technologyreseller.co.uk 11 volume hardware is going to continue to be challenged. While we’ve seen a slowdown in that volume space, there’s been an acceleration in value hardware, solutions like Oracle and AudioCodes and that integration of legacy into new world platforms. As I’ve mentioned, our software business, our cloud solutions business is growing well, and we see that predominantly being driven by the likes of Zoom, but we also see good growth in Oracle, in AudioCodes and Pexip. And our services business is doing well because it is attached to that value and software business. How does our divisional structure help? Well, by putting our business into three very specialised divisions, we trult understand what’s going on in the market. It means the marketing we do, the partner enablement and the recruitment we do and the services we offer are very, very specific to the divisions they sit in. We can therefore align our capability, our capacity and our resources with those different market growth trends. TR: What can we look forward to from Nuvias UC in the rest of 2025? JC: As I said in our All Hands internally the other day, the only constant is change, and we will continue to evolve our business alongside changes in our industry. We will continue to deepen our relationships. We’ll expand our vendor portfolio, selectively I should add, looking for vendor partnerships that add to our ecosystem of solutions. We’ll announce some more of those in the months ahead. We’ll double down on our divisional structure. We’ll go faster. I think we’re quite agile as a business, but I always want us to be more agile and to make sure we are really attentive to our customers’ needs. That is super important, Those are the areas we’ll be focusing on. https://nuvias-uc.com/ TR: Where are you implementing AI? JC: When we started on the journey the fail fast mentality was absolutely key– we looked for big projects we could implement, where we were going to get big productivity gains. And that approach didn’t work for us. What we have now are little sparks going off from AI projects throughout our organisation, and they’re really starting to bear fruit. To give you a couple of specific examples. We built an AI engine called Nisha Nuvias, or Nisha AI as we refer to it internally, which is designed to answer pre-sales technical questions from our sales teams and, in the near future, from our customers as well. This allows our pre‑sales teams, our solutions architects to focus their efforts on complex customer needs, as opposed to having fairly simple product conversations. Then, on our website, we’ve recently launched an integration between Nisha AI and our ERP system, which allows partners to ask ‘where is my order?’ and Nisha AI will tell them where their order is currently and allow them to track it through the process. These are just two examples. We have examples in finance, in marketing and in vendor operations as well. TR: What trends are you observing in the market now, and how does your divisional structure help partners take advantage of them? JC: The trends are mixed, and they’re mixed within devices & infrastructure, cloud and the services business as well. Let’s start where it’s been slightly painful. That volume hardware business around things like MTR, video devices in meeting rooms, has matured quite quickly and has slowed down for numerous reasons – the fact that the market is slightly over-saturated post-Covid; ASPs coming down; and a reluctance to spend from enterprise organisations. I do think guys to support our resellers in demonstrations or customer end-user discussions. Or it may be the fact that when that moves on, they need help with the design of solutions and systems. It may be the fact that they need help with the implementation of those solutions. And of course, after that, it might be around managed services as well. So services are an extension of our portfolios. I always use the phrase they are designed to enhance the capability and the capacity of the channel. And, again, it would be remiss of me if I didn’t point out that we’re now the most accredited Zoom distributor globally able to deliver services on their behalf. But it’s not just Zoom we deliver services for. We deliver services for Oracle and AudioCodes. Microsoft, of course, is a large ecosystem for us. And we provide services for hardware vendors as well, like Yealink and our newest vendor Neat. TR: Migration services aside, what other services have your channel customers really embraced? JC: We’re seeing a high demand for CX contact centre services because the contact centre market is growing at around 14% CAGR. That continues to be a really great opportunity for partners. Obviously, AI and how you monetise AI is a hot topic. There’s some confusion in the channel, because while our vendor partners generally talk about AI in terms of products and features, what the channel is really interested in is how to monetise AI. So, when we talk to our partners, we talk about how we can help them build services or how can we give them a service that allows them to monetise AI. What do I mean by that? It’s about going into an end user and helping the end user to assess whether and how they can get business productivity out of AI. This is a journey that Nuvias UC is on as well, so the learnings we’re taking on board as we implement AI in our own organisation, we’re then building into services we’re able to take to market. INTERVIEW
RkJQdWJsaXNoZXIy NDUxNDM=