Gain Efficiency
Common pain points associated with the value driver: Gain Efficiencies
1. Complex & Costly billing challenges
2. Slow, frustrating provisioning
3. Cannot make growth a priority (Time)
4. Customer dissatisfaction & churn
5. Poor Vendor Support
Define the value driver: Grow my business
Acquire new customers, increase wallet share of existing customers, and identify new revenue streams
Required Capabilities associated with the value driver: Reduce Risk
Defensible Solution Stack
Education, enablement and community
Do IT for me capability
Access to certified experts & frameworks
Operationalize vendor changes
Types of differentiators
1. Unique
2. Comparative
3. Holistic
These are the Positive Business Outcomes you're trying to achieve...
In order to achieve these outcomes, we agreed that these are your required capabilities you're going to need...
You'll probably want to measure these capabilities using these Metrics...
Let me tell you How we do it...
Let me tell you How we do it better/differently...
But don't take my word for it... (Proof)
Why Pax8? (Gain Efficiencies)
1. Billing Efficiency
2. Automation & Efficiency
3. Partner Support
4. Marketplace
5. Security
1. Growth focused partner
2. Fully vetted partner friendly vendors
3. Do IT for me services
4. Automated Billing , provisioning, mgmt
5. Access to peers & education
Define the value driver: Reduce Risk
Reduce business, technical and operational risk.
Definition of a "Unique Differentiator" and an example of one at Pax8
1. Attributes that aren't available at any other competitor.
2a. Automation and Efficiency
2b. Marketplace
Negative consequences of not being able to gain efficiencies
Increased overhead & time spent on vendor eval, billing, and provisioning/purchasing
Billing and tech support issues cause dissatissfactionm revenue leakage, and churn (customers, employees & revenue
Too much time spent on onboarding new customer or increment/decrement of licenses/services
Cannot win/serve bigger deals or keep pace with evolving customer needs
Cannot make growth a priority
Gain Efficiencies in billing, delivering, and supporting my customers
Why Pax8? (Grow my business)
marketplace
partner support
partner enablement/academy
automation & efficiency
partner services
Confident defensible security position
Standardized processes | Compliant
Mitigate Risk | Security best practices
Higher customer satisfaction & retention
Optimized workloads and workforce
The Pax8 Differentiators
Billing efficiency (C)
partner support (C)
Automation and efficiency (U)
Marketplace (U)
Partner services (C)
Partner enablement and Academy (C)
Community and Brand affinity (H)
Security (C)
ROLEPLAY: Tell a story about a partner that recently came to Pax8 with the issue of not being able to grow their business and what the outcome was.
Hope it was a compelling story!
2. # of invoices per partner, per year
3. # or % Reduction in revenue leakage
4. # of support tickets; # support tickets solved internally
5. # of partner enablement events
6. % uptime commitment
Positive business outcomes related to the value driver: Grow my business
Increased growth, profitability & valuation
Operational excellence - Increased speed to market
Grow standardized solution stack
Increased employee satisfaction and retention
Onboard Ideal customers
Why Pax8? (Reduce Risk)
Security Expertise and solutions
Partner Support
Partner enablement/academy
partner services
marketplace
ROLEPLAY: Open or closed trap question around the Billing Efficiency differentiator.
See Pax8 Value Framework book pg. 37 for example
Some defensibility around our Partner Enablement & Academy differentiator.
See Pax8 Value Framework pg. 46 & 47
Positive business outcomes related to the value driver: Gain Efficiencies.
2. More responsive customer support
3. Improved/optimized profitability
4. Fully vetted partner friendly vendors
5. Able to hire, retain and optimize talent
Common pain points associated to 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
Common pain associated with the value driver: Reduce Risk
Increased risk exposure
Vendor disruptions increase costs
passive or ineffective security posture
Inefficient use of employees
No options for sale, merger, cap raise
ROLEPLAY: Open or closed trap question around the Pax8 Marketplace.
See page 43 of the Pax8 Value Framework for examples.
Everyone clap :)