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

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.

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Simplified Pricing

When Bennett joined Axcient, he said, he asked partners what are the main pain points related to buying backup technology, and found pricing to be a major issue. Most vendors bill for storage based on the number of users or on total capacity, both of which lead to overages, he said. Most storage companies also charge based on how long information is retained, with different pricing for tiers like two-year, five-year, 10-year, or 20-year retention, he said.

"I said, what about if we killed the notion of overages or storage capacity," he said. "What about if you priced it by the number of, say, [servers] you back up. It doesn't matter how big they are. So if you on-board a legal firm that has millions of documents, you know you've got the same price because you're backing up 50 servers. It's a defined price point."

The easiest way to think about price simplification is to look at how MSP contracts with Axcient have changed, Bennett said.

"Before, you could get one contract, and on one contract, the pricing could be based off of four or five different elements to give you that price," he said. "The problem with that, particularly for an MSP, is, how do you charge the end-user? ... It's really hard. So how can they understand if they are even profitable selling our technology? It's easy now to say, you have 30 servers, it's this price, and it's unlimited storage, unlimited retention. It should be really easy for them to say, 'OK, now I know what I need to go and charge my end-users.'"

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