Case Study - Barracuda
Barracuda is a worldwide leader in Security, Application Delivery and Data Protection Solutions.
About the Company
More than 200,000 global customers trust Barracuda to safeguard their employees, data, and applications from a wide range of threats. Barracuda provides easy, comprehensive and affordable solutions for email protection, application and cloud security, network security and data protection. We are continually innovating to deliver tomorrow’s security technology, today
Barracuda
Barracuda builds enterprise-grade, cloud-ready security solutions. The company sells exclusively through its extensive network of business partners, who generate leads, complete sales, and deploy solutions, while Barracuda focuses on product excellence and customer support. As a key Microsoft Partner, Barracuda and Microsoft share an excellent relationship that benefits both organisations in the continued development and sale of innovative security solutions.
Microsoft and Barracuda
Microsoft supports Barracuda with MDF, to help generate a healthy sales pipeline. Rebecca Bailey, UK Marketing Manager at Barracuda, explains the situation: “The opportunity arose to promote the Barracuda Cloud-to-Cloud Backup service for Microsoft Office 365. This would be supported by $20,000 of MDF from Microsoft if Barracuda matched the budget. Understandably, Microsoft asked for specific return on investment in terms of new leads, with detailed parameters for its target sector and value of each deal. Yet we had only slightly longer than a month before the promotion ended, with essentially only a week to prepare the campaign.”
"We realised that we could hit our targets if we could find a lead-gen partner with the right prospect database, relevant enterprise IT experience and sheer capacity to meet the challenge."
Rebecca Bailey
UK Marketing Manager at Barracuda
The Campaign
The Challenge
MDF presents an excellent opportunity for partners to launch lead generation campaigns and reach new prospects. How could Barracuda build, scale, and execute a lead-gen project at very short notice, delivered within just one month?
The Solution
Barracuda engaged Think Pipeline to create and drive a UK lead-gen campaign, with a $40,000 budget and a super-stretch pipeline revenue target of $400,000. Think Pipeline assigned a dedicated team to the project, and mined its extensive database to identify prospects that met both Barracuda’s and Microsoft’s objectives.
The Results
Within 4 weeks, Think Pipeline delivered 24-sales ready opportunities with a total pipeline value of $800,000, double Barracuda’s original super-stretch target. Based on those results, Barracuda has expanded its campaign to reach across EMEA, supported by MDF from an enthusiastic Microsoft.
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