If the price is $5.00 only what is the partner’s interest in it, would you like to push directly to the customers?
Barracuda is a channel-focused company, so even our sign-up portal for Essentials ultimately drives the sale back to a partner. The $5/month/user might not seem like a lot until you consider it multiplied over the total number of users at a company and being billed every month. Most partners find recurring revenue opportunities attractive, but Essentials also opens up additional services revenues, whether it’s simply running Essentials for their customers (Barracuda’s Cloud Control is designed for simultaneous management of multiple accounts) or providing migration services for legacy data.
Are you looking at a particular customer profile to access this offer?
Barracuda Essentials is a good fit for customers who are migrating to or currently using Office 365, and need archiving, email security or data protection. Because Barracuda Essentials expands on the security and data protection functionality in Office 365, customers who need those extra layers of security, protection and backup can feel comfortable with migrating to 365. It’s important for customers to remember that if they needed email security, archiving and backup in their Exchange environments – they will want those functions in Office 365 as well.
How is this offer placed in competitive scenario?
We’ve priced Barracuda Essentials aggressively because we’re finding that most of the companies upgrading to Office 365 are eliminating one or more of their services. With adding Barracuda Essentials, they are still at a lower cost than when they had an on-site deployment and had to spend separately on email security, archiving and backup.