The blockbuster Carbonite-Webroot transaction comes just days after Barracuda Networks Inc. announced a blockbuster deal of its own, acquiring the Managed Workplace RMM system from Avast Business in a deal that also made Barracuda a reseller of Avast’s commercial anti-virus products for the next three years.
Like Carbonite following the Webroot purchase, Barracuda makes both BDR and security solutions. Via its Avast Business agreement, it now also offers endpoint security tools, as well as a tool MSPs can use to manage all of those offerings.
Carbonite, by contrast, does not have an RMM solution of its own or integration pact with an RMM vendor. In a conversation with ChannelPro last summer, however, Norman Guadagno, the company’s senior vice president of marketing and channel chief, indicated that the company is interested in closing that gap.
“MSPs are looking for the best, easiest way to bring up a complete solution that includes data protection, RMM, and a bunch of other things all in one,” he said. “We’re keenly aware of that need and we’re trying to figure out how Carbonite can best play there.”
The path forward, he continued, is likely to include a combination of partnerships with other vendors in complementary product categories and additional acquisitions. “We’ve been very public about being a company that drives both organic growth and growth through M&A, and we’ll continue to do that as appropriate in the future,” Guadagno stated.
In the same ChannelPro interview, Guadagno discussed plans to devote more attention and resources to Carbonite’s most strategic resellers.
“We really were, for better or worse, trying to be all things to all partners, whether they were really small or really big, and that actually ended up being the worst of all possible worlds in some ways,” Guadagno said. “The more I simplify, the more resources I have to double down on a smaller set of partners that are really going to make or break this market for us.”