https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2023 MSP 501 Application
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2023 MSP 501 Application
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Telephony/UC/Collaboration


United States Map

RingCentral Pursues Legacy Cisco, Avaya Resellers for UCaaS Sales in ‘National Partner’ Strategy

  • Written by Edward Gately
  • February 16, 2018
"The new world is without a doubt UCaaS," says RingCentral channel chief Zane Long.
Channel Partners' Edward Gately

Edward Gately

RingCentral capped off 2017 with fourth-quarter revenue and profit that topped analysts’ expectations.

Software-subscriptions revenue grew 32 percent year over year to nearly $130 million. Annual recurring revenue for RingCentral Office, its UCaaS offering, grew 36 percent year over year to more than $466 million.

“The fourth quarter was an outstanding finish to a great year,” said Vlad Shmunis, RingCentral’s chairman and CEO. “This was led by our midmarket and enterprise business and further supported by continuing momentum from our channel partners. We further extended our leadership position in the UCaaS market driven by our relentless focus on innovation and commitment to customer success. We believe we are well positioned heading into 2018 and look forward to an exciting year ahead.”

Recent business highlights include: an Amazon Alexa for Business integration that allows the use of voice commands to join meetings, send text messages, listen to voicemails and make calls; and the addition of Latin America support – including Brazil, Peru and Argentina – to RingCentral Global Office, which is now available in 37 countries.

RingCentral's Zane Long

RingCentral’s Zane Long

In a Q&A with Channel Partners, Zane Long, RingCentral’s vice president of global channel sales, talks about the channel’s contributions to his company’s growth, and his plans for recruiting partners that have been working with Cisco, Avaya, Mitel and other competitors.

Channel Partners: RingCentral’s fourth-quarter revenue and profit topped analysts’ expectations. What’s fueling this growth?

Zane Long: There’s no question that our channel partners are looking at what their customers’ demands are, and today we know that customers are moving away from the premises-based hardware solutions and into cloud services, looking for UCaaS. And as these customers are looking at their partners as their trusted advisers to move them into this new territory, the partners we have are recommending RingCentral for that UCaaS opportunity that customers are asking for. The channel-partner program that we have here continues to drive a tremendous amount of revenue for the company; in fact, we’ve had quarter-over-quarter growth in our channel through 2017 and our bookings grew by over 100 percent year over year, which is a pretty extraordinary thing. But when you combine what we’ve done in the channel-partner program and what’s happening in the UCaaS market space with customers moving away from premises-based hardware into UCaaS-type solutions, it really is a perfect storm.

CP: There have been a lot of changes in this highly competitive market, with high-profile acquisitions. What’s your take on all of these changes and how they are impacting RingCentral?

ZL: It’s something we continue to recognize in the marketplace just through competitive-type opportunities that we engage in. Some of the acquisitions you’re referencing are what Cisco did recently (BroadSoft acquisition) — and there [are] some other acquisitions that are going on. And the truth of it is, we simply don’t see them in the marketplace competitively. What customers are looking for is a robust product like what RingCentral provides — when you look at our collaboration tool in Glip, and when you look at how we go to market with our partner community through what we call Channel Harmony. These are really some key components to the success of what we’re seeing at RingCentral, and comparatively our competitors out there are not …

  • Page 1
  • Page 2
  • Page 3
Tags: Agents Cloud EMEA Telephony/UC/Collaboration

Most Recent


  • online survey
    Kaseya MSP Survey: Growing Importance of Automation, Cybersecurity Remains Top Challenge
    MSPs will need to be up to speed on their security offerings to meet SMB demand.
  • Cloud Roundup
    Google Cloud Lashes Out at Microsoft, New Hurdle for Broadcom-VMware
    This cloud computing wrap-up showcases some big news and happenings at more under-the-radar cloud firms.
  • Joseph Chong Enterprise Connect
    ‘Collaborate Happy’: Zoom, Google Cloud, AWS Showcase New AI, Machine Learning Tools
    “Things that are not possible are possible,” said Google Cloud at Enterprise Connect.
  • Growth
    Okta Launching Updated Partner Program to Accelerate Growth
    Okta wants to engage with its partners more strategically.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Welcome Mat
    Ex-Telarus Exec Scott Forbush Leaves Upstack for PPT Solutions After 5 Months
  • Woman with questions
    Should We Just Call Master Agents Distributors?
  • Benefit, Plus Sign
    TBI, Avant Add New Cloud, Security Suppliers to Lineups
  • CIO
    ScanSource Hires New CIO to Lead Global IT Strategy

Upcoming Events

View all

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Channel Partners Europe

June 13, 2023 - June 14, 2023

Channel Futures Leadership Summit

October 30, 2023 - November 2, 2023

Galleries

View all

Is the Gap Widening Between Superagents and Mom-and-Pop Shops?

March 31, 2023

Kaseya MSP Survey: Growing Importance of Automation, Cybersecurity Remains Top Challenge

March 30, 2023

Google Cloud Lashes Out at Microsoft, New Hurdle for Broadcom-VMware

March 30, 2023

Industry Perspectives

View all

AI Spells the End of End User Security

March 30, 2023

Why You Should Include Audiovisual Solutions in Your UC Services

March 28, 2023

Selling Your MSP: Strategic vs. Financial Buyers

March 22, 2023

Webinars

View all

Give Customers the Power: How MSPs Can Leverage Cloud Choice

April 4, 2023

DE&I Dialogue: How the Right DE&I Initiatives Can Propel Your Business

April 5, 2023

Meet the 2023 Channel Futures Channel Influencers

April 13, 2023

White Papers

View all

6 UCaaS Reseller Challenges and How Real World Businesses Solved Them

February 1, 2023

Frost Radar: North American UCaaS Market, 2022

February 1, 2023

The Complete Guide to White-Label UCaaS for Reseller Success

February 1, 2023

Channel Futures TV

View all

Kaseya, Post-Acquisition, Expanding ‘Well-Regarded’ Datto Partner Program

Aryaka ‘Driving Value to the Channel Community’ with Throttle

March 24, 2023

Coffee with Craig and James Episode 121: Hewlett Packard Enterprise

March 23, 2023

Real-Life M&A: Advice for a Successful Channel Deal

March 13, 2023

Twitter

ChannelFutures

CP Expo preview: The "State of the Agent Market" panel will feature four rockstar partner speakers. Read a preview… twitter.com/i/web/status/1…

March 31, 2023
ChannelFutures

.@Dell launches #DellLatitude and OptiPlex PCs, and Precision #workstations, adds Apex Managed Device Service.… twitter.com/i/web/status/1…

March 30, 2023
ChannelFutures

.@KaseyaCorp #MSP survey shows growing significance of automation, #cybersecurity remains clients' top challenge.… twitter.com/i/web/status/1…

March 30, 2023
ChannelFutures

.@HP thanks partners, promises to reduce wait times and complexity across organization. #HPAmplify… twitter.com/i/web/status/1…

March 30, 2023
ChannelFutures

.@Kyndryl #layoffs impacting a percentage of workforce. dlvr.it/SllFbF https://t.co/Bo77KdJMpx

March 30, 2023
ChannelFutures

[email protected] makes #DE&I a priority year-round, not just for @womenshistmonth. “A constant cadence of activism… twitter.com/i/web/status/1…

March 30, 2023
ChannelFutures

📺 Tune into the latest CFTV episode, brought to you by @HitachiVantara, all about how you can identify your competi… twitter.com/i/web/status/1…

March 30, 2023
ChannelFutures

“Things that are not possible are possible,” said @Google's @behshad_behzadi at #EnterpriseConnect about generative… twitter.com/i/web/status/1…

March 30, 2023

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2023 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X