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RingCentral Channel Chief On Challenging Cisco, Avaya, And Why UCaaS Is 'The Product Of The Century'

RingCentral's channel program's revenue grew 80 percent year-over-year, according to RingCentral's channel chief. The UCaaS player is doubling down on the channel and winning its fair share against longtime UC heavyweights, like Cisco and Avaya.

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Getting After It  

Zane Long, senior vice president of global channel sales at RingCentral, has been at the helm for three years now, and the UCaaS specialist is growing recurring channel revenue by leaps and bounds.

That's because RingCentral has made it a priority to stay on the cutting edge of cloud-based communications. The Belmont, Calif.-based company this month announced a partnership with Ericsson to improve provision of its voice services over cellular networks. At the same time, it also just revealed RingCentral Persist, a new offering that lets users maintain communications services in case of an internet failure, and expanded its Open platform RingCentral Embeddable and an extended API library, which lets users easily embed communications into their applications.

Long described RingCentral's channel success, and talked about how it's taking on the competition, both the longtime UC market leaders, like Cisco and Avaya, and its fellow competitors in the cloud, such as 8x8 and Vonage. Here are excerpts from Long's conversation with CRN.

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