Guidelines on how this deck should be used This is a Channel Partner Playbook designed to help Partners grow their business through Barracuda Essentials for Office 365 Target audience: Barracuda and Microsoft Channel Partners including: VARs, Distributors, LSPs, MSPs/CSPs Objective: Position Barracuda Essentials for Office 365 and drive new joint opportunities Purpose: Understand the nature of the partnership between Barracuda and Microsoft Understand key value proposition of Barracuda Essentials for Office 365 Understand how the solution works Provide clear next steps and resources for partners to take action

Barracuda Essentials for Office 365 + Barracuda Essentials for Office 365 For Barracuda and Microsoft Channel Partners Version 1.0 / May 10, 2016

Playbook Agenda Partnership Summary – Barracuda and Microsoft Channel Opportunity Introducing Barracuda Essentials for Office 365 What’s In It For Me? - For Channel Partners Grow Your Business Through Services Channel-Ready Battlecard Next Steps and Resources For Internal Use Among Barracuda, Microsoft, and Their Channel Partners. Not for Customer Distribution.

3K+ 250K + 1 Million 10K+ Channel Opportunity Barracuda and Microsoft Office 365 Momentum 3K+ 250K + 1 Million 10K+ Barracuda customers on Office 365 Mailboxes migrated to Office 365 PST files migrated to Office 365 Barracuda channel partners globally Leadership in Security Best-in-class solutions portfolio, offering end-to-end protection Partnering for Success Proven, tested solutions to ensure compatibility and quality Channel Commitment Award-winning program with >96% renewals, leads, and marketing support

Introducing Barracuda Essentials for Office 365 Help Your Customers Prepare, Migrate, and Operate Safer and More Efficiently Email-borne Threat Protection Archiving for Compliance Cloud Backup and Recovery Secure against sophisticated targeted attacks Keep sensitive data from leaving your organization Ensure that emails created when Internet is down get delivered once the outage is over Retain and archive important emails to Office 365 Search all of your archived emails quickly, and export them as needed Place legal holds on emails in the event of litigation Protect Exchange Online mailboxes Backup OneDrive for Business files Avoid intentional or accidental human-caused data loss

$ What’s In It For Me? For Customers For Channel Partners Security Productivity Integration Value Ensure users, data, and applications are protected Employ multi-layer security, archiving, and data protection technology to ensure data is protected and available Optimize user productivity Improve company-wide collaboration and minimize employee downtime Seamless, unified experience Continue the same level of familiarity with the technologies as workloads are moved from on-premises to the cloud Maximize Office 365 Investment Overcome potential adoption challenges to realize the value of your investment faster For Channel Partners $ Customer Growth Momentum Revenue Opportunity Engage new customers Grow your business through new customer acquisition and extend existing customer relationships Seize the Office 365 opportunity Offer solutions and services that help the millions of companies migrating to Office 365 and drive active usage Expand product line and services opportunities Drive new and recurring revenue streams by adding Barracuda Essentials for Office 365 to your services portfolio Partner with industry leaders Leverage brand recognition, commitment to channel, and proven co-selling and co-marketing engines of Barracuda and Microsoft For Internal Use Among Barracuda, Microsoft, and Their Channel Partners. Not for Customer Distribution.

Activation and Change Mgmt Services Data Migration Services Grow Your Business Through Services Seize Office 365 Opportunities Through the Barracuda-Microsoft Partnership Recurring Revenue $9M with exponential growth yr./yr. Annual Subscriptions $1K - $100K annually per customer* Activation and Change Mgmt Services 20% increase in follow-up revenue Data Migration Services 20% monthly gain in services Typical amount of time to deploy and configure Barracuda Essentials for Office 365 1 Day *Revenue may vary

Barracuda Essentials: Security and Storage Solutions that Protect Office 365 Purpose: At-a-glance view of Barracuda Essentials for Office 365 value proposition to enable channel partners to engage customers effectively. Why Barracuda + Office 365? Story: Customers have spent years managing their on-premises Exchange environment, many partnering with Barracuda for extra layers of security and protection. As they make the journey to Office 365, Barracuda continues to offer the same trusted multi-layer security, archiving, and backup with Barracuda Essentials for Office 365. Customer Benefits: Barracuda Essentials for Office 365 enhances native features with critical multi-layer security, archiving, and backup allowing organizations to prepare, migrate, and operate faster, safer, and more efficiently in Office 365. With additional layers of protection, organizations can rest assured they are operating safely and productively in the cloud. Most Common Use Cases Multi-layer Security Apply industry-leading protection against email-borne threats Compliance Preservation Preserve sensitive business email and meet compliance requirements Backup and Restore Restore inadvertently deleted or corrupted emails and files Protect Your Information Implement policies that prevent sensitive information from getting into wrong hands Essential Security and Storage Solutions that Protect Office 365 Multi-layer Security Protects against known and unknown threats Combines behavioral, heuristic, sandboxing technologies, and URL protection Provides business continuity in the event of outages Encryption and data loss prevention to protect and secure sensitive information Archiving and eDiscovery Separates email to secure repository separate from production email Granular retention policies preventing accidental or intentional deletion Ability to access archived emails from Outlook and mobile devices Detailed search and granular legal holds for compliance and eDiscovery Backup and Recovery Automated and on-demand backup of email and OneDrive for Business files Eliminating the risks of items lost due to accidental or malicious deletion Extended retention of backed up data without compromising performance For Internal Use Among Barracuda, Microsoft, and Their Channel Partners. Not for Customer Distribution.

Leadership in Security Partnering for Success Barracuda + Microsoft Partnership Key Differentiators – Why Barracuda?: Cloud-enabled, easy-to-use security and storage solutions that simplify IT 150,000+ customers worldwide confidently protecting their users, applications, and data Award winning customer service with no phone trees. You get a human being, every time. Microsoft Gold Certified Partner Interest Generating Questions: What is your plan for email security as you migrate to Office 365? How do you currently protect against threats associated with web-based business email? How do you currently protect against human-caused data loss? How do you demonstrate compliance and retention if all emails are stored in the same production environment? Leadership in Security Best-in-class solutions portfolio offering end-to-end protection Partnering for Success Proven, tested solutions to ensure compatibility and quality Channel Commitment Award-winning program with >96% renewals and leads/marketing support Current Infrastructure Customer Sales Scenarios Licensed on Office 365, no active usage Pain point: Many Office 365 licenses have been licensed but not used Your offer: Drive active usage by deploying with additional layers of security Migrating from on- premises Exchange to Office 365 Pain point: Security and compliance concerns preventing migration Your offer: Multi-level security with advanced threat detection, DLP, encryption, and business continuity Migrating email and PST files to Office 365 Pain point: Legacy email and .PST file migration taking longer than expected Your offer: Delete, archive, or migrate .PST files to speed up migration Office 365 Impact: Attach and pull-through: working with distributors and LSPs, bundle Barracuda Essentials licenses with Office 365 at time of sale.  ~2 to 4 month timeframe. Potential Impact:​ Drive adoption of existing Office 365 licensed customers that are not  actively using their Office 365 licenses.  Drive license sales by attaching Barracuda Essentials for Office 365 via distribution and traditional reseller channels. Recent joint wins: Tilson Homes, Veritas Investments, Comar, Central-Asia Development Group, Innovative Mattress Solutions, Spanx, Famous Dave’s Barracuda Essentials for Office 365 Competitors: ProofPoint, Mimecast, EMC (Spanning), Datto (Backupify) Buyers Industries Technology Profile Primary buyers: IT Generalists (Security, Backup, and Storage Admins) Influencers: IT Network Administrators IT Compliance Officers Growth in verticals with compliance-driven data: Retail, Healthcare, State/Local/Federal Government, K-12 Education, Legal Migrating to Office 365 Heavy email use PST file proliferation across org Security as high priority for workloads using Office 365 Barracuda Sales Contacts: United States: Leonel Velasquez, leov@barracuda.com, +1-408-342-5485 Resources: Channel Partner Resources: Barracuda Partner Page Customer Resources: Barracuda Essentials Website, Essentials Overview Video, Essentials Datasheet, Migrating to Office 365 Whitepaper, Essentials Technical Library For Internal Use Among Barracuda, Microsoft, and Their Channel Partners. Not for Customer Distribution.

Barracuda + Office 365 Customers For Internal Use Among Microsoft, Barracuda, and Their Channel Partners. Not for Customer Distribution.

Call to Action for Channel Partners Educate Demo Offer Connect Leverage Barracuda Essentials marketing materials for your customer discussions Offer the online demo and free 30 day trial to your prospects Take advantage of Barracuda product and pricing promotions Connect with your Barracuda sales contact for critical account calls: United States: Leonel Velasquez, leov@barracuda.com, +1-408-342-5485

Key Resources Channel Partner Resources Customer Resources Barracuda Partner Page: https://www.barracuda.com/partners/channel Customer Resources Barracuda Essentials for Office 365 Website: https://www.barracuda.com/products/essentials Barracuda Essentials for Office 365 Overview Video: https://www.barracuda.com/application/office365 Barracuda Essentials for Office 365 Datasheet: https://www.barracuda.com/assets/docs/dms/Barracuda_Essentials_Office_365_DS_US.pdf Migrating to Office 365 Whitepaper: https://www.barracuda.com/assets/docs/White_Papers/Migrating_to_Office_365_WP_US.pdf Barracuda Essentials for Office 365 Technical Library: https://techlib.barracuda.com/essentials

Appendix – Channel Battlecard For Internal Use Among Barracuda, Microsoft, and Their Channel Partners. Not for Customer Distribution.

Security and Storage Solutions that Protect Office 365 4/28/2017 Multi-Layer Security Office 365 Impact Protects against known and unknown threats Combines behavioral, heuristic, sandboxing technologies, and URL protection Provides business continuity in the event of outages, encryption and data loss prevention to protect and secure sensitive information Attach and pull-through: working with distributors and LSPs, bundle Barracuda Essentials licenses with Office 365 at time of sale.  ~2 to 4 month timeframe. Potential Impact:​ Drive adoption of existing Office 365 licensed customers that are not  actively using their Office 365 licenses.  Drive license sales by attaching Barracuda Essentials for Office 365 via distribution and traditional reseller channels. Recent joint wins: Tilson Homes, Veritas Investments, Comar, Central-Asia Development Group, Innovative Mattress Solutions, Spanx, Famous Dave’s Channel Battlecard Archiving and eDiscovery Story: Customers have spent years managing their on-premises Exchange environment, many partnering with Barracuda for extra layers of security and protection. As they make the journey to Office 365, Barracuda continues to offer the same trusted multi-layer security, archiving, and backup with Barracuda Essentials for Office 365. Customer Benefits: Barracuda Essentials for Office 365 enhances native features with critical multi-layer security, archiving, and backup allowing organizations to prepare, migrate, and operate faster, safer, and more efficiently in Office 365. With additional layers of protection, organizations can rest assured they are operating safely and productively in the cloud. Key Differentiators – Why Barracuda?: Cloud-enabled, easy-to-use security and storage solutions that simplify IT 150,000+ customers worldwide confidently protecting their users, applications and data Award winning customer service with no phone trees. You get a human being, every time. Microsoft Gold Certified Partner Competitors: ProofPoint, Mimecast, EMC (Spanning), Datta (Backupify) Separates email to secure repository separate from production email Granular retention policies preventing accidental or intentional deletion Ability to access archived emails from Outlook and mobile devices Detailed search and granular legal holds for compliance and eDiscovery Backup and Recovery Top Use Cases Multi-layer security: apply industry-leading protection against email-borne threats Compliance preservation: preserve sensitive business email and meet compliance requirements Backup and restore: restore inadvertently deleted or corrupted emails and files Protect your sensitive information: implement policies that prevent sensitive information from getting into the wrong hands Automated and on-demand backup of email and OneDrive for Business files Eliminating the risks of items lost due to accidental or malicious deletion Extended retention of backed up data without compromising performance Channel Partner Call to Action Resources Leverage the marketing materials in your customer discussions Offer online demo and free 30 day trial to your prospects Take advantage of Barracuda product and pricing promotions Connect with your Barracuda sales contact for extra critical account calls US Barracuda Sales Contact: Leonel Velasquez, leov@barracuda.com, + 1-408-342-5485 Channel Partner Resources: Barracuda Partner Page Customer Resources: Barracuda Essentials Website, Essentials Overview Video, Essentials Datasheet, Migrating to Office 365 Whitepaper, Essentials Technical Library Sales Approach and Questions Customer Sales Scenarios Customer Profile: Primary buyers: IT Generalists (Security, Backup, and Storage Admins) Influencers: IT Network Administrators and IT Compliance Officers Experiencing growth in verticals with compliance-driven data (Retail, Healthcare, State/Local/Federal Government, K-12 Education, Legal) Technology profile: Migrating to Office 365 Heavy email use PST file proliferation across organization Security as high priority for workloads using Office 365 Interest Generating Questions: What is your plan for email security as you migrate to Office 365? How do you currently protect against threats associated with web-based business email? How do you currently protect against human-caused data loss? How do you demonstrate compliance and retention if all emails are stored in the same production environment?   Scenario #1: Licensed on Office 365, no active usage Pain point: Security and compliance concerns preventing migration Your offer: Multi-level security with advanced threat detection, DLP, encryption, and business continuity Scenario #2: Migrating from on-premises Exchange to Office 365 Pain point: Legacy email and PST file migration taking longer than expected Your offer: Delete, archive, or migrate PST files to speed up migration Scenario #3: Migrating email and PST files to Office 365 Pain point: Many Office 365 licenses have been purchased but not adopted Your offer: Help adoption by deploying with additional multi-layer security For Internal Use among Microsoft, Barracuda, and Channel Partners. Not for Customer Distribution. For Internal Use Among Barracuda, Microsoft, and Their Channel Partners. Not for Customer Distribution. © 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.