Strategy
they were in a different environment. We absolutely have to integrate all of that stuff
Channel incentives
UCN: “Virtual backgrounds and au- dio aside, what else is important in a video call, and how should your chan- nel partners sell these advanced con- cepts?”
PS: “That’s another big one that’s been coming forward, Bryan. People want to see the faces of everyone in the meeting, as opposed to just one, two or three faces. We’ve produced lots of upgrades in both of this area over the last few weeks and months. The relationship with the channel is interesting here. Upgrading the expe- rience is about more than just selling the system: it’s selling the idea and the concepts behind it.”
PS: “That’s why we had a very gener- ous channel program to energise and
into the breakout rooms, into the virtual backgrounds and other means of self-expression.”
enthuse and recruit channel partners. You know, for our customers point of view, the channel partner could clear- ly provide more than we could on our own. But they might be better: they could provide the more professional experience, with higher quality cam- eras maybe, and do that sort of like film type engagement with some of the events. We’ve seen benefits from a customer point of view for dealing with our partners. Like I said, we view them as a means of scaling in the market- place. Now, with Verizon, that doesn’t change. But the good thing, I think the integration and the acquisition of Blue Jeans by Verizon, is that we were a relatively small company. We were significant in the world of software as a service with well over $100 million dollars. But we had to go and compete with some major organisations like Mi- crosoft, Cisco. I think the benefit for us is now, as opposed to being one of the small players, we’re now one of the big boys in the marketplace.”
PS: “And yet, we’re still very partner friendly. That’s still key to our business
7
going forward. Verizon themselves are a very partner friendly organisation. It’s a marriage of likeminded people - likeminded organisations. And from our partners perspective, the size of the cake should be far, far bigger.”
Podcast available
Paul Scholey’s full interview is avail- able as a Podcast at:
www.ucnews.co.uk
https://bit.ly/3kFibcX
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