Channel Marketer Report


Axcient Fields Partner Success Team to Support Managed Service Providers

Axcient, a provider of a comprehensive set of business availability solutions, has staffed an 11-member team dedicated to ensuring its managed service provider (MSP) partners receive the highest level of service. The Axcient Partner Success Team provides onsite visits, periodic business reviews, regular check-ins and a single point of contact for partners.

The team’s charter is “partner experience first,” a press release stated. It serves as a main point of contact for any partner needs related to product support, partner enablement, marketing collateral, end client opportunities, and training. “Through this team, partners can be transparent with us,” stated Corey Banner, Director of Partner Success. “It’s a bi-directional relationship that allows us to develop a profitable partnership.”

All partners qualify for the program, Angus Robertson, CMO at Axcient, told CMR. “Our partners receive regular opportunities to engage with the Partner Success Team for training, enablement, best practices and support.”

Angus Robertson, CMO, Axcient

Strategic partners, he added, receive the benefit of a yearly strategic business review and ongoing check-ins designed to enable them to increase their operational maturity level and monthly recurring revenue.

The company has enhanced the marketing support it provides partners. “As we listen to MSPs about their evolving needs, we are implementing changes to our channel marketing program,” Robertson said. “In 2019, we invested in MDF for our partners to host lunch-and-learns and webinars for their current and potential clients. We’ve also hired specialists to help our partners market to their clients and train their sales team on how to position business availability.”

Axcient has invested in a “business availability” portal, which provides self-service access for all partners to co-branded assets, pre-built campaigns and sales training. In March, the company will launch “business continuity” assets and campaigns. In addition, it has invested in video on-demand technology so its partner success managers and partners can customize and run pre-built webinars for their target audiences.

“We believe Axcient partners need a personal touch and a dynamic partner experience, but also self-service options,” said Robertson. “In order for MSPs to scale their businesses cost-effectively and customize their marketing activities, marketing automation plays a critical role. We are enabling our partners in a way that is flexible and aligns with their go-to-market strategy.”

Axcient will continue to provide partners with leads directly from its own digital marketing programs, Robertson added, so partners “don’t have to do all the work.”