Zoom Phone & UCaaS Leadership (by GIS): Zoom Phone for Multi-Site & Global Organizations (by GIS)

Buying teams are drawing a harder line between what they will fully automate in their global calling environment and what they expect a partner to monitor, and own. For multi-site phone deployments, prospects now ask earlier who configures, who supports and what is automated day to day. This shifts discovery from feature checklists to concrete runbooks for provisioning, routing changes and incident handling. Deals move faster when sellers show a clear split between automated workflows and human intervention across sites, and regions.

• Prospects stall when they cannot see who owns number moves, routing changes and site cutovers across regions.
• RFPs now score partners on automation coverage and support boundaries, not just platform capabilities.
• Champions need simple language to explain operational ownership to security, networks and finance.
• Clear automation versus human-touch mapping shortens security, legal and operations review cycles.

Teams that win these deals walk prospects through a concrete operations map instead of a generic platform demo. They show which tasks are automatically handled in the phone system, like standardized user provisioning flows, number assignments and scheduled site rollouts. Then they call out which events trigger human involvement, such as complex global routing changes, emergency reconfiguration or region-specific compliance checks. Sales and solutions teams use this split to set expectations on SLAs, support queues and handoffs between internal IT, and the partner. This gives operations leaders a clear picture of how a multi-site deployment will run on a normal Tuesday and during an outage.

Update your standard discovery and pitch this week to include a simple slide or section that lists three global calling workflows you can fully automate, and three that your team actively manages, with clear ownership and response expectations for each.

• List the top 10 recurring operational tasks in current multi-site phone deals and tag each as automated or human-managed.
• Build a one-page operations map that shows automation versus human intervention by task and by region.
• Train reps to ask prospects early how they currently handle number management, routing changes and incident response.
• Incorporate the automation versus ownership map into your next three late-stage deal reviews.