From the desk of Rose Bentley

As I reported when we announced our results for the second quarter of 2022, we entered the third quarter with a record pipeline of opportunities that we are converting at an accelerating pace.

In this latest edition of my CEO Dispatch, I’ll shed a little light on what deals we’re winning and, as important, why we are picking up momentum in the year’s second half.

What We’re Winning

Among the signature wins of the quarter so far are a directly sourced engagement with a global investment bank and, through our previously announced partnership with GovSmart, a significant contract with a unit of the U.S. Department of Defense.

The former is one of the premier companies in its category, with offices spanning all the world’s major financial centers. For the latter, we needed to demonstrate the ability to manage a live broadcast from a ship at sea while incorporating video downloaded from a drone – and do all this while complying with the stringent security constraints you would expect would pertain in a Department of Defense use.

That Department of Defense win attests to something we are hearing again and again from enterprise customers: Qumu truly understands enterprise security. Our enterprise security competence has been instrumental to wins in other security-conscious categories, including financial services and health care.

Why We’re Winning

Our security competence is but one of many other factors contributing to our accelerating win rate. Three other key factors include:

Our partner-led sales strategy is opening doors. In the first half of 2022, more than 80 percent of our new bookings were sourced or influenced by partners. Looking ahead, we are now operating with – and investing in – a true channel team to sustain and build on our initial partner-led successes.

Our partner integrations deliver superior value and experience. The integrations we have built with complementary technologies from our partners provide customers with a single command center through which they can seamlessly manage all aspects of their enterprise video needs. With our partners, we make sure all components work intuitively and reliably with the Qumu Enterprise Video Platform. As a result, customers realize all the value of these additional capabilities without having to build their own solutions from multiple suppliers – and we can credibly compete for more sizable opportunities.

Our people excel at what they do – and the word is getting around. I hear it time and again. A prospective customer doing its due diligence on us tells us they hear nothing but good things about Qumu. We are building an enviable list of enterprise clients and among them we have earned a reputation for going above and beyond to solve problems while at the same time being easy to do business with. “I’ve never had this kind of process go so well” a customer recently told me.

Now that’s a competitive differentiator that is truly tough to match, a tribute to everyone at Qumu and the primary reason I remain so confident about our prospects in the balance of this year.

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