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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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Is RingCentral gaining more partners as customers transition from premise-based solutions to cloud? 

With this kind of transformation, and let's be frank here, with the market at $75 billion for UCaaS with 8 percent penetration, if you're a really small partner, you're going to want to get in on that product. I have a saying that UCaaS isn't the product of the decade, it's the product of the century. When you think about other products out there today and the transformation speed in which customers are moving fast into the cloud, that combination makes sense.

Partners who were maybe prem-based UC partners are seeing their customers saying, 'I've heard about UCaaS and I want to see what it can do, so I want to introduce me to a UCaaS provider.' If that partner can't help them, they'll either go to another partner or a company like RingCentral directly and say; 'I'd like to learn more' and that partner just lost out on those commissions. It's a little pain-gain -- a partner can only withstand so much lose and that's what we've been seeing. They are making that transition from on-premise into the cloud. We are attracting and recruiting lots of those kinds of partners into our program because they don’t want to miss out.

 
 
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