Yet another vendor is seeking partners who have positioned themselves as an AWS specialist.
Before recruiting new partners, I am often surprised by how few vendors analyse and benchmark their existing channel to see whether any of those partners have scope for growth and the right mix of skills, client base and finances.
From what I remember from my days in Distribution, Barracuda has quite a big channel community. I am fairly sure there will be some untapped potential in there, the key is having access to the right data to quickly qualify them in or out.
After that you then need access to similar data to identify the right "Born in the Cloud" partners to fill in the gaps.
Paul Lyden, regional VP of sales for Northern Europe at Barracuda, said the vendor was working with Microsoft Azure and Amazon Web Services (AWS) to identify partners that could deliver Barracuda’s security solutions into their cloud platforms. The exec said he expects that ‘born-in-the cloud’ providers will make up 25 percent of the new intake of partners by the end of 2017.