Homepage This page's url is: -crn- Rankings and Research Companies Channelcast Marketing Matters CRNtv Events WOTC Jobs HPE Discover 2019 News Cisco Partner Summit 2019 News Cisco Wi-Fi 6 Newsroom Dell Technologies Newsroom Hitachi Vantara Newsroom HP Reinvent Newsroom IBM Newsroom Ingram Micro ONE 2019 News The IoT Integrator Juniper NXTWORK 2019 News Lenovo Newsroom Lexmark Newsroom NetApp Data Fabric NetApp Insight 2019 News Cisco Live Newsroom HPE Zone Intel Tech Provider Zone

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.

Back 1 ... 3   4   5   6   Next

Free Trials

Prior to Bennett joining Axcient, the company had trouble working with the smallest MSPs in large part because it did not offer them free trials of its offerings. "You couldn't try any of our technology," he said. "Speaking of dumbest things, that's clearly one of them."

Six weeks ago, Axcient started offering free trials, Bennett said.

"Now you can go on our site and trial our Office 365 solution, our secure sync and share solution, and our BDR (backup and disaster recovery) solution on-line," he said. "What is interesting is, before, when you didn't have a trial, you had to jump through like 100 hoops to get a trial. We did maybe three a quarter. We're averaging now about 120 a month. And we have been ramping it up."

The free trials in just six weeks have already resulted in conversions to sales, although Bennett said he wasn't sure the exact number.

"The best thing is, we're getting direct feedback from people interacting with the technology who know what's good and what's bad," he said. "So if you think about the whole simplification thing, you can understand, if you've got a bad on-boarding thing, well, we need to check how we on-board someone. If the UI (user interface) is hard to use, the trial process is a great way to get the feedback."

Axcient wants to get its technology into as many hands as possible to try it, Bennett said. "Even if [the customers] don't buy it, that's immensely useful for us to understand usability, where does it fit, what market segments, is it appropriate for here. It gives us insight without having to go do customer interviews all the time."

Back 1 ... 3   4   5   6   Next

sponsored resources