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Focus On The MSP: 5 Recent Partner-Friendly Changes At Axcient

Joseph F. Kovar

Under the leadership of David Bennett, who early this year joined Axcient as CEO, the company has made significant changes including making its technology easier to sell and to try and revamping its channel team to bring more focus on customers, not sales.

Simplified SKUs

Axcient now has a technology stack integrated end-to-end with a unified look and feel, and one that is fully automated, as well as a simple product line, Bennett said.

However, it wasn't always so simple, he said. "When I joined, we had 1,500 SKUs," he said. "We have 11 now. If you're a small service provider, how the Hell do you work with a company that has 1,500 SKUs?"

Axcient cut all those SKUs from the product line card in a number of ways, Bennett said. This included eliminating SKUs related to pricing, as well as cutting out tier-based SKUs based on data retention times, he said.

 
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Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at jkovar@thechannelcompany.com.

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