Unlocking Hidden Gems of Zoom

Mark Jenkins, Head of Global Sales and Alliances at Zoom, highlights the platform’s incredible solution and opportunities for advisors to engage with customers. Zoom’s huge install base and brand recognition provide confidence to customers, resulting in a fast close rate. The platform’s roadmap includes AI, Contact Center, and WorkVivo, with AI Companion included at no extra cost. Zoom’s market momentum in healthcare, retail, and financial services offers huge opportunities for advisors, with differentiation lying in innovation, pace of delivery, and ability to close gaps on missing features or competitive challenges.

Introduction to Zoom Workplace

Alright, Telarus advisors. I have a treat for you. You and your customers have been unlocking the power of Zoom workplace for your clients to streamline communications, increase employee engagement, and improve productivity with your customers all over the globe. In fact, we know businesses around the globe use Zoom every single day, but like most technology, for example, this iPhone or maybe my laptop, you use the technology, but you take some of the feature functionality for granted.

You really don’t unpack all of the horse power that is available in the tool, in the platform. So here to shine a spotlight on Zoom, maybe unlock some hidden gems is our good friend, Mark Jenkins, head of global sales and alliances at Zoom. Mark, how’s it going? Welcome.

Best Practices for Advisors

It’s going great. Thanks, Tim. Thanks for the time today.

Well, thanks for taking a few minutes with me. I know we have a limited time, so I wanna get right to it. You know, we have advisers that that love to work with Zoom and collaborate with your team. Talk to us a bit about best practices. What are the what’s the best opportunity for advisors to create an immediate impact with their clients using your platform based on your unique strengths?

Yeah. Great question. Thanks, Tim. The impact is is really with the platform. Zoom has built this incredible solution, and it provides just so many different opportunities for the advisers to engage with their customers. Let’s break this down. Right?

We have a huge install base Yeah.

And massive brand recognition.

When you get into a conversation with a customer, they already know Zoom, and many customers love using Zoom. They know it just works. It gives them confidence. But what’s exciting and frustrating to me is they don’t know Zoom beyond meetings. Contacts into your phone, work, Vivo, AI, many customers just don’t know us for these products.

And as advisors, when you put Zoom on the map, you have a great opportunity to up to deliver really a a fast close rate because the customers already know and trust Zoom to deliver. What I’d love to see your partners understand is when they lead with Zoom, they rarely get blocked by a customer. Right? If you can’t sell meetings, sell phone. If you you can’t sell phone, focus on contact center. And if you can’t sell contact center, talk about WorkVivo. So the opportunities here to engage just multiple buyers, programs, projects inside of those customers is just absolutely huge.

Yeah. We see our teams working together with advisers all around the world. In fact, we were just talking about how you’re jumping on a plane to to head, head to India to to take care of advisers there. But, look, at the end of the day, we can meet customers wherever they are in their technology journey with Zoom and expand with their growth, with their sophistication.

Zoom’s Roadmap

Speaking of expanding, you guys also have an amazing road map. I know you can’t disclose everything. You know, you can’t disclose the top secrets, but what’s exciting on your road map that you can share with us that helps us just unlock even more power of the Zoom platform?

Yeah. It it it may be a little be a little cheesy to say. I I love, a lot of the new technologies we have in this road map. Right?

Between AI, contact center work, Vivo, we’re just delivering a ton of innovation and focus. What I love most about Zoom is that we’ve made AI really easy. Right? Many companies are on that start of that journey looking to leverage AI, and we have included our AI companion at no extra cost.

The Power of AI in Zoom

So that barrier to entry really is zero. And when you think about it, you know, nothing is more fundamental than human interaction, conversations, meetings.

For companies and business to business collaboration, that’s UCaaS. Right? If for customer interaction, that’s CCaaS. And when you apply AI into that mix, you just have this incredible context to drive this amazing value. And that’s really the opportunity that partners have to bring to their customers, all powered by Zoom. And when they get started with AI, they get to have all these other conversations with that customer. So I think that’s really the, the most exciting part.

Yeah. I love it. I hear less friction, better better results for the customer, right, across across all their customer experiences.

When it comes to customer experiences, you guys shine in a lot of verticals. But is there one that really stands out in your mind as, hey. We’re really differentiated here. We have tons of market momentum.

Zoom’s Success in Different Verticals

Is there a specific vertical or or customer ideal customer profile that you think we should lean into?

Yeah. We know I mean, we know health care is successful. Retail is very successful for us. Financial services, banking.

I would really love to challenge your advisors to just take a couple of minutes on their own. Right? Think about those use cases in those areas. And when you do, you realize that opportunity is huge. Right? In healthcare, telehealth, remote patient monitoring, hospital room of the future, we’re just touching the surface of of an area where there’s just a lot of transformation.

Financial services and banking, remote banking, working with high net worth individuals, branch transformation, all of that is made possible by Zoom when you put that industry hat on. So I think, really, the opportunities here are are literally endless. It’s really just about those folks using their imagination, seeing what they can they can come up with, and and getting that feedback from the clients. Right? These are areas where they’re looking for that help, to transform themselves.

Yeah. What’s interesting is some providers would answer that question with a very specific niche. But with Zoom, the opportunity is truly unlimited, and it’s almost, up to the adviser to create a match for where their strengths are. So if their strengths are in health care or manufacturing or retail or quick service, then they should be confident to bring you into that space. And, again, you reference just your your case studies, but case studies, marketing, we call evidence in sales. Right? Evidence disproves disbelief, and Zoom can arm our advisers with the evidence to help build confidence with their customer and also for themselves and their team to help advance sales in a confident way.

Building Confidence with Evidence

You know, when it comes to differentiation, you know, sometimes it’s a sea of same. Right? And we know Zoom stands out in the crowd. But what’s one or two maybe salient points? It’s something that Zoom can do that just other people can’t do. It helps make you unbeatable.

Zoom’s Differentiation

Yeah. That’s that’s a great question.

For me, that’s actually really easy. Something that Zoom can do that nobody else can do really is that innovation and and just pace of delivery. I mean, I I’ve worked in tech all of my career. I can honestly say that I haven’t seen a company that can match Zoom for delivering on new features, new products, all quickly and reliably.

I’m confident that you’ll see our contact center product be the fastest growth contact solution the market has ever seen. You can hold onto that. And what that means for partners, it’s really fascinating, is it gives them the ability to close gaps on missing features or competitive challenges at rapid place, potentially even when we’re even, in the the POC life cycle. Right? Yeah. That gives, you know, customers a huge amount of confidence.

It brings them into this journey with Zoom because they just know that we can we can deliver.

Parting Advice for Advisors

Awesome. Hey. Look. Our time’s almost coming to an end. There’s one way I like to wrap up these sessions, and that’s with something that sort of keeps you up at night you wish every adviser would do when it comes to Zoom.

You and I talked briefly before we got on. We get a chance to interact with advisers all over the place. What’s a best practice that you just wish everybody would do?

Yeah. That’s that’s a really good question. I have a phrase of of just try one. Right? I think when you come to these new product areas, it can be, you know, uncomfortable if you’ve been selling UCaaS for a while and you’re now thinking about how do I branch into different areas. I would love to see those advisors just try one contact center discussion. Just try one WorkVivo, discussion.

If they’re going into a customer and they haven’t turned on AI companion, that can be a great conversation starter. Doesn’t cost the customer anything, but it builds that relationship, with that customer from the adviser standpoint. So just try one.

Mark, I love it. That’s where we’re gonna end it. Just try one. We all have that even in our own life.

I love ice cream, but the way I learned to love ice cream is I just tried one bite. Right? And then one leads to another. If our advisors lean into Zoom, they try one, either one transaction with Zoom or in some cases, they turn on things like AI companion for one customer.

It’s gonna unlock a whole world of possibilities. Mark, thanks so much for your time. We appreciate you and all your team does for Telarus and our community of advisers around the globe. Thanks a lot.

Be great.