Partner Story

Remove the Mystery (RTM)

VAR Improves Margins by Moving to Managed Security Services

MSP Challenges

  • As a traditional value-added reseller (VAR), RTM’s margins were being eroded by cloud-based or subscription-based solutions.
  • Facing customers’ growing security needs, RTM needed to find a way to move into an MSSP model to ensure business longevity and protect customers from threats like ransomware.
  • The security industry changes quickly, so RTM was looking for a vendor that looks to continually better its products and services.


RTM shifted its focus to providing comprehensive managed security services, and partnering with Barracuda MSP helped RTM to:

  • Provide comprehensive managed services solutions at a low monthly cost, keeping it affordable for SMB customers.
  • Protect customers from advanced threats by using robust solutions, such as Barracuda Essentials for Email Security, and CloudGen Firewalls deployed on a public cloud.
  • Continually improve training, products, and services for customers.


  • RTM successfully transitioned to an MSSP model while increasing its systems integration work and growing revenue. It anticipates double digit security revenue growth this year over last year.
  • Their SMB customers’ networks are safer and more secure thanks to Barracuda MSP’s robust security portfolio.
  • RTM is happier knowing that they can contact their knowledgeable regional account director whenever they have questions about industry trends or new product features.

Moving to a Managed Security Services Model

“ Three years ago, we saw the chance to take advantage of the market opportunity in managed security. With cloud services eating into our sales margins and the market changing for resellers from a capital-and equipment model to an operational IT as-a-Utility model, we invested time and energy into transitioning from a VAR into a Managed Security Services Provider (MSSP) to stay ahead of the curve. It became obvious that the market was shifting to subscription-based services, and security was a growing need among customers.” — Sean Powers, director of sales, RTM

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