How challe...

Question

How challenging is it to outsell competitors at Zoom? Teams surely is a problem.  Seems Zoom needs a little more of a broader use case and feature set to stay relevant.

Current Employee · Accepted Answer

Zoom still thinks they can compete with MSFT but they can't. There has never been an offering to truly compete, which is why Zoom succeeds in SMB market but barely exists in the ENT space.

Former Employee · Answer

It depends on what segment you are selling into. The enterprise space is pretty tough bc MSFT dominates the accounts you are selling into and UCaaS is a nice to have. I think SMB and Commercial have more staying power as successful zoom selling segments.

Current Employee · Answer

Most sales conversations are not about Zoom Meetings these days.

The platform  has evolved considerably, with hybrid office solutions, virtual events, telephony, contact centre, employee experience, conversational intelligence and AI all offering a way around the 'Teams' objection.

Current Employee · Answer

Teams is definitely a problem but Zoom trains us to sell a co-existence narrative where Zoom compliments Microsoft O365 in areas where Zoom is better and cheaper e.g. B2C video conferencing use-cases, conference room software, zoom phone, zoom contact centre, workvivo (EX platform) + few other areas.  The only product thats arguably better than Zoom is Teams Chat.

Customers only realise after the fact that for every $1 spent on Microsoft software, they need to fork up $9 in MSP spend for consultation, design, implementation, maintenance contracts, etc. In almost all h2h product comparisons, Zoom is cheaper, more feature rich and much easier to deploy and administrate.

Larger enterprises will often purchase Zoom for BCP (Teams will crash often) purposes and more recently, a Zoom purchase has become leverage to keep Microsoft honest at renewal time.

Your success also depends on your region. Zoom is definitely stronger on home court (USA) and struggling away (Rest of World).  Regional product marketing is weak so unless reps are speaking with customers, they usually don't even know our other products exist.  That means reps are relying on luck with timing when pitching to customers because they may have gone with weaker vendor simply because Zoom wasn't in the consideration bucket when they were in market.

If you have the ability to gently challenge a customers bias, demonstrate knowledge about Microsoft licensing/MSP costs and understand the use-cases where Zoom is stronger, you can sell and win.

Former Employee · Answer

The pandemic have accelerated not only Zoom revenue but also Microsoft Skype migration to Team. As of today, mostly Enterprise customers have deployed Microsoft Team intensively and there is no "complimentary tool" conversation which may convince them to use both anymore.  Customers are locked into Enterprise Agreement and  conversations are happening around security (i.e. MFA) . Collaboration became a commodity. Zoom is good at certain use case, but this is valid only for departmental rollout (few users) . In brief, to answer the question, is impossibile to upsell Microsoft in a customer with Ent Agreement (most of the Enterprise customer has it)

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Anonymous Q&A

How challenging is it to outsell competitors at Zoom? Teams surely is a problem. Seems Zoom needs a little more of a broader use case and feature set to stay relevant.