1. Guidelines on how this deck should be used
This Barracuda Referral Partner (System Integrator, or SI) Playbook is designed to help partners grow their Azure business through Barracuda security solutions
Target audience: Cloud SIs, including Avanade, Booz|Allen|Hamilton, Cognizant, Hanu Consulting, Infosys, Nimbo (Equinix), responsiveX, Peters Associates, 10th Magnitude, SWC, and Concurrency
Purpose:
Understand the key value propositions of the Barracuda NextGen Firewall F-Series and Web Application Firewall security solutions for Azure
Learn how the solutions work
Outline next steps for joining the Barracuda Referral Partner Program
Enable Barracuda Referral Partners to address customer issues by providing clear next steps and resources

2. Barracuda Security Solutions for Microsoft Azure+
Barracuda Security Solutions for Microsoft Azure
For Barracuda Referral Partners (SIs) | June 7, 2016

3. Playbook Agenda
What’s In It For Me? - For Customers, for Barracuda Referral Partners Key Partnership Progress Updates - Barracuda and Microsoft Barracuda Solution for Azure Customer Engagement Process Becoming a Certified Referral Partner (SI) Barracuda Referral Partner (SI) Battlecard Barracuda and Azure Customers Call to Action and Key Resources
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

4. For Barracuda Referral Partners
What’s In It For Me?
For Customers
Security
Compliance
Migration
Control
Enterprise-grade security for networks and web apps
Assurance that networks and cloud applications meet security requirements
Adherence to global compliance standards
Compliance for the infrastructure and applications running on Azure
Ease of migrating workloads to the cloud Removing blockers of deploying applications on the public cloud
Centralized management Highly scalable and fault tolerant network infrastructure without the overhead
For Barracuda Referral Partners $
Customer Growth
Empowerment
Opportunity
Revenue
Engage new customers Grow your business through new customer acquisition and expanding existing customer relationships
Accelerate cloud adoption Help your customers leverage cloud benefits of flexible deployment options and shortened migration cycles
Partner with industry leaders Leverage brand recognition, and proven co-selling and co-marketing engines of Barracuda and Microsoft
Grow services opportunities Secure new revenue streams and higher profit margins by adding Barracuda solutions to your services
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

5. 1st 2M 30-80K 500+ Key Partnership Progress Updates
Barracuda and Microsoft
1st 2M
30-80K
500+
Microsoft Azure Certified security solution provider
Hours of Azure consumption (Barracuda VMs)
Hours/month in added Azure consumption with Barracuda
Customers deployed in production in Azure
Buy and Deploy Using Azure Marketplace
Top performing ISV in Azure Marketplace
Flexible pricing models: Bring-Your-Own- License (BYOL) and Pay-As-You-Go (PAYG)
Customer self-service tool for configuration and deployment
Partners can leverage Barracuda’s free 30 day trial for POCs
Recent Customer Wins
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

6. Networking and Infrastructure
The Ultimate Protection Against Cloud Security Threats
Barracuda Solutions for Azure
Cloud Security Threats
Networking Protection
Continuity gaps
Secure connectivity
Exploited system vulnerabilities
Compromised credentials
Hacked APIs
Data breaches
DDoS attacks
Integrated intrusion prevention
URL filtering
User and application aware
IPsec VPNs secure remote connectivity
Dynamically scales with your network
Networking and Infrastructure
Application Protection
Data loss prevention
Application layer DDoS attack protection
Granular identity and access management
Comprehensive administration and management
Web Based Apps

7. Customer Engagement Process
Production
Land and expand services
Offer additional managed services to help manage customer’s deployment
Barracuda helps customer stand up images and configure solution
POC
Develop reference
architecture
Barracuda matches customer security needs to their products
Security solutions architects (pre-sales/CSA) proposes solutions
Initial Assessment
Identify customer needs /
propose solution
Migrate additional workloads to production environment based on established reference architecture
Barracuda Referral Partner engages customer
Typical deployments are < 30 days from POC to Production
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

8. Leverage Enablement Tools
Become a Barracuda Certified Referral Partner (SI)
Barracuda content and expertise to support your marketing engine
Leverage Enablement Tools
Go to Market
Gain Experience
Get Educated
& Credentialed
Participation in apprenticeships and customer calls for live training opportunities
Sign Up*
Formal training and follow-up certification tests
*The partner referral program does not include a reseller component.
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

9. Barracuda + Azure: Driving Azure Consumption by Removing Security Blockers
Purpose: At-a-glance view of the joint value proposition enabling Barracuda Referral Partners to engage customers
Why Barracuda + Azure?
Customer Benefits: Barracuda offers the highest levels of protection through their industry-leading security solutions including threat protection for sophisticated attacks, such as zero day, advanced malware, and automated threats.
Story: As companies move to the cloud, security concerns can be a roadblock to Azure sales and consumption. Barracuda security solutions running on Azure are best positioned and proven to help customers accelerate their journey to a safe cloud.
Most Common Use Cases
VPN Tunnels
Unlimited site-to-site VPN tunnels to connect two networks protected by F-Series Firewalls
Multi-tier Architecture
Build secure multi-tier architecture in Azure to keep a level of segregation between tiers
ExpressRoute
Visibility and control on all traffic coming across the ExpressRoute connection
Traffic Control
Inbound/outbound traffic control while providing IPS/IDS functionality
Access to Resources
Access to resources in Azure (unlimited client-to- site VPN, SSL VPN)
Application Security
Protecting custom apps from SQL injection, cross-site scripting, application distributed denial-of-service (DDoS)
Azure AD Integration
Azure Active Directory (AD) integration for identity and access management for the cloud
ADFS
Microsoft Active Directory Federation Services (ADFS) can provide security as well as pre-authentication
Load Balancing
Load balancing with persistence for highly secure and scalable application infrastructure
Data Loss Prevention
Inspecting all inbound traffic for attacks and outbound traffic for sensitive data
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

10. Barracuda + Microsoft Partnership
Interest Generating Questions:
What are the top priority workloads that you are moving to the cloud?
What are the top use case scenarios where security and compliance are concerns?
How do you ensure that your apps meet compliance requirements?
Have you ever had disruptions in business operations and services?
Collaborative Innovation
Barracuda and Microsoft deliver cutting edge security solutions for Azure
Accelerated Deployments
Azure deployment time can be cut by 50-80%
Proven Partnership
Barracuda is the 2016 Azure Certified ISV Solution Partner of the Year
Azure Impact:
Typical deal pulls through: Azure; sales cycle: 30 days – 3 months
Potential impact: range: $2-10k for NGF and $10-20k for WAF, however increases over time once proven (land and expand)
Barracuda is consistently a top performing ISV in Azure Marketplace, and is deeply engaged with the Cloud Solutions Architect (CSA) community at Microsoft worldwide
Estimated Azure consumption per win:
Infrastructure deployed behind Barracuda (workloads unblocked): 30k -80k hours/month
Barracuda VMs deployed in Azure Marketplace : 1,500-7,500 hours/month
Current Infrastructure
Customer Sales Scenarios
On-Premises
Question: “What is your top concern about migration to the public cloud?”
Your offer: “As a first step, consider moving one workload to Azure with added security from Barracuda.”
Hybrid
Question: “How do you manage disparate platforms today?”
Your offer: “We can provide more consistency across platforms and improve UX.”
Cloud
Question: “How can we help make your business more efficient?”
Your offer: “We can help you support a broader range of use case scenarios by providing increased security and compliance.”
Barracuda Competitors:
Fortinet, CheckPoint, F5 Networks, Alert Logic, KEMP Technologies, Cisco Systems
Barracuda Contact:
Primary Buyers
Influencers
Primary Attributes
TDMs: CIOs, CTOs, and CSOs
For Azure: C- level executives
For security: IT Manager, VP of IT Security, Director of Security, Network Admin
Enterprise IT Architects
Infrastructure Architects
Network Admins
Web App Developers
IT Compliance Officers
LOB Owners
DevOps Roles
Security concerns as blockers to cloud adoption
Mission-critical or dev workloads
Moving physical data center to Azure
Large managed service providers and highly distributed enterprises
Remote workers
Bring-Your-Own-Device (BYOD) concerns
High privacy concerns
Resources:
Barracuda Referral Partner Resource: Barracuda University
Customer-Ready NGF Materials: NGF on Azure Marketplace NGF on Barracuda Website NGF Datasheet NGF Technical Library NGF Free 30 Day Trial NGF 30 Day Evaluation Guide NGF on Channel 9 SuperHuman Azure MarketPlace Labs
Customer-Ready WAF Materials: Video: Selling Barracuda WAF on Barracuda Website WAF Datasheet WAF Technical Library WAF Free 30 Day Trial WAF 30 Day Evaluation Guide WAF on Channel 9
Customer Offers: Free 30 Day Trial NGF WAF
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

11. Barracuda + Azure Customers
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.
For Internal Use at Microsoft and Barracuda. Not for Partner or Customer Distribution.

12. Call to Action for Barracuda Referral Partners
Educate
Evaluate
Engage
Evolve
Learn more about Barracuda security solutions for Azure
Get in touch and discover the value of the Barracuda Referral Partner Program
Leverage the Barracuda Referral Partner Kit to onboard your customers
Complete the Barracuda certification, participate in an apprenticeship, and leverage additional resources
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

13. Key Resources Barracuda Referral Partner (SI) Resource
Barracuda University:
Customer Resources Barracuda NextGen Firewall F Series
NGF on SuperHuman Azure Marketplace Labs:
NGF on Azure Marketplace: barracuda-ng-firewall/
NGF on Barracuda Website:
NGF Datasheet: Barracuda_NextGen_Firewall_F_DS_Azure_US.pdf
NGF Technical Library:
NGF 30 Day Evaluation Guide:
NGF on Channel 9:
Barracuda Web Application Firewall
WAF on Azure Marketplace:
WAF on Barracuda Website:
WAF Datasheet: Barracuda_Web_Application_Firewall_DS_Azure_US.pdf
WAF Technical Library:
WAF 30 Day Evaluation Guide:
WAF on Channel 9:
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.

14. Driving Azure Consumption by Removing Security Blockers
Network Security on Azure
Customer Sales Scenarios
Top Use Cases:
Unlimited site-to-site VPN tunnels
Multi-tier architecture
ExpressRoute – providing visibility and control on all traffic
Inbound/outbound traffic control with IPS/IDS functionality
Access to resources in Azure (unlimited client-to-site VPN, SSL VPN)
Current Infrastructure: On-Premises
Question: “What is your top concern about migration to the public cloud?”
Your offer: “As a first step, consider moving one workload to Azure with added security from Barracuda”
Current Infrastructure: Hybrid
Question: “How do you manage disparate platforms today?”
Your offer: “We can provide more consistency across platforms and improve UX.”
Current Infrastructure: Cloud
Question: “How can we help make your business more efficient?”
Your offer: “We can help you support a broader range of use case scenarios by providing increased security and compliance.”
Barracuda Security Solutions for Azure EPG Barracuda Referral Partner Battlecard
Application Security on Azure
Barracuda Contact:
Story:
As companies move to the cloud, security concerns can be a roadblock to Azure sales and consumption. Barracuda security solutions running on Azure are best positioned and proven to help any customer accelerate their journey to a safe cloud.
Customer Benefits:
Barracuda offers the highest levels of protection through their industry-leading security solutions including threat protection for sophisticated attacks, such as zero day, advanced malware, and automated threats.
Key Differentiators:
Collaborative innovation: Barracuda and Microsoft
Time of Azure deployment: 50-80%
2016 Azure Certified ISV Solution Partner of the Year
Barracuda Competitors:
Fortinet, CheckPoint, F5 Networks, Alert Logic, KEMP Technologies, Cisco Systems
Top Use Cases:
Application security – protecting custom apps from SQL injection, cross-site scripting, application distributed denial-of-service (DDoS) Azure Active Directory integration
ADFS can provide security as well as pre-authentication
Load balancing with persistence
Data loss prevention
Barracuda Referral Partner Call to Action
Resources
Learn more about Barracuda security solutions for Azure and find out how to grow your security solutions portfolio offerings.
Get in touch and discover the value of the Barracuda Referral Partner Program. Learn how Barracuda technologies can support your business and generate new revenue opportunities.
Leverage the Barracuda Referral Partner Kit to onboard your customers
Complete the Barracuda certification, participate in an apprenticeship, and leverage other resources
Barracuda Referral Partner Resource: Barracuda University
Customer-Ready NGF Materials: NGF on Azure Marketplace NGF on Barracuda Website NGF Datasheet NGF Technical Library NGF Free 30 Day Trial NGF 30 Day Evaluation Guide NGF on Channel 9 SuperHuman Azure MarketPlace Labs
Customer-Ready WAF Materials: Video: Selling Barracuda WAF on Barracuda Website WAF Datasheet WAF Technical Library WAF Free 30 Day Trial WAF 30 Day Evaluation Guide WAF on Channel 9
Customer Offers: Free 30 Day Trial NGF, WAF
Target Audience
Questions and Azure Impact
Customer Profile:
Primary buyers are TDMs: CIOs, CTOs, and CSOs; for Azure, C- level executives; for security, IT Manager, VP of IT Security, Director of Security, Network Admin
Influencers: Enterprise IT Architects, Infrastructure Architects, Network Admins, Web App Developers, IT Compliance Officers, LOB owners, DevOps roles
Horizontal solution, growth in verticals with compliance-driven data, including financial services and healthcare
Primary Attributes:
Security concerns as blockers to cloud adoption
Mission-critical or dev workloads
Moving physical data center to Azure
Large managed service providers and highly distributed enterprises
Remote workers
Bring-Your-Own-Device (BYOD) concerns
High privacy concerns
Interest Generating Questions:
What are the top priority workloads that you are moving to the cloud?
What are the top use case scenarios where security and compliance are concerns?
Do you have highly distributed networks across multiple locations?
How do you ensure that your apps meet compliance requirements?
Have you ever had disruptions in business operations and services?
Azure Impact:
Typical deal pulls through: Azure; Sales Cycle: 30 days – 3 months
Potential impact: range: $2-10k for NGF and $10-20k for WAF, increases over time once proven (land and expand)
Barracuda is consistently a top performing ISV in Azure Marketplace, and is deeply engaged with the Cloud Solutions Architect (CSA) community at Microsoft worldwide
Estimated Azure consumption per win: Infrastructure deployed behind Barracuda (workloads unblocked): 30k -80k hours/months
Barracuda VMs deployed in Azure Marketplace : 1,500-7,500 hours/month
For Internal Use Among Barracuda, Microsoft, and Barracuda Referral Partners. Not for Customer Distribution.