IT and Business Insights for SMB Solution Providers

Pax8 Adds Cloud Cross-Selling Tool to Refreshed Website

The new system is designed to help resellers maximize cross-sell and upsell revenue by identifying which cloud-based offerings a given customers isn’t using yet, gathering sales collateral for those products, and executing moves, adds, and changes rapidly. By Rich Freeman

Value-added distributor Pax8 Inc. has rolled out an updated release of its website equipped with a new feature designed to help its reseller partners more easily cross-sell and upsell cloud-based solutions.

Named Pax8 Stax and available free of charge to all of the Greenwood Village, Colo.-based company’s partners immediately, the new tool allows users to create a portfolio of all of the software- and infrastructure-as-a-service solutions they offer, and quickly see which ones a given client isn’t using yet but should be. The system then provides fast access to white papers, datasheets, demos, and other collateral pieces they can use to promote those products.

“It’s very easy to see what opportunities you have now and get the assets you need to help facilitate that sale,” says Pax8 CTO Michael Dehmlow.

Stax also includes move, add, and change functionality designed to help resellers purchase multiple cloud solutions from multiple vendors in varying quantities with a single click.

“We’ve taken a process that used to take quite a bit of time and literally reduced it down to seconds,” Dehmlow says.

Pax8 created Stax in response to feedback from resellers looking for simpler ways to maximize cross-sell and upsell revenue by tracking which of the solutions in their cloud portfolio each of their customers is or isn’t using. According to Dehmlow, most partners use spreadsheets to perform that function currently.

“We found that configuring a bundle upfront is time consuming and partners don’t want to spend the time to do that,” he says.

Like the rest of Pax8’s platform, Stax synchronizes with the ConnectWise Manage PSA platform to help automate billing and other operational processes.

The Pax8 development team, which utilizes an agile development methodology, plans to refine and expand Stax frequently based on user input.

“We’re really looking to go and execute on that feedback very rapidly,” Dehmlow says, noting that the company has already updated the system five times in pre-release testing.

Pax8 enhanced the integration between its platform and ConnectWise Manage last month, adding functionality that allows users to bill customers for cloud-based solutions in advance as well as in arrears.

In February, it added both Symantec Corp.’s Cloud Workload Protection solution and Webroot Inc.’s entire family of cloud security solutions, including SecureAnywhere Business Endpoint Protection and SecureAnywhere DNS Protection, to its product catalog.

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