Pax8 noemt zijn community het grote verschil: partners die elkaar eerlijk vertellen wat werkt en wat niet. Daarna over agentic AI: de managed intelligence provider guide met zes plays, beginnen met een assessment, prijzen per agent, workflow of uitkomst, verbruik begrenzen met 8os, en waarom je nu moet beginnen.
You were talking about the Paxate values. I think one of the biggest things that I basically noticed this morning is is the whole community, the Paxate community. Can you can you tell me a bit about that? Yeah. The community really has been what I would claim to anybody as our competitive differentiator. The loyal community that we built one conversation at a time, one partner at a time really is what makes... What sets us apart and I think what makes this event different. So many partners say that they come here because they wanna connect with other partners. And we learned that early. We learned that before this beyond event, we had something very small, which was a... We would show up in a hotel within a region that partners could drive to and we would tell them what we were doing. And that was... What we learned there was at the time it was just showing the vendors products that we added to our catalog. But the value of it was when we got partners up on a panel. And it wasn't a vendor and it wasn't even us. It was partners telling other partners, this is why I like this product. This is what I don't like about it. And that was... We saw, oh, there's something special here because they're honest. They're sharing learnings with each other. And so when we we built the company, we recognized that is such a special part of it and we never wanted to lose it. So everything we do really is with that eye on the community. So when Rob Ray talks about it, we really mean it. And obviously, he represents that better than anybody in the world in my opinion. And I mean, a visitor, you can really feel it because I can really feel the the community feeling and and and I think it's a it's a real vibe. So what would you say are the biggest challenges that you're currently seeing within the MSP community? Well, right now, this is this is similar but, unique for us this time in terms of how do our partners take advantage of this Agintiq opportunity. And when we first started talking about it and Scott started talking about it really really early, a lot of partners just trying to figure out how to keep the lights on and pay the bills and then slowly figure out how to add these services. I would say that now it's top of mind. And so I think the good thing is that most partners recognize I have to be a part of this. Some were not willing or interested in moving. I don't think we're dealing with that right now. Right now, I think the conversation has shifted into how do I make money? How do I create something that's repeatable? And how do I figure out how my work chains? And that's what we spend a lot of time on and you would have heard today. We make a lot of information available where we're sharing that learning. And one of those things is something that we call the managed intelligence provider program. That was really exactly how to do this. How do you get started? How do you have a conversation with your customer? And it starts with that. And then we've just added on to that. We announced something was deeper, the managed intelligence provider guide. And that puts everything that we do to help a partner deal with this challenge. We share the tips and insights and learnings from this community. We captured it in a guide. And you'll find that that has always been a big part of who we are. A lot of times hear like marketplaces or product led growth companies, they just wanna talk about the product and we're proud of it as we showed some things today. But this enablement, how do you teach somebody, help someone, give them a tip, that's always been a part of who we are. And I think a lot of the MSP partners that we see in the landscape, they kind of struggle because we talk a lot about AI, but I think the majority, they really struggle to actually build a paid service model around AI. That's the top of mind. That's the number one thing that I'm hearing right now, which is what do I charge? How do I package my services? Do I make it recurring? What we're hearing a lot of partners talk about is if they're educated in it, they're starting with an assessment. A flat fee. Let me talk to you about something and then we'll determine what becomes repeatable. And and so when we when we hear that, we've made some things available. Like we... That's how we build our own professional services. And we've got something for managed intelligence services. That's pro services around what we're talking about. We created what's called a transformation discovery assessment agent. And what we do with that is we have our professional services team work with this agent and our partner and we take that to a customer, we run this. And that's an example of how we help partners who are like not sure where to start. We'll run something like that and that creates an assessment and a road map of like here's some things that can help your customer, what they should do next. And you can turn that into recurring revenue, which is really a lot of partners are interested in because they're concerned about per seat use... Users going down. So what happens to my profitability and the economics of my business? This is an example of how you can take advantage of what you already know, which is turn that into a recurring service. And what I think is that AI, what we see is that also change the conversation that MSPs have with their end customers. Oh, this is spot on. Spot on. In fact, I'm gonna talk about it in a session that I'm giving tomorrow, which is you heard Scott talk about you need to be... And Microsoft as well. You need to be customer zero. Yeah. And so we were talking about that for the last year. We recognize now things are moving so fast. We were saying, oh, start with zero and then go to one. Now we're saying you can't do that. You have to do it in parallel. So even if you're not completely confident in terms of how to have that conversation, you need to start. Because if you don't, we're finding that there's others out there. They're referred to as AI natives. Somebody who can do a demo. They don't know the MSP space, but they're going to your customer and they're starting to show something. Or inside a company, they're they're experimenting. And and so we're telling our partners, you need to get into the conversation. Be a part of that conversation. And some of what we talked about today, eight OS and eight bot, is a way for partners to do that. Yeah. And I wanna talk a bit about the the guide as well because I know there's six plays in the guide. Yes. How do partners actually... Where do they start? How do they work with the guide? I step back, a lot of partners thought everyone has to build an agent, and that's one of the six plays. But we didn't assume that. So we built that playbook with with partners in our innovation group, those that had started a practice. So we used all that learning. We said, alright. The six plays are discovery, discover, buy an agent, sell an agent, build an agent, or implement an agent, and then manage. So those are the six. But our guidance is each partner can figure out what play they want to run. Now most of them are starting with Discover. And Discover is a great way to start because that's having a conversation with their customer. What are they worried about? What are their top workflows? What are their challenges? And a lot of our guidance is based on starting that conversation with what we call a value driver. Yeah. So we would go to a customer and say, well, what do you wanna do? You wanna grow your business? Do you wanna find efficiency? Or do you wanna manage risk? And based on what your customer wants, we can guide you into how to discover their needs and then turn managed intelligence services or package them around it. And it's really what I'm proud of, it's really detailed. The managed intelligence provider program, I went to the first workshop. There was about a 100 partners there. And I knew we were onto something because I think a 110 registered. And most of the time, we would say, well, if you have a 110 registered, you're gonna have about half of that. 55 will show up. Well, a 100 showed up. Room was packed. And this program has really detailed templates. It's not like here's what AI is. It says it says here's how you prioritize a workflow. Here's how you score it and then use that score to prioritize it. If you're... Another matrix, this is one that I love the most. We got a one pager that says, if your customer asked this question, this is what you should talk about. And it's that detailed. A lot of partners in the room, we actually printed out these templates and we made them available. And a lot of partners scanned them and incorporated them into their copilot to create their own onboard of customers. And so we make that available to our partners so they don't have to start from scratch. I think you you said the value word, so that kind of triggered me because I think that also changes the conversation that the MSP can have with their customer. But it also changes into I think outcome based. Yes. But I think there's still a long way to go in MSP lending. There's a long way to go. And now this is one that I every partner who's offering agentic services, I ask this question. Well, how are you charging for it? You know, is it... And I've heard of many things per agent, per outcome, per workflow. The the per outcome one is what I think a lot of partners are trying to figure out how to do best. And so there's a lot of examples out there, but I don't think there's one single model. But the good thing is inside of our program, in the managed intelligence provider guide, every play, we give an example of what a partner did. So when you read through it and you're like, okay. I'm gonna start here. You don't have to read all of them or do all the plays. You can pick the one you wanna start with, but each one has an example of a partner and what they did with that play. And I think that helps answer the question that you're asking, which is, you know, if I'm thinking about outcome based pricing, how would I do it? A lot of partners are finding a recurring model. Yep. Still per seat or per user, in some cases per workflow or per agent. But then they have like a tiered consumption model planned to be built on top of it so that they can manage cost. That would probably be the second thing that I I say we hear is that managing cost is a big concern. We did a study. We're doing quarterly small business studies. And one of... The the most recent one in in the third quarter, it revealed that I think the number was... It was as high as, I I wanna say 67%. Customers were shocked by a a bill that exceeded their expectations, you know, consumption based. And we're hearing a lot of that. And that's why when you hear what Scott talked about with eight OS, eight OS is a way you can manage and cap the consumption. And and that's a great way for partners to get into this conversation and demonstrate that there's controls built in from the from the ground up from us. And I think that should answer that question. I think one thing that really resonated this morning with the keynote as well was the whole tech set, the mindset, the skill set. It's so good. It's so good. We did that ourselves. And I can tell you that the most interesting thing about that, Nick shared this on stage. We started with the tools. And I think what we learned was we really have to start with a mindset. We have to think differently about how we're going about this rather than just pick up and change the tool or worse, just run it in this process that we never rethought. And so he talked about that, like redesign the process, automate it, and then apply the tool to it. That's been good guidance for us, and we're taking that out to partners. So what is success for the guide gonna look like if we stand here like in one or two years time? I know it's like a long time frame, right? Because I mean... Here's what I would say I would look for. First of all, the time to start. Read that guide and start. If I see that somebody as a result of going through that guide did something, meaning they signed up for a pro services that we make available or they read it and they took a look at eight bot or eight o s. It's get started. I I talked to one partner who... This is what he told me. He came to an event last year and he said, I was blown away and I read this report that you did. This was the Agenetic Workforce Economy report. And then he said, I froze. I didn't know where to start. I didn't know what to do. And he said, after I regrouped, what I decided to do is do something small. And what that small was for him was use the MCP server, which is the protocol for accessing data that we make available through that through that access, which is a more flexible way to access the data than an API. And natural language. Tell me all of my clients and their renewals that are coming up in the next thirty days. And he did that and then he showed his client and immediately he said, I got started. And that was all I needed to get this thing going. There's a lot of things that have to be discovered and figured out. But if you get started and you have a conversation, what you want is you actually want the first agent advantage. That might be copilot. But get it because the more that you have that conversation with your customer, you're defending your moat. Yeah. And you're preventing somebody else who might be AI native who can build something show up in your customer's backyard and try and intercept or impact that relationship that you have. And we believe that our partner community has the lead position because they've been trusted over years with their systems and now they're going be trusted, we believe, with managing intelligence. And I think that's also the stretch for a lot of MSPs because they have their own business and they have the change business and they need to change. Right? Because I mean it's like you mentioned AI native MSPs entering the market. I think that's gonna be a very big reality. This is something that I'm... Is really really interesting. You heard Haina? Yes. So a partner was asked to the stage to talk about how he went through it. That story, and for those that weren't here to hear that, this was somebody who got inspired by what we were talking about here, went back to their office, and they said we have to do this now. And I think it was the Agentic inflection report that did that. And so that report gave a lot of ideas on how to rethink this. So they started. And so he, like many, were like, well, should I start another business? This seems different. So should I start a MIP business and I have an MSP business? Should I have two? Should I have one? Should I sell this? Should I go after this? What he decided to do is put them together. And so we're seeing a lot of different examples of that. We have seen some that have decided I am gonna have two businesses. I have my MSP business, and then I have the MIP business. And in that MIP business, I might have somebody who actually can build agents or manage agents, and they work together. Or one references the other should you have that need. And so we're seeing a lot of different examples. And that's that's another reason why what you started with, which is the power of the community. That's why a lot of partners come here. Because they're gonna ask each other and like, hey, what did you do? And they really speak to each other. They They're really very open. I mean, oh my gosh. It's incredible. And they'll literally say, well, I'm thinking about building another business, keeping together. What did you do? And it's incredible. They're sharing. And I think it's because something that... Something came up in a in a partner advisory council meeting that the reason why I think that's happening is a lot of partners believe my unique position, what I know and what I do and how I serve my customers, that's really unique to me. It's my experience, it's my employees, it's where I live, and I'm pretty confident in that. And so I think that is enabling partners to talk to each other about sharing and learning. And I find that in this event, the sessions that are the best attended are sometimes it's here's what you should do to build an MIP practice. But the other side of that is here's the potholes or the things I wouldn't do or since I learned it, now I'm... I wouldn't do it the same way. Let me share with you what that was. That becomes almost as valuable, which is what not to do. Because if some partners feel like they're starting late, this is the conversation you want to have. Because they, alright, I haven't started yet. You did. What's the thing that you would tell me to do and what's the thing that you would tell me not to do? And then it goes. And then I think what happens is if somebody helped me as a partner, then I turn around and I share with somebody else. Well, this is what somebody told me and this helped me. You can have that. So if there was one thing that you would like to give as a key takeaway for the Dutch community, what would that be? I would say start now. Move now. Make a move. We make... We have a lot of material to give you advice and guidance on how to do that. Take advantage of that now. Don't wait. That's that's my biggest advice. And I would say based on what we just released today, I would say go check it out. It's early. And so what we're looking for is this is something that's really important. The power of the community is that when we add it up, it's big, collectively big. And so therefore, we have a lot of influence together. And so that influence can be felt by the feedback that we get from partners. So I would say don't wait, make a move, we have a few things you can do. If you're just looking at one thing to do, I would say download that guide and then talk to us about how we can help you.
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