CBM: What does the road to recovery look like for you?
NB: I think it’s a positive picture. Inevitably, our business will be impacted by the seismic shifts sweeping the business world globally, but we’re only anticipating a change in the balance of our product offering and customer profile – rather than a reduction in overall business. We’re optimistic that the perfect storm of new government regulations and changing working practices will elevate the need for professional call recording as part of a wider digital transformation initiative for UK businesses. I’m sure it’s the same for many businesses, but the lock-down has provided us with a period of reflection and the opportunity to reset. So, we’re going to emerge with a sharper focus and a stronger team to support our new channel proposition.
CBM: What do you believe Channel Partners should be doing right now to protect themselves?
NB: We’re helping our channel partners to get on the front-foot – to be proactive and to be visible. We believe that now is the time to build on hard-earned expertise and confidently re-start conversations with old customers and new prospects. It’s a time to re-invent old-school marketing practices – with a focus on local geotargeting, community engagement, empathy-based messaging and social selling – to help grow a meaningful sales pipeline. Most of all though, we believe that developing long-lasting personal connections with the right kind of buyers is what’s going to ensure success.
CBM: How is your product set helping end user businesses during this difficult time?
NB: Our professional call recording platform allows end-user businesses to do three important things – and this fits perfectly with the new business reality of remote working and personal safety.
1. Record: Record reliably | Advanced analytics | Integrated solutions
2. Comply: Finance: MiFID II | Payments: PCI DSS | Payments: PCI DSS
3. Optimise: Business efficiency | Customer experience | Voice communications
Our cloud-based products can also be deployed quickly and easily with zero human contact, adding an extra layer of protection for our customers.
CBM: Will we see key shifts in technology following COVID? How will this impact your offering and development cycle?
NB: I think things are going to return to normal pretty quickly once we emerge from lock-down, but some businesses – especially in the Professional Services sector – are likely to want to maintain the high levels of flexibility that the social distancing restrictions imposed on them and retain a higher degree of remote and home working for their employees. Fortunately for us, our current product offering and technology roadmap is perfectly suited to this new business environment – so the key focus for us is getting new products to market as quickly as possible.