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Evolution The focus on channel selling is a key indicator of the growth that Maris alludes to. The other arm to this growth is communication. Although Zoom may be a household name, according to the EMEA CEO, the vast majority of businesses and consumers only look to Zoom for video conferencing. This year, Maris is keen to emphasise all of the solutions that Zoom can provide. “We’re in the middle of a transformation. The company is completely changing. A couple of years ago, we were a meetings-only company, today we’ve got a full platform. The problem is nobody knows about that. “Our internal overviews show that 56% of the decision-makers claim that they know what we do as a platform, but when I speak to customers I think it is less than 10%. “I think our product development is spot on. The biggest challenge is making it known to the market that we actually do these things. When we meet a customer, they don’t know that we can provide scheduling, telephony, or contact centre solutions. “Our focus is really getting that message across to people and getting them to understand that we do so much more than the meetings. That’s really, I think, our biggest challenge.”
touch partner lead sales model and the partner side as well,” said Maris. “My focus is bringing those two together because, if you start to get your own sales force working closely with partners and they understand our value proposition, good things start to happen. “In turn when those partners see that their customers are happy with what they’re delivering, those partners are going to be sticky and are gonna stay with us.” Maris added that the UC&C provider will be making a more concerted effort to tailor their proposition and route to market to the different geographies they operate in. “We need to figure out the right way to go to markets for the different regions we operate in. That’s more of an internal problem, before I came there wasn’t an EMEA leader, so everybody was reporting to the US. “We need to take in the local cultures, the local nuances, understand these markets and decide who are the right partners for each region. There are differences in languages, capabilities and data centres to think of, which need to be part of our go-to-market plan for EMEA. “It’s all about making sure that we do what’s right for the EMEA market and not necessarily what people in the US believe makes sense.”
Although Zoom may be a household name, according to the EMEA CEO, the vast majority of businesses and consumers only look to Zoom for video conferencing. This year, Maris is keen to emphasise
all of the solutions that Zoom can provide.
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