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While Barracuda Networks' $65 million acquisition of Intronis Inc. earlier this month was mainly about Barracuda expanding into the managed service provider (MSP) market, it did pick up technology in the deal.
The security and backup vendor will absorb some Intronis technology and integrate Barracuda backup technology into Intronis' services, according to Brian Babineau, vice president of product and channel marketing at Barracuda, based in Campbell, Calif. The deal should help Barracuda's move into storage after starting off as a pure security vendor.
The acquisition gives Barracuda access to Intronis' deep support of Hyper-V and image-based backup. In addition to Barracuda's appliance technology, cloud backup and recovery provider Intronis gets Barracuda's software as a service (SaaS) backup capabilities. Barracuda recently added support for cloud-to-cloud backup, beginning with protection of Microsoft Office 365, and plans to add more SaaS backup.
"The backup is extremely complementary because of how each company goes to market," Babineau said. "The technology is very similar."
Babineau cited Barracuda's new CudaDrive file sync-and-share software as a logical next step for collaboration with Intronis. The recently launched CudaDrive dynamically caches data on local hard drives and replicates it to Barracuda cloud storage. In replacing its Copy for Companies platform with CudaDrive, Barracuda can integrate file sync-and-share capabilities more tightly with its Barracuda Backup software, hardware and cloud storage.
Barracuda's plan is to retain the Intronis name and find ways to leverage the Barracuda brand. Barracuda is hoping to expand the companies' backup portfolio by the end of 2015, and focus on email and archiving expansion next year.
"We're being very aggressive," Babineau said.
The goal is to have complete backup offerings that MSPs can deliver through Intronis and that end users can deploy. Babineau cited the addition of the Barracuda Backup appliance to Intronis as the most important match.
"Today, Intronis primarily deploys backup software that can copy data directly to their cloud," Babineau said. "Adding an appliance expands the ability for an MSP to protect larger data sets on-site and in the cloud."
The deal nets Barracuda a 2,000-partner MSP channel.
"The whole business model and platform was intriguing to us," said Babineau, who is heading up the Intronis integration efforts and is working with Intronis' employees to get them acclimated.
Intronis doesn't sell to end users and enables MSPs to use their brand when taking Intronis offerings to market, Babineau said. "Our goal is to leverage what the brand means to MSPs going forward."
Barracuda was impressed with several parts of Intronis' purpose-built platform for MSPs, including integration with professional services automation and remote monitoring and management services, a portal where MSPs could manage everything from their billing to end-user licenses, and the integration between their portal and backup technology offering, according to Babineau.
The platform also included a series of MSP enablement tools, such as education, sales and marketing collateral, that an MSP could brand, as well as technology tips to help deliver a service.
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