Transforming Channel Strategy for AI at Barracuda with Michelle Hodges

In this episode of Channel Journeys, we welcome back Michelle Hodges, now SVP Global Channels & Alliances at Barracuda, after her impactful tenure at GitLab. I had the good fortune of speaking with Michelle at Channel Con 2025.

Michelle shares her unique journey of building foundational channel programs at GitLab from the ground up, leading to a successful IPO. She discusses her new role at Barracuda, where she is thrilled about the company’s MSP-focused approach and innovative use of AI technology in their offerings.

Our conversation delves into the influence of AI in cybersecurity, her leadership evolution over the years, and her strategic priorities in her first 90 days at Barracuda. Key lessons include the importance of automation, co-sell opportunities, engagement strategies, and fostering team success.

You’ll also hear how you can help steer the future direction of Channel Journeys.

KEY TAKEAWAYS

Here are the top lessons learned in my conversation with Michelle on evolving channel strategies:

1. Building from Ground Zero: Michelle reflects on her time at GitLab, highlighting the challenges and successes of developing channel programs with no pre-existing framework. This experience honed her ability to modernize and transform channels for equity-backed companies.
2. MSP-Centric Model: At Barracuda, Michelle finds fulfillment in their built-for-purpose MSP products and strong rapport with managed service providers (MSPs). She emphasizes the company’s history of referring to MSPs as ‘customer zero’ and their ongoing innovations with Barracuda One and the XDR product.
3. Value of Automation: Identifying automation as a key focus area, Michelle discusses ongoing efforts to enhance the productivity and success of partners. She shares plans to revamp existing programs like the ‘Coda Co-Sell,’ moving from quarterly to monthly, and making content readily accessible through digital sales rooms.
4. Embracing AI: Michelle underlines Barracuda’s pioneering use of AI, not as a new concept but as an extended application to enhance productivity and customer service. She elaborates on the integration of predictive analytics and AI in identifying security risks and patterns.
5. Leadership Evolution: Reflecting on her leadership evolution, Michelle acknowledges the significance of fostering team success over aggressive individualism. Her journey from a high-pressure, assertive leader to one who values trust and people’s success illustrates a transformative leadership style.

LINKS & RESOURCES

• Connect with Michelle on LinkedIn
• Listen to Unlocking the Benefits of GTIA with MJ Shoer & Carolyn April
• Flash back to Michelle Hodges: How to Build a Partner Program for a Remote World

The post Transforming Channel Strategy for AI at Barracuda with Michelle Hodges first appeared on Channel Journeys.