RingCentral Channel Chief On Partner-Driven Enterprise Success And 'The Golden Age' Of UCaaS
‘Customers are transitioning off a very old technology into a very new technology that offers them a tremendous benefit. It's easy for me to call it the product of the century and it’s the golden age of opportunity for UCaaS,’ RingCentral channel leader Zane Long tells CRN.
What is RingCentral doing differently that's resulted in its recent growth spurt?
That [number of partners added in Q2] has been about the number quarter over quarter, every quarter since I've been here, so there is attraction to what we are doing in the channel partner program coupled with RingCentral brand and the UCaaS market TAM [total addressable market], which is about $55 billion and 8 percent penetration. We talk about products in this industry being in the golden ages -- think about cellular phones when they first came out or when internet first became available -- customers are transitioning off of a very old technology into a very new technology that offers them a tremendous benefit. It's easy for me to call it the product of the century and it’s the golden age of opportunity for UCaaS.
Our partner community is able to monetize the product because their customers are telling them they want it, so it’s a beautiful combination of partners and customers that are very interested in moving into the new technology and leave behind the old technology, and more and more partners are coming to RingCentral to have an opportunity to be successful in the UCaaS space.