What happens when a telecommunications reseller transforms into a cloud contact center pioneer? Paul Jarman, Founder and ex-CEO at NiceInContact navigated six major technology waves, from premise to cloud, single-tenant to multi-tenant, voice-only to omnichannel, and traditional analytics to AI-powered automation. Paul has learned why most AI implementations fail the "looks good vs. gets used" test. His framework for AI adoption focused first on agent efficiency wins like automated after-call work, then real-time analytics, before attempting full automation. But Paul's most contrarian insight centers on market consolidation. While everyone debates which layer will dominate — CRM giants like Salesforce, contact center platforms, or AI-native companies — he predicts CRMs will lead through acquisition rather than innovation. His reasoning: they have the market cap and megaphone, but lack the stomach to deploy thousands of developers for multi-year contact center rebuilds. Topics Discussed: AI evaluation framework distinguishing between solutions that "look good" versus systems customers actually deploy and use Vendor assessment process for self-service companies revealing enterprise readiness gaps and integration challenges CRM consolidation prediction through acquisition rather than internal innovation due to development resource requirements Agent efficiency automation starting with after-call work and real-time analytics before attempting full workflow replacement Market valuation challenges for CCaaS companies facing decelerated growth and investor uncertainty about competitive threats BPO transformation difficulties using railroad-to-airline analogy explaining why service providers struggle becoming AI innovators Bank branch automation parallel predicting agent role evolution with routine task automation but persistent human judgment needs Listen to more episodes:  Apple  Spotify  YouTube