Yet another vendor is seeking partners who have positioned themselves as an AWS specialist. 

Before recruiting new partners, I am often surprised by how few vendors analyse and benchmark their existing channel to see whether any of those partners have scope for growth and the right mix of skills, client base and finances. 

From what I remember from my days in Distribution, Barracuda has quite a big channel community. I am fairly sure there will be some untapped potential in there, the key is having access to the right data to quickly qualify them in or out.

After that you then need access to similar data to identify the right "Born in the Cloud" partners to fill in the gaps.