Other new elements in Accelerate include a certification program for partners who wish to deliver professional deployment and integration services for Arcserve solutions, a new set of ready-to-go marketing campaign kits, and Arcserve’s first market development fund program. In general, only gold and platinum partners are eligible for MDF, though silver partners can qualify as well on a case-by-case basis.
According to Olson, the leadership team assembled by Arcserve CEO Tom Signorello since last fall has focused on rebuilding the company around two key themes: “easy to do business with” and “priced to win.” The new and simpler training program exemplifies the first of those priorities. A new rate structure informed by input from partners reflects the latter.
“I think in the past, prior to this new leadership team, there was an appetite to dig in on certain types of pricing,” Olson says. “We want to listen to our partners and make sure that we’re being very fair in pricing rather than managing kind of arbitrarily, let’s say.”
Arcserve has invested in an entirely new squad of outside salespeople since Signorello’s hiring as well. “When a partner finds an opportunity, we can help them by co-selling alongside with them,” Walker says.
Significant product updates under the new management regime include a refreshed version of Arcserve’s UDP Cloud Direct disaster recovery-as-a-service solution. Shipped in January, it’s designed to support recovery point objectives as low as 15 minutes at prices midsize businesses can afford. Thw system incorporates direct-to-cloud DRaaS technology acquired in July 2017 along with Zetta Inc., of Sunnyvale, Calif.