10 01732 759725 very capable in what they do. They really understand that market. They really understand the Teams ecosystem, the Zoom ecosystem. And they understand how to migrate from legacy phone systems into those platforms as well. So the first factor is their technical capability. But the second thing we couldn’t do it without is the trust of the channel. It’s the channel that has helped us achieve that 250,000 migrations milestone. If we weren’t delivering a great service to the channel, which then enables the channel themselves to go on and satisfy their end users’ needs, we wouldn’t have been able to reach that milestone. I’m grateful to every reseller that has put their faith in us for that business. TR: How has your evolving partnership with Zoom helped accelerate seat migrations? JC: I think we have to look at the journey that Zoom’s on overall. Zoom are on a phenomenal journey to become much more channel-centric, and we see that with the executive hires they have put in place in the last 12 months, who are really driving hard that move to become more and more channel-centric. And, stating the obvious, that benefits everyone in the channel, including ourselves. We work closely with Zoom on migration projects. We work with Zoom resellers on migration projects. So that channel focus from Zoom is really helping us drive our services business into the channel, which, of course, leads to more migrations, not just around telephony. We now provide services around Contact Centre for Zoom as well. TR: Migrations is obviously a key service capability of yours. What are some of the other services Nuvias UC provides to the channel? JC: Looking at how we interact with the channel at a technical and a service level, the channel uses us in different ways. Sometimes, it’s just about using our really capable pre-sales technical & infrastructure, cloud solutions and, thirdly, services. This means we can be much more focused, much more specialised, much more agile in our decision-making, and we’re already starting to feel the benefits of that, after such a short amount of time. TR: Do you have examples of how that new structure has benefited your customers? JC: We are Zoom’s largest distributor in Europe, so let’s take Zoom as an example. Zoom obviously resides as a software solution in our cloud solutions business where, by the way, we’ve seen phenomenal growth of about 29% over the last 12 months. Our teams are not only working on Zoom software, they also integrate with our devices and infrastructure business on what hardware is required or what SIP trunks are required for a solution, and then work with the services business on the services a partner might be able to use around Zoom as well. That’s just one example. If I take our devices and infrastructure business, where we have a deep understanding of things like session border controllers from Oracle and AudioCodes, again, that team works very seamlessly with our services business on how we deliver a joined-up approach encompassing the hardware and the services that support it into our reseller base. TR: You mention your phenomenal growth with Zoom, which includes migrating more than 250,000 seats to Zoom and Teams. What factors have contributed to that success? JC: It’s a great question. We’re excited about the milestone, and it’s worth just highlighting that all of the services we provide always go through the channel. We are a channel-oriented business. We never sell direct to end users. That 250,000-seat milestone is made up of a couple of success factors. The primary one is the fact that our teams are very, As part of Technology Reseller’s Director’s Cut series of interviews with industry leaders, Joel Chimoindes, CEO of Nuvias UC, recently provided an overview of key trends in converged communications, including telephony, video, unified communications as a service and contact centre as a service. This is an edited version of our conversation. You can see it in its entirety on the Technology Reseller website. Technology Reseller: To start with, please could tell us about Nuvias UC’s new divisional structure and the reasons for making that strategic shift? Joel Chimoindes (JC): The converged communications market is maturing, and it’s also becoming more complex. At an end user level, a converged communications solution now requires so many different components across hardware, software and services that, based on feedback from our customers and our vendors, we felt we needed to become even more specialist than we already were in those individual areas. So we split the business into devices INTERVIEW With Joel Chimoindes, CEO of Nuvias UC Joel Chimoindes Q&A
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