What are Barracuda Networks' plans for Managed Workplace, an MSP-centric RMM (remote monitoring and management) software platform acquired from Avast? In an email interview, ChannelE2E gathered some clues from Brian Babineau, senior VP and general manager for Barracuda MSP.
First, a little background on Barracuda's MSP-centric software journey so far.
- The Start: Barracuda CEO BJ Jenkins and his executive team have spent the past five years or so building out and executing an MSP-centric partner strategy at the security and data protection company.
- The Buy: The first move involved acquiring Intronis (MSP-centric backup and disaster recovery) in 2015.
- The Team: Key lieutenants like Babineau and Neal Bradbury, senior director of business development, have since helped Barracuda to sharpen and accelerate the company's go-to-market with MSPs with security and data protection services.
- The Funding: Then, Thoma Bravo -- an MSP-friendly private equity firm -- took Barracuda private in 2017.
- The Momentum: Barracuda has accelerated its MSP-centric revenue streams in recent years. Anecdotal evidence sounds impressive, though we're still poking around for some firm numbers to share (stay tuned).
Managed Workplace RMM Software for MSPs: The History
Now comes Barracuda's Managed Workplace acquisition. The software was first developed by Level Platforms and gained market traction more than a decade ago. But the software failed to keep pace with market M&A around 2011. AVG acquired the code in 2013, and then Avast acquired AVG in 2016.
These days, Managed Workplace is considered a niche RMM solution in the MSP software market -- trailing the installed base of technology suites from ConnectWise, Continuum, Datto, Kaseya and SolarWinds MSP. Upstarts like NinjaRMM (complete RMM), Auvik Networks (Network-centric RMM) and perhaps even Pulseway (among others) have likely leapfrogged Managed Workplace's installed base, ChannelE2E suspects.
Still, new parent Barracuda is well funded, has a global partner ecosystem, and enjoys credibility with MSPs. Plus, Managed Workplace may have some unique security-centric capabilities from its time under AVG and Avast ownership. So what are Barracuda's plans for Managed Workplace? We culled some thoughts from Babineau in an email interview.
Barracuda MSP SVP Brian Babineau: Quick-Hit Interview
ChannelE2E: What is Managed Workplaces’ installed base? Any estimates in terms of MSPs or number of nodes under management?
Babineau: When we looked at the installed base for Managed Workplace, there isn’t much overlap with our MSP partners, so we see that as a growth opportunity. We also like that their partners are long-term partners that have a good understanding of security, which makes them a good fit for Barracuda MSP and our partner community.
ChannelE2E: The RMM market is fairly mature in North America, and Managed Workplace has been a niche player in recent years. Is there an opportunity to grow market share in North America or is this mainly an international play?
Babineau: Managed Workplace has global deployments across Asia Pacific, Europe, and North America, so we see this acquisition as a opportunity to grow market share across the globe by providing MSPs with security-centric functionality. It’s also an opportunity to expand over all as more resellers transition to offer managed services and look for experienced vendors with a strong background in security.
ChannelE2E: What’s the message to Barracuda’s various ISV and technology partners – ConnectWise, Kasyea, etc.?
Babineau: Managed Workplace is built on an integration-friendly architecture, and we're committed to remaining open to integration. We expect to continue to make it simple for MSPs to operate efficiently, and integrations are an important part of that.
Looking Ahead
Poke around, and we suspect Barracuda has more moves planned in the MSP software market. Turn your attention to Barracuda parent Thoma Bravo, and we suspect some potential market-changing moves are on the way. Stay tuned.
