We recognize that growing an MSP business isn’t easy – it takes hard work, dedication, and taking advantage of the right resources that are available to you. One of the things that we are proud of at Barracuda MSP is our team’s dedication to and support of the MSP channel.
That’s why we are excited to announce that Matt McCarthy, the director of MSP partner management at Barracuda MSP, has been named to CRN’s 100 People You Don’t Know but Should list. This year’s list recognizes unsung channel heroes who work tirelessly behind the scenes to support partners.
As director of MSP partner management, Matt leads the charge in taking a consultative approach with partners to help them successfully grow their managed services business. In addition to learning more about their business and sharing insight on how to grow it, Matt works with Barracuda MSP partners to uncover opportunities to leverage Barracuda’s growing portfolio of security, data protection, and security-centric RMM solutions.
We sat down with Matt to get some insight on his experience in the channel, how he has grown, and what he hopes to accomplish in the next year.
Q & A with Matt McCarthy
Congratulations on being named to CRN’s 100 People You Don’t Know but Should list! We are all on a journey in our own careers; what has been the most pivotal moment in your journey so far?
There were a few pivotal moments in my career, one was the transition into management, and the other was the acquisition of Intronis by Barracuda. Personally, the transition into management gave me a new perspective. Going from being responsible for meeting a single sales quota to steering the ship for an entire team was a challenging but gratifying experience. And, not only have I grown in my career, but I’ve been able to help my team grow in theirs, which is particularly rewarding.
The Barracuda acquisition in 2015 could not have come at a better time – threats were running rampant, and SMBs need for security was increasing. With a large presence in the MSP space, we were able to bring Barracuda’s knowledge of the security industry to help our customers protect their SMBs. This had made all the difference in what I’m able to offer to our Partners, and broadened the areas of their business I’m able to help them with.
How has the technology landscape changed over time, and what advice would you give to someone who is looking to enter the technology field?
When I started in the technology industry ten years ago, things were different. Backup and recovery was a service that was often considered nice for customers to have; however now it is a necessity to help them recover from advanced threats. Hackers used to go after Fortune 500 companies in hopes of scoring a large payday, but in recent years they realized that the SMB space is bountiful and that there are endless opportunities. This has put a large strain on SMBs to secure their businesses and defend it against today’s advanced threats. The important thing to remember for anyone entering – or who is in — the industry is to lead with security. What products or processes will help customers be more secure? Are you educated on how to avoid the latest threats – are your customers? If you are an MSP, take the time to think about how you can help your customer be more secure.
Has there been a leader who has helped you shaped your career? Did they share any advice that has really stuck with you?
I’ve had many great leaders over the years. One of my sales leaders came from Oracle, and he was instrumental in helping me grow in my career, and I learned how to fine tune things like forecasting and pipeline management. Since the beginning, there has always been a real dedication and commitment to sales training. As a manager, I have carried on this dedication to training to my team.
The Barracuda acquisition also presented a lot of great leaders to learn from. Going from a startup mentality to scaling to a billion dollar industry can be challenging, but it has allowed me to put processes in place that can scale. The key is to emphasize the bigger picture and remember that our team is just a small – but impactful – part of a larger whole. With my team, I want to continually show them that their daily efforts make a difference in growing our – and our customers’ – businesses.
What are some of your goals for the upcoming year?
In the upcoming year, one of the things I want to focus on is helping our customers take the security journey and helping them keep their customers safe and secure. There are so many different variants of threats in the landscape, so it is important to educate customers on the different layers they can implement so that they can take a multi-layered approach with their security offering. My goal is to show MSPs the tools and systems that can implement so they can successfully protect their customers while growing their business.
Photo: PhuShutter / Shutterstock.