Zoom’s IPO Surges, But Company Still Has ‘a Channel Problem’

… Ingram Micro and Synnex.

Our message to Zoom inquiring about its go-to-market efforts went unanswered. But in the company’s Form S-1 Registration Statement filed with the SEC, Zoom noted: “We leverage this demand through an integrated set of routes-to-market that include direct sales representatives, online channel, resellers and strategic partners. Our direct sales force includes our field sales representatives as well as our inside sales team, and it is organized by customer employee count and vertical. Our channel team coordinates the activities of resellers and strategic partners to build a strong ecosystem that broadens our reach. Our online channel supports high-volume, high-velocity, self-service sales.”

Perhaps Yuan sees the potential in the channel in the same light as he sees investors, which he considers partners as well. Asked by Yahoo Finance yesterday if the sharp rise in its stock suggested Zoom left money on the table, Yuan said, yes, but characterized that as a good thing.

“When you are trying to win, you also want to your partners to win,” Yuan said. “If you lose, you won’t lose more than your partners. So, our business philosophy is always care about our partners, we want our partners [to]  enjoy our success. Leaving  money on the table is always good to see. That’s our appreciation for our new investors, who are new shareholders.”