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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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Investing In The Channel

Since Bennett joined Axcient, the company has changed its entire marketing team starting at the top with the appointment in June of Angus Robertson as chief revenue officer. Robertson, who formerly served as Axcient's chief marketing officer, is now the company's channel chief, Bennett said.

Robertson controls four go-to-market functions including sales, marketing, sales engineering teams, and partner success teams, he said.

"When eFolder and Axcient came together, both companies had very different kinds of go-to-market strategies," he said. "eFolder was all very much channel-centric, MSP-focused. The old Axcient was much more of an enterprise kind of team. ... As part of this whole simplification processes, [we said,] who's our customer? How do we engage with them? How do we go out and do business with them?"
Axcient has since changed its whole selling process so that it is now more focused on inside sales, net-new customer acquisition, and an expanded account executive team to look after accounts, Bennett said. This includes looking less at how much business a customer is doing and more at that customer's maturity.
"[Our sales reps are] paid on business expansion within that account," he said. "So if once you get on-boarded as a customer, you then get an account exec. Every account exec then has a partner success manager as well that's there to help around on-boarding, enablement, training, how to use the piece of technology end-to-end. And so you've now got a cohesive team that's purely focused on customer success, not [on] getting a deal done. Because if you do the right things, well, more customers are going to buy from you, right?

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