After appointing WhiteGold as its new distributor in New Zealand, Greg Douglas, sales manager at Barracuda Networks, says the company is ready to grow its market share in the country.
Barracuda also works with Eagle Technology locally but, according to Douglas, it is an integrator, meaning WhiteGold is the single distributor for the vendor in the country. WhiteGold is also the company's oldest distributor in Australia and Douglas says it felt right to extend those ties across the Tasman.
The sales manager visited New Zealand this month to meet with channel partners and update them on the company's strategy and its renewed focus in the New Zealand market.
"We are slowly doing more work behind the scenes as a vendor but we are going to invest a lot more time here, training partners and getting them registered," says Douglas. He sees Barracuda's product portfolio as the perfect fit for the local market.
The company has come a long way from its days as a web filtering provider and, in spite of still providing that type of solution, it has over time added new protects to its range and expanded into new areas. Now with the focus on firewall solutions, backup and cloud storage, Barracuda Networks resellers have new opportunities to go out and talk to customers, according to Douglas. The backup solution, for example, outsold its flagship web filtering product in the US last year. "It's an easy sell," says Douglas, adding that these products "enable partners to do managed services, which is very important". The company's move into cloud storage came with the recent launch of Copy.com, a "Dropbox-like" cloud storage service for corporates, which Douglas says includes added security features to protect companies' data.
David Pantall, director of Advanced Networks, has been a Barracuda Networks reseller in New Zealand for about 15 years. He says he has seen a decrease in interest in the web filtering solution (and Microsoft Office 365 and solutions alike are mostly to blame for that) but a "great interest" from his customers in the other Barracuda products such as the firewall and backup solutions. "We are really interested in the backup product as part of our managed services provision," says Pantall.
According to the reseller, the offerings allow him to create and solidify ongoing relationships with customers and having WhiteGold as a distributor in New Zealand now "helps a lot", especially in terms of keeping up to date with new product releases from the vendor.
Barracuda Networks' sales model is slightly different than average. The company does not follow a "per user" price model but rather "per usage", which according to Pantall makes life easier for resellers. "It absolutely works much better for us. Telling [customers] the cost per usage is brilliant," he says. "It sits into our model and we can build it into the monthly fee."
"I'm not here to make a dollar out of each customer but to make sure they get the best solution for their needs," he adds.
Pantall says he has yet to further explore the new cloud storage solution, Copy.com, but "as a security man", can see the attraction of that type of solution with added security features to protect company data. He says he will continue to invest in the backup and firewall solutions as well as they are "very promising" in the New Zealand market.