Earlier this year, Acronis announced a totally revamped pricing model for Cyber Protect Cloud in which users get a robust set of basic features at no charge and buy “advanced service packs” for more sophisticated functionality. Despite an extensive outreach campaign, partners are still adjusting to the radical rules switch.
“As with any change when you’re dealing with licensing and delivery, it’s challenging at first,” Hurley says. “Overall, we’re highly confident that what we deliver in the structure that exists today is much more streamlined for future growth.”
More specifically, he continues, the new scheme is simpler than its predecessor and more easily adapted to specific customer needs. Indeed, as additional advanced packs join the six now in market, Beloussov and Pulvermueller say, partners and their customers are likely to have 50 or more combinations of options to choose from.
Perhaps most importantly of all from Hurley’s perspective, however, the new licensing model is highly conducive to cross-selling and upselling. “A majority of our partners are coming to the table with something like backup, kind of the traditional stuff,” Hurley says. “The licensing scheme we have today allows you to quickly add on things like advanced security, email security, disaster recovery, all the capabilities that exist in the platform today, and streamlines that in a very easy way.”
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