Grow My Business
The definition of the value driver Grow my business.
What is Acquire new customers, increase wallet share of existing customers, and identify new revenue streams.
The definition of the value driver gain efficiencies.
What is gaining efficiencies in billing, delivering, and supporting my customers.
The definition of the value driver reduce risk.
What is reduce business, technical and operational risk.
The 3 types of differentiators.
What are Unique, Comparative and Holistic?
The number of CAMs on the Trader Joes team.
What is 28?
Two differentiators for why a partner who wants to grow their business would want to work with Pax8.
(Why us? - Framework Summary)
What are:
1. Marketplace
2. Partner Support
3. Partner Enablement/Academy
4. Automation & Efficiency
5. Partner Services
Must name 2 of 5.
Two metrics used to measure the value driver gain efficiencies.
What are:
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
Two common pain points associated with the value driver reduce risk.
What are:
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
Name 2 of 5.
Two ways Pax8 does security better.
What are:
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 year Joe Felton started at Pax8.
What is 2017?
Three common pain points associated with the value driver grow my business.
What are:
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
Must name 3 of 5.
What are:
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
Two differentiators for why a partner who wants to reduce risk would want to work with Pax8.
(Why us? - Framework Summary)
What are:
1. Security Expertise and solutions
2. Partner Support
3. Partner enablement/academy
4. Partner Services
5. Marketplace
Name 2 of 5.
Four of the eight defensible Pax8 differentiators.
What are:
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)
Name 4 of 8.
The RSM who has worked at Pax8 the longest.
Who is Alex Ulmer?
Happy Anniversary!
February 5, 2018
Three positive business outcomes related to the value driver grow my business.
What are:
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
Must name 3 out 5.
Four positive business outcomes associated to the value driver gain efficiencies.
What are:
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
Three requires capabilities associated with the value driver reduce risk.
What are:
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
Name any 3 of 5.
The definition of a Unique Differentiator and an example of one at Pax8.
What is:
Not available from any other vendor. Leading products or services that only Pax8 can provide.
Example:
- Automation and Efficiency
- Marketplace
The newest CAMs on the Trader Joes Team.
Who are Saiesh Jayaraman and Ryan Murdock?
WELCOME!!
Four requires capabilities for the value driver grow my business.
What are:
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
Must name 4 of 5.
A discovery question for the value driver gain efficiencies that would help me learn about before/negative consequences
What is:
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 may accept other question at their discretion.)
Four negative consequences associated with the value driver reduce risk.
What are:
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
Name 4 of 6.
An example of an open trap question around partner support.
What is:
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?
Lane Brennan's Title.
Who is Executive Vice President, General Manager of Sales, Americas?