Managing Distributed Workforces

Joe Payne, Former CEO Eloqua and BoD at Dealertrack, Cornerstone OnDemand, Plex Systems and Trackmaven

Joe Payne was the Chairman and Chief Executive Officer of Eloqua, a leader in automating demand generation. Joe served as the company’s President from June 2007 to September 2012. He currently serves as a Director on four SaaS boards: Dealertrack (NASDAQ: TRAK); Cornerstone OnDemand (NASDAQ: CSOD); Plex Systems (privately held); and Trackmaven (privately held). He also sits on the advisory boards of Mintigo and Gold Lasso.

Summary Notes on Managing Distributed Workforces

• Best Practices
  • Cadence
    • Hold weekly meetings virtually, quarterly meetings in person, and biannual meetings live with the entire company
  • Technology
    • Social Networks
      • Use internal networks (Jive, Chatter, etc.) for communicating about customers, deals, and personal happenings
    • Video
      • Desktop video and video conferencing is extremely useful
        • Video holds people accountable