In Barracuda itself, we have seen the shift for anti-spam - which is our number four product in terms of shipments. From 100% physical a decade ago, today the anti --spam solution is 40% virtual and 60% are in form of physical appliances.
CW: Why should enterprise channel partners in India work with Barracuda?
King : With a well established presence in US and Europe, there is more focus on APAC in 2013 and India is a key market. With thousand plus customers across various verticals in India; the plan is to double the sales team by next year. Partners can up sell the solution upgrade to the existing customer which has grown over the years Enterprises are familiar with our anti spam but they now approach us for web application, load balancing and other products. That's a great cross sell opportunity for partners.
More than forty percent of India customers use at least two products from us.
With a support centre and a warehouse in Bangalore, we ensure quick customer service and replacement immediately (in case of failure). Through Inflow technologies and Round Robin as India distributors, we want to build the trust relation . We will soon introducing partner program to allow deal registration. The plan is have three to five partners across each region of India.
CW: How do you engage with both key sets of channel partners - security and storage - at sync?
King : Traditionally there were different partners addressing security and storage. In modern IT infrastructure however- security, application delivery and data protection goes right across servers, storage and networking.
Security and storage might look diverse but they are coming together which is great news for partners. Barracuda with over 12 products lines across networking content security, data protection and application delivery for all sizes of enterprise is in a perfect position to cater to enterprise partners dabbling in different technologies.
CW: Does the spate of acquisitions amongst vendor companies weaken your position in technology landscape?
King : It makes our position stronger. We acquired seven of the existing twelve product lines as we understand the value of acquisition -- which is mainly around technology and customer database. When we acquired a company into ADC, this market was still not mature enough. Many a times the technologies tend to fade away after acquisitions.
We offer SSL VPN, Backup, web application controller and many more which are very much alive and it makes customer realize that importance of technology. Barracuda again has unique business model across the various domains while big technology vendors follow the traditional model.
CW: Your recent foray into ADC market puts you in direct fight with established player like F5 Networks?
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