the mid-market. There’s a perception that contact centres are big, traditional, monolithic based solutions, only for large enterprises, but now we can offer contact centre solutions that have integrations with CRM and sophisticated analytics that even a smaller organisation can take advantage of. That’s where we’re trying to extend the palettes for a reseller – they no longer have to worry about some of the competencies, as they can pass through opportunities to Nuvias UC to handle the deployment services. Q What market trends can you see coming over the next 12 months? MC: We see a movement, like most of the market, to cloud-based software solutions, and annuity-based subscription models are becoming much more prevalent. Obviously, there’s always going to be hardware sales for traditional resellers, that’s not going away in a market where HP has bought Poly and companies like Yealink are producing innovative solutions. But certainly, the trend towards cloud-based software solutions, AI- enhanced, omni-channel communication, and the CCaaS suite are all evolving. It’s no longer all about video, we’re now talking about content capture, compliance, and the evolving ecosystem around UC.
helps them make that first foray into selling at a consultative level. On top of this, we have a set of packaged solutions for resellers on migration, implementation and installation, so they can have a very clear outcome-based
We’re trying to extend the palettes for a reseller – they no longer have to worry about some of the competencies, as they can pass through opportunities to Nuvias UC to handle the deployment services.
pricing model to give to a customer. Q How are you able to help resellers be successful?
MC: One of the things that we try to do is help our resellers move away from the direct return type pricing and switch to a value-based outcome pricing that helps them to have a margin position that isn’t threatened by a race to the bottom. That means our resellers are competing on a solution outcome proposition so if they are in a competitive position, they don’t just bill for materials and get beaten up on a small margin. We demonstrate the value of the solution for the reseller that they can pass on to a customer. Q What are your aims for 2024? MC: Our main goal is to make sure that if resellers have a question about whether a market is for them, we are able to help them answer that question; and invariably the answer is yes. If a reseller feels stuck in a traditional technology pillar and doesn’t have the means to break out, that’s what Nuvias UC is about. Our DNA is in nurturing people to move to adjacent market opportunities and help them to flourish in a new segment with the minimum amount of disruption.
Q How are Nuvias UC helping resellers capitalise on these trends? MC: We have created some very specific packages for resellers. If a reseller wants to offer a contact centre solution into the mid-market, then we have a specific set of solutions there. If a reseller wants training around pre-sales, we have a package that
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