Grow my Business
The definition of the value driver Grow my business.
Acquire new customers, increase wallet share of existing customers, and identify new revenue streams.
The definition of the value driver gain efficiencies.
Gaining efficiencies in billing, delivering, and supporting my customers.
The definition of the value driver reduce risk.
Reduce business, technical and operational risk.
The 3 types of differentiators.
Unique, Comparative and Holistic
The year Joe Felton started at Pax8.
2017
Three differentiators for why a partner who wants to grow their business would want to work with Pax8.
(Why us? - Framework Summary)
1. Marketplace
2. Partner Support
3. Partner Enablement/Academy
4. Automation & Efficiency
5. Partner Services
Three metrics used to measure the value driver gain efficiencies.
1. Time to onboard new customers and perform moves/additions/changes
2. % of reduction of revenue leakage, reduction in hours spent on reconciliation
3. # of invoices per partner, per year
4. # of support tickets, # of support tickets solved internally
5. # of partner enablement events
6. % of uptime commitment
Three common pain points associated with the value driver reduce risk.
1. Increased risk exposure
2. Vendor disruptions increase costs
3. passive or ineffective security posture
4. Inefficient use of employees
5. No options for sale, merger, cap raise
Three ways Pax8 does security better.
Discover
• CompTIA-certified consultants that are technically enabled to demo and assist in best practices on product configurations in relation to a security stack
• Security consultants are versed in CIS Controls and other industry-recognized frameworks
• Consultants educate partners on stacks that meet cybersecurity insurance requirements
• No service requirements based on product selection
• Provide self-paced, instructor-led, and peer group courses to enable growth in security
Design
• White-labeled resources to assist in product up-sell
• CompTIA-certified consultants to help co-sell for new solution adoption
• Agnostic vendor selection allows creation of compliant solution stack
Deliver
• No service requirements based on product selection
• Marketplace services to offload complex projects to a team of certified engineers
• Pax8 Academy with self-paced, instructor-led, and peer group courses to enable growth in security
The RSM that has worked at Pax8 the longest?
Alex Ulmer
HAPPY ANNIVERSARY!!
Three common pain points associated with the value driver grow my business.
1. Can't grow | Revenue Stagnant
2. Servicing customers takes all my time
3. No standardized solutions stack
4. Lack of process & operational efficiency
5. Lost revenue from lack of cross selling and/or churn
Four common pain points associated with the value drive gain efficiencies.
1. Complex & Costly billing challenges
2. Slow, frustrating provisioning
3. Cannot make growth a priority (No Time)
4. Customer dissatisfaction & churn
5. Poor Vendor Support
Three differentiators for why a partner who wants to reduce risk would want to work with Pax8.
1. Security Expertise and solutions
2. Partner Support
3. Partner enablement/academy
4. Partner Services
5. Marketplace
Four defensible Pax8 differentiators.
1. Billing Efficiency (C)
2. Partner Support (C)
3. Automation and efficiency (U)
4. Marketplace (U)
5. Partner Services (C)
6. Partner Enablement and Academy (C)
7. Community and Brand Affinity (H)
8. Security (C)
The number of individuals on the Trader Joes team, including Joe.
29
Four positive business outcomes related to the value driver grow my business.
1. Increased growth, profitability & valuation
2. Operational excellence - Increased speed to market
3. Grow standardized solution stack
4. Increased employee satisfaction and retention
5. Onboard Ideal customers
Four positive business outcomes associated to the value driver gain efficiencies.
1. End-to-end automated, accurate billing
2. More responsive customer support
3. Improved/optimized profitability
4. Fully vetted partner friendly vendors
5. Able to hire, retain and optimize talent
Four required capabilities associated with the value driver reduce risk.
1. Defensible Solution Stack
2. Education, enablement and community
3. Do IT for me capability
4. Access to certified experts & frameworks
5. Operationalize vendor changes
The definition of a Unique Differentiator and an example of one at Pax8.
Not available from any other vendor. Leading products or services that only Pax8 can provide.
Example:
- Automation and Efficiency
- Marketplace
The two newest members of the Trader Joes team.
Ryan Murdock and Saiesh Jayaraman.
WELCOME!!!
Four requires capabilities for the value driver grow my business.
1. Growth focused partner
2. Fully vetted partner friendly vendors
3. Do IT for me services
4. Automated Billing , provisioning, management
5. Access to peers & education
A discovery question for the value driver gain efficiencies that would help me learn about before/negative consequences
1. Walk me through your billing process. How much time to you spend on billing reconciliation each month?
2. Tell me about the top three procurement, billing, and support pain points. How does this affect your team?
3.Can you tell me about how you would continue to grow your technical support coverage without over committing on personal and training costs?
4. How do you know if the technical support you receive from your vendors and providers delivers on your expectations?
(Judges can approve another question if correct.)
Four negative consequences associated with the value driver reduce risk.
1. Loss of customers, entire business, and/or personal reputation due to events outside provider's control
2. Disruption from vendor — constantly changing partner programs, pricing, promos, and platform updates
3. The business or its customers suffer a security incident
4. Too many tools/services (tech debt) are costly to maintain
5. Ineffective allocation of staff resources (e.g., using an L3 tech for an L1 task)
6. No optionality when it is desired
An example of an open trap question around partner support.
1. One Number to Call: How long did it take you to work through that process? What was the result of the customer's experience? Have you had this same experience with other vendors?
2. Resolve Issues Quickly and Reliably: What did that experience do to your relationship with the customer? With your employees?
3. 24/7/365 Support: How do you handle support for your marquee customers? What expectations do they have when it comes to after-hours support? How does that affect your employees?
(Judges can accept another answer if correct.)
Lane Brennan's official Pax8 title.
EVP, General Manager of Americas, Sales