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Top Gun 51 Profile: RingCentral’s Zane Long Says UCaaS Still Early-Stage Market

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…Channel Harmony, those that call in the cavalry and take advantage of RingCentral’s industry-leading channel team, those are the ones who get the deals over the finish line faster — and certainly more often.

CP: What are the components of a successful channel program? Are there things that used to work, but now don’t?

ZL: Partners want to feel prepared to have conversations about your product with their customers, and they want as little friction as possible getting what they need. For us, that means no-cost certifications, informative webinars and events, and a world-class partner portal. Through these initiatives, partners have access to the tools they need to be informed, empowered and excited to sell RingCentral products and services.

CP: What do you consider your biggest accomplishments in working with the channel?

ZL: My biggest accomplishment to date is building the RingCentral channel sales team and program into what it is today. My team is focused on fundamentals, obsessed with partner success and driven by results.

CP: What are your career goals going forward?

ZL: In terms of adoption, UCaaS is still a very early-stage market. There is still a lot of room for RingCentral’s market penetration to grow and my plan is to continue to grow our market share. We are also aggressively expanding internationally — the amount of opportunity with our partners in those markets is incredibly exciting.

CP: What sort of advice would give someone who is just starting out in channel leadership?

ZL: The key to your partners’ success is providing them with a program that is easy to transact, fair and responsive. Build your program in a way that does not hinder partners, but focuses on enabling them to be champions for your business.

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