Pax8: Driving partner transformation in the age of AI

Q&A with Danni Munro, VP of Sales ANZ, Pax8

1. How would you describe your role in today’s partner ecosystem, and how has that changed in recent years?

My role is to enable partner growth by ensuring they are equipped with the tools, resources, and support needed to thrive in today’s channel. At Pax8, we see ourselves as more than a a cloud software provider — we are a marketplace that drives innovation, community, and education across the ecosystem. Our focus is on helping partners adapt to the “managed intelligence era.” This means transforming their own businesses first — adopting automation, mastering AI tools like Copilot, Copilot studios, Fabric and Azure Foundry and driving internal efficiency — so they are in the best position to take these solutions to their clients. The role has shifted from being transactional to becoming consultative and transformative.

2. What are the top three things you believe partners value most in a marketplace relationship?

- Enablement and Education – Guidance, training, and resources to help partners understand and execute with confidence.

- Innovation and Speed to Market – Access to cutting-edge solutions first, enabling partners to capture new opportunities quickly.

- Community and Support – A true partner ecosystem where collaboration, best practice sharing, and ongoing support help partners grow their business.

3. Beyond logistics, what services or support do you see as most critical for partners’ growth?

Partners need strategic enablement — marketing resources, sales coaching, business planning, and technical upskilling. More importantly, they need help with their own transformation: implementing AI and automation internally, modernizing operations, and strengthening customer engagement. A marketplace like Pax8 doesn’t just connect partners to solutions — we help them build readiness, execute with confidence, and lead transformation.

4. Which emerging technologies or trends do you see as particularly important for a marketplace like Pax8 to support over the next two years?

AI is already here, not something coming down the track. Across ANZ, many MSPs are already creating and selling digital workforce solutions, and demand is only increasing. Alongside AI, internal automation, cybersecurity, and advanced data analytics are critical areas. A marketplace must lead by enabling partners to adopt these internally first, so they can credibly take them to market for their clients.

5. What advice would you give a partner trying to evaluate which marketplace is the right fit?

Look beyond pricing and transactions. The right marketplace should feel like an extension of your business — enabling growth, building community, and aligning with your long-term goals. Ask: does this marketplace deliver innovation first? Does it provide enablement, education, and real support? And will it help me transform my business to meet the needs of the future? With the right marketplace partner, the answer to all three should be a clear “yes.”