Numa, an AI platform historically focused on customer operations and fixed ops, is making a larger entrance into the sales side of the business as part of the company's broader effort to address the growing frustration dealers experience due to disjointed tech stacks.
The company says the expansion is possible, in part, because of its recent acquisition of Ficus, an AI sales platform founded by Lucas Florence.
To be clear on what's changing: Numa has always had some presence in variable ops, but the Ficus acquisition is designed to meaningfully deepen that, giving the platform dedicated sales tooling it previously lacked and extending its reach across the full customer journey in an updated way.
"Before this announcement, our core footprint was in customer operations and fixed ops, with less reach into sales and variable operations," CEO and Co-founder Tasso Roumeliotis told CDG. "Now that has shifted."
The same announcement highlighted a recent 200% increase in revenue and a dealer footprint of 1,300 rooftops across the U.S. and Canada.
Why this matters: The average dealer is running a fragmented stack, with service scheduling that doesn't talk to the CRM, sales tools that don't connect to retention, and customer conversations falling through the cracks at every handoff.
That problem isn't new, but it's becoming harder to ignore as margins tighten and every missed opportunity costs more.
Numa's argument is that the Ficus acquisition lets them connect more of that journey under one platform rather than adding another layer to an already crowded stack.
“Just as importantly, it fits alongside the systems dealers already use,” Roumeliotis said. “This is not about adding more software or forcing a rip-and-replace. It is about activating the existing stack so every conversation is captured, every opportunity is worked, and teams have shared context across the dealership.”
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More specifically: Roumeliotis said the goal is to establish what he's calling "Customer Operations AI,” a new category that "connects sales, service, and retention so dealers can operate with more visibility, accountability, and consistency."
On growth, he said adding rooftops by year-end would be welcome, but that he's more focused on where “deeper adoption” of the platform can occur for dealers.
Looking ahead: Whether dealers find that case compelling in practice and whether the Ficus integration delivers on it remain to be seen, but it’s a move worth watching.
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We unpack this with Jen Speerbrecher in last week's CDG podcast:
"DMS is Not the Truth!” The Unspoken Dealer Accounting Secret Costing Thousands (+ How to Fix it)
