 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 © Barracuda Networks, Inc. 3 Barracuda Partner Engagement Guide 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. © Barracuda Networks, Inc. 4 Barracuda Partner Engagement Guide 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 © Barracuda Networks, Inc. 5 Barracuda Partner Engagement Guide 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 © Barracuda Networks, Inc. 6 Barracuda Partner Engagement Guide 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. © Barracuda Networks, Inc. 7 Barracuda Partner Engagement Guide 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. © Barracuda Networks, Inc. 8 Barracuda Partner Engagement Guide 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