Joe Payne - Former CEO, Eloqua

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


  • Social Networks: Use internal networks (Jive, Chatter, etc.) for communicating about customers, deals, and personal happenings


  • Desktop video and video conferencing is extremely useful
    Video holds people accountable