Axcient Partners Get More Support with Expanded Partner ProgramAxcient Partners Get More Support with Expanded Partner Program
Axcient has made significant investments in the partner program.
August 18, 2020
Axcient partners now have an expanded partner program that focuses on enhancing the operations of their business availability management infrastructure.
The program aims to help Axcient partners succeed in both sales and technical design. The company provides business availability software for MSPs,
Axcient has made investments in the program to help partners make more money. The company has also upped its enablement game with partner training, education and support, marketing programs and resources, sales support and communication.
Angus Robertson is Axcient’s chief revenue officer. He said partners wanted a more streamlined business planning process. They also wanted clearer distinction and benefits between tiers, and more investment into more engaged partners with greater spend.
Axcient’s Angus Robertson is part of Channel Partners/Channel Futures’ 2020 Top Gun 51. This program recognizes today’s channel executives who build and execute channel programs that drive partner, customer and supplier success. See the full list.
Axcient’s Angus Robertson
Axcient worked with its 12-member partner advisory council to update and refine the program, he said.
“Axcient is 100% channel; we do not sell direct,” Robertson said. “We have designed sell-through campaigns to help our MSP partners with their own sales and marketing. These sell-through campaigns have demonstrated success. One partner achieved a 25% attach rate for Microsoft 365 across all clients in less than 30 days after running the campaign. There is no charge for running campaigns for silver-and-above partners. Gold-and-above partners get marketing services support from the Axcient partner success team. Platinum partners get end-user leads assigned to them which Axcient captures and qualifies on their behalf.”
New Partner Tiers
The program offers four tiers including registered, silver, gold and platinum. Partners can move up levels to access increased resources and additional benefits by investing in technical training, joint business plans, go-to-market campaigns and product adoption.
Benefits by partner tier include:
Onboarding and training
Early access to new products and programs
Dedicated account manager support
Marketing concierge services
Additionally, Axcient provides channel support across all critical partner business functions. The goal is to accelerate the marketing, selling and servicing of Axcient’s products and services to end users.
Account executives will help partners uncover and drive opportunities, and align with the right people at Axcient. Those include technical support, partner success, sales engineering, product management and finance.
“A significant part of our new partner program is behind the scenes to support a best-in-class partner experience,” Robertson said. “We’ve identified 11 stages to our partner journey, including onboarding, growth planning, enablement, support, finance, etc. At each stage, we measure two to three internal KPIs, and then also measure partner sentiment at each stage, too. We then hold relevant Axcient departments accountable to both the internal KPIs and partner sentiment, and especially the delta between the two at each stage. We’re excited about this partner health score and it is a priority for continued improvement and visibility with our partners.”
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