As yet another year comes to a close this week, it’s customary for tech companies to reflect on their biggest accomplishments over the last 12 months. Experimental remote policies, new additions to tech stacks, major talent acquisition rounds and exceeding customer revenue goals commonly decorate year-end lists. But for some companies, it’s looking forward to the future that generates the most excitement.
While so much of 2021 was a trial run of navigating the perpetuated effects of the pandemic, leaders are finally touching down on solid ground and marching a little more boldly into a fresh Q1. Tech organizations aren’t simply looking to remain steady — they’re looking to gain momentum, increase their capabilities and, in the case of cloud solution company Pax8, expand their global footprint.
“This year, Pax8 launched its first international office in the UK and expanded into over 40 countries,” said Glenn Green, senior director of sales growth planning. “As a result, we are completely re-architecting our technology ecosystem and realigning our stakeholder model.”
As we encroach ever closer on the possibilities of 2022, Built In Colorado caught up with Green to discuss more of the coolest changes emerging on the company’s horizon and the massive impact he’s hoping to deliver to Pax8’s customers.
What’s the coolest project your team has planned for 2022? What makes this project so interesting or exciting to you?
This year, Pax8 launched its first international office in the UK and expanded into over 40 countries. We are assessing our processes, data architecture, tools and platforms to empower our continued global expansion. As a result, we are completely re-architecting our technology ecosystem and realigning our stakeholder model.
Using technology and data correctly is critical to Pax8’s continued growth. We can determine which motions are effective by automating processes, deploying targeted campaigns and tracking activity. We are incorporating technology to measure the effectiveness of marketing campaigns and providing the sales team visibility into account activity and partner buying patterns to help them achieve their goals. Additionally, we are improving our stakeholder support model by incorporating program management teams and strategic planning processes.
This project is a once-in-a-lifetime opportunity to build and oversee an entire technology ecosystem and its processes. Providing other departments with best-in-class tools and partnerships will enable Pax8 to continue its rapid expansion and achieve phenomenal success.
How will this project help you grow professionally or develop/strengthen important skills?
The revenue operations team plays a vital role in Pax8’s success and global expansion. We will be doubling over the next 18 months to keep pace with the company’s growth, creating a broad span of advancement opportunities across the business.
Data-driven decision making is crucial to achieving Pax8’s goals. We are investing in data management, reporting and analytic capabilities to enable all aspects of the business to become more strategic. Because we are integrating data-driven decisions across the company, this team directly impacts Pax8’s trajectory. Employees have the opportunity to learn and utilize critical thinking and problem-solving skills to redesign processes, systems and toolsets to achieve the company’s critical objectives. By applying the lessons learned in mature markets, revenue operations is crucial to Pax8 entering new regions successfully.
As the revenue operations team grows and we create new roles, employees will expand their responsibilities and develop long-lasting careers at Pax8. This kind of career growth is unique to Pax8 and often only seen at a company just beginning to hyperscale.
This project is a once-in-a-lifetime opportunity to build and oversee an entire technology ecosystem and its processes.”
What impact will this project have on your business and/or customers?
As Pax8 expands globally, adds new partners and vendors, and offers more solutions, utilizing data to drive decisions will become a priority. Understanding the return on investment (ROI) helps leaders determine the success of their initiatives to become more deliberate in their approach. It also enables salespeople to have more impactful partner conversations, increasing the value they provide and growing their book of business.
Through this project, the revenue operations team is completely reenvisioning and improving the effectiveness of Pax8’s sales, marketing and customer support teams. Having critical information at their fingertips enables these teams to build better programs and improve functionality.
Additionally, enhancing our internal partnerships ensures stakeholders are involved with strategy discussions to incorporate a data analytics component into all initiatives. Over time, this will provide historical reporting by offering visibility into the impact of organizational and industry changes. Through the work of the revenue operations team, Pax8 will become a more data-driven and effective organization, vital to driving the digital transformation worldwide.
