Zoom has expanded its partnership with Nuvias because of the distie’s specialised approach, according to CEO Jeremy Keefe.
He said that the appointment as pan-European distributor of Zoom solutions was fueled by its status as a UC specialist, rather than a broadline distributor.
The agreement will allow partners to provide Zoom licences to their end customers in a bundle through the wholesale model, as well as work on a commission basis – selling licences under an agent agreement announced last year.
The Chief Exec added that the distributor’s relationship with the communications channel is particularly valuable to the video conferencing provider.
Speaking to UC Today, Keefe said that the distributor is now focusing on selling licences as well as office-based solutions.
He said: “We give Zoom a specialist UC focus; it’s our only focus and we believe that our knowledge around the channel partner community, the service provider, the ITSP community is valuable to Zoom as they try to get the right partners on board.
“As we prepare for people to move back to offices, I think it’s an exciting time because, obviously, Zoom has taken off with the home working but there are also lots of enterprise agreements being signed”
“So, for us, the next evolution with Zoom is to go gung ho in not only licensing, but making sure that we provide the right office-based solutions for when people go back to offices, so they get an enhanced experience in the office and from working from home.”
Keefe added that he believes the success of Zoom, in the face of collaboration solutions, has been as a result of its willingness to work with UC vendors.
Collaboration is Key
According to the Nuvias CEO, partnerships with the likes of Poly and Yealink have made Zoom appealing as businesses are not tied down to a system after purchase.
The firm has also cemented itself as a true UC provider after seeing adoption of Zoom Phones skyrocket.
He said: “If you look at Zoom, they’ve collaborated with a lot of the people to provide solutions and choices to the end-user.
“It’s not just the choice but the availability to switch between different platforms. What Zoom has done really well to compete against Teams is they’ve collaborated with some top platform providers to enable them to sit as a collaboration tool.
“Talking with Ravi Patel (EMEA Channel leader at Zoom) and his team, they see a huge opportunity for them to coexist with other platforms in the enterprise environment and work with audio, screen and standalone manufacturers so that employees can plug in any solution and jump on a call.”
