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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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Since you've joined RingCentral three years ago, how much has channel business grown?  

In terms of revenue generation, the channel program has reached over $180 million in annual recurring revenue -- this is an 80 percent year-over-year growth.

What we are seeing is customers are making these transitions from on-premise solutions to the cloud. I like to call our channel partners the trusted advisers to their customers. Customers are saying, 'Introduce me to a UCaaS opportunity.' I've never before seen a product where customers are going to the partner to say; 'bring me to an opportunity,' -- it's always been reverse, with the partners saying to customers; 'You need this opportunity.' We can take any segment or size of customer and we have sales reps that can talk to any customers we have, like an enterprise or SMB, we have that segmentation. The channel contributed a record number of seven-digit total contract value deals for the quarter -- that's a little more than 70 percent of the seven-digit total contract value deals that came by way of partners, which doesn't surprise us because partners have those kinds of valued relationships with customers.

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