1. 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

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

3. 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.

4. 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

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

6. $ 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.

7. 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

8. 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 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 -borne threats
Compliance Preservation
Preserve sensitive business and meet compliance requirements
Backup and Restore
Restore inadvertently deleted or corrupted s 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 to secure repository separate from production
Granular retention policies preventing accidental or intentional deletion
Ability to access archived s from Outlook and mobile devices
Detailed search and granular legal holds for compliance and eDiscovery
Backup and Recovery
Automated and on-demand backup of 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.

9. 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 security as you migrate to Office 365?
How do you currently protect against threats associated with web-based business ?
How do you currently protect against human-caused data loss?
How do you demonstrate compliance and retention if all s 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 and PST files to Office 365
Pain point: Legacy 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 use
PST file proliferation across org
Security as high priority for workloads using Office 365
Barracuda Sales Contacts:
United States: Leonel Velasquez,
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.

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

11. 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,

12. Key Resources Channel Partner Resources Customer Resources
Barracuda Partner Page:
Customer Resources
Barracuda Essentials for Office 365 Website:
Barracuda Essentials for Office 365 Overview Video:
Barracuda Essentials for Office 365 Datasheet:
Migrating to Office 365 Whitepaper:
Barracuda Essentials for Office 365 Technical Library:

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

14. 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 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 to secure repository separate from production
Granular retention policies preventing accidental or intentional deletion
Ability to access archived s 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 -borne threats
Compliance preservation: preserve sensitive business and meet compliance requirements
Backup and restore: restore inadvertently deleted or corrupted s and files
Protect your sensitive information: implement policies that prevent sensitive information from getting into the wrong hands
Automated and on-demand backup of 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, 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 use
PST file proliferation across organization
Security as high priority for workloads using Office 365
Interest Generating Questions:
What is your plan for security as you migrate to Office 365?
How do you currently protect against threats associated with web-based business ?
How do you currently protect against human-caused data loss?
How do you demonstrate compliance and retention if all s 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 and PST file migration taking longer than expected
Your offer: Delete, archive, or migrate PST files to speed up migration
Scenario #3: Migrating 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.