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RingCentral’s Zane Long: UCaaS Opportunity In 2021 Is ‘Still a Land Grab’

“It’s not too late! … [Partners] have to step on the pedal” and now is the time for even more focus on the UCaaS opportunity in 2021, RingCentral’s channel chief Zane Long tells CRN.

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How did COVID-19 impact RingCentral’s business last year and how crucial were partners in anchoring the business?  

Without question, the channel program continues to be a key driver of our upmarket success. [In Q3 2020] Channel annual recurring revenue increased 59 percent year over year to $419 million -- that kind of growth is pretty significant and that’s due to the partners’ contribution. Partners continue to look at the program that we have built with Channel Harmony and the Ignite program that gives partners more control of the sales cycle. That contribution continues to grow due to maturity of the relationships, but also because the customers looking to move from the premise into the cloud are being guided by partners that we call trusted advisors to look at RingCentral as the choice to help them work from anywhere. When you look at the midmarket and enterprise customer segments, this is where the growth has been the most significant. Enterprise annual recurring revenue increased 55 percent year over year to $401 million.

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