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Barracuda Networks
In 2003, Barracuda Networks, a startup supplier of anti-spam technology for the small- to medium-sized business, needed a reseller channel in the U.S. to drive demand for its products. The Barracuda Spam Firewall product was ideally positioned for companies with a spam e-mail problem but, with a limited budget to solve it.
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Cymphonix
Cymphonix was launching a network performance and productivity monitoring technology for small- to medium-sized business customers. They were attempting to capitalize on the need for enterprise-type solutions affordable enough to address the growing network performance issues of smaller companies.
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Quantum
In 1999, Quantum Corporation launched the SNAP Appliance network attached storage (NAS) product line. Recognizing the product was ideally positioned for smaller data centers, remote offices and SMB environments, Quantum elected to focus on a channel recruitment campaign to leverage storage, enterprise and SMB VARs to scale the business efficiently.
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