Intronis MSP Solutions by Barracuda
Intronis Partner Program

Address100 Apollo Drive
Chelmsford, MA
Worldwide HeadquartersBarracuda, 3175 Winchester Blvd., Campbell, CA 95008
US Headquarters Phone855-583-2392
CEOWilliam 'BJ' Jenkins
Year Company Founded2003
Division Created2003
Fiscal Year EndsFebruary
Worldwide Channel ChiefNeal Bradbury, Senior Director of Business Development
Began Serving In This Role12/2012
North American Channel Chief Neal Bradbury, Senior Director of Business Development
Began Serving In This Role12/2012
Company SizeSmall
Indirect Revenue As A Percentage Of Total Corporate Revenue91% to 100%
Products Or Service Specialties
Combination/Hybrid ModelCloud Tools and Management
Data and Information Management
Disaster Recovery/Business Continuity
Security - Data Loss Prevention
Security - Network Security Appliances and Software
Virtualization - Desktop
Virtualization - Networking
Program and Tier Information
Year Channel Program Was Established 2008
North American Channel Program ManagerNeal Bradbury, Senior Director of Business Development
Program Manager
North American PartnersN/A
New North American PartnersN/A
Top TierIntronis Partner Program
North American PartnersN/A
Worldwide PartnersN/A
Cloud Involvement, Products, And Solutions
 Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
 Our products are used to enable off-premise Cloud Solutions
 Our products are used to build hybrid Private Cloud Solutions
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 Deal registration NOT APPLICABLE to our business
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Deal registration NOT APPLICABLE for our products/services
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?Not Applicable
Does your partner program compensate partners for deals registered by one partner but closed by another?Not Applicable
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for sales
 Development of training & certification programs/curriculum
 Discount promotions
 Field Channel account manager coverage
 Inside Channel account manager coverage
 Points based reward programs
 Marketing resources
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Referral programs
 Sales enablement
 Tiered discounts
Services Attach
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?Yes
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach:Attach services that are typically more than the cost of your solution
What specific programs do you have in place to help partners increase their services attach and/or profit?
 Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
 Self-provisioning license portal
 Partner Incentive Programs
 Field support, as well as on-demand training and education and trial offers
Does your partner program offer a residual revenue program (maintenance, software or professional services), recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?Yes
Does your partner program offer demonstration units or evaluation licenses?For all partners
What does this program typically charge your partners for demo units or evaluation licenses?Free
By what criteria are partner tiers for this partner program determined?
 Partner program does not have multiple tiers
How are partner discounts determined?
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
What does your partner program offer to partners in an effort to help expand their businesses?
 Business transformation training
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 Provide VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into their current offerings
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Post-sales services enablement training
 Incentives and volume discounts.
What types of training does your partner program offer?
 On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Boot camp
 Blogs/Message boards
 Authorized training partners (distributors)
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationFree for all partners
How often does your partner program require re-certification or renewal for partners?Once every 13 to 24 months
Are partners required to pay a fee to join at the minimum or basic level of this partner program?No fee
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Which requirements must be met for a partner to join the minimum tier or basic level of this partner program?
 Sales Volume
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Post-sales support
 Technical support
 Local account/field reps
 Dedicated account team
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?4 months to less than 7 months before solution provider customers
What does your company's partner program portal/web site provide?
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Account management
 Portal with customizable views based on profiles
 Managed services community
 Configuration/installation tools
 Troubleshooting tools
 Customizable collateral to build a successful BDR practice.
What types of hands-on marketing support does your partner program provide?
 One to many marketing support via internal partner marketing managers
 Access to an automated marketing platform
 PR assistance
How does your partner program inform and educate your partners?
 Conducts online webinars and conferences
 Provides funding to partners to attend industry conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
 Leverages partner community portal to educate/inform partners, attends a wide variety of industry events to engage with partners and prospects.
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Sales volume
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on specific
 Discretionary based on channel account manager approval
What does this partner program allow partners to spend MDF on?
 Print advertising
 Digital advertising
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Market research
 Events: industry conferences, workshops, etc.
 Product catalogues
 Email marketing
 Co-branded merchandise
 Content development (case studies, socialcontent, blogs, solution briefs, etc.
 Direct Mail
 Social media enablement
 Activities that generate leads
 Lunch and Learns
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?1-10%
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersNot Offered
Generates leads which are turned over to partnersNot Offered
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsTop Tier Partners Only
Provides tools on portal for partners to drive their own demandTop Tier Partners Only
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?No

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