RingCentral Solutions for Service Providers

New cloud business models are driving growth at TELUS

Changing markets and evolving technology

IP transformation has fundamentally changed the business voice market. Businesses are rapidly adopting cloud technologies, while employees are demanding modern communication features like mobility, video, and collaboration. This shift has heightened competition with new entrants providing over-the-top (OTT) services and service providers implementing hosted solutions.

TELUS saw an opportunity to differentiate and partnered with RingCentral to innovate faster than other carriers and provide greater value than stand-alone OTT providers.

“We knew immediately that RingCentral was different because they were born in the cloud.”

Craig Thornton

Vice President of Product, Business Mobility Solutions, TELUS

Challenging traditional business models

TELUS was immediately impressed by RingCentral’s industry-leading products and felt confident they could win unified communications market share with a user-friendly PBX replacement and forward-thinking collaboration and integration features.

The challenge for TELUS was to shift to a new cloud business model in an industry accustomed to traditional hosted software. Cloud models come with a different set of financial metrics. Upfront capex is minimal, shifting costs into ongoing SaaS opex. While the metrics are different than what carriers are used to, free cash flow is the great equalizer—and cloud wins.

TELUS saw an opportunity and made a bold choice to leverage a cloud model for improved free cash flow, faster innovation, and greater top-line growth.

Key success criteria for choosing a partnership with RingCentral:

  • Right economics: Maximize free cash flow while driving top-line growth.
  • Right partner: Accelerate channel adoption and implement SaaS growth strategies.
  • High velocity innovation: Provide a product roadmap aligned with TELUS’s vision of the future including integrations, collaboration, and mobility.
  • User-centric products: Deliver products that are easy to activate, easy to manage, and easy to use.
You live and die by the adoption within your channel. Creating a value chain that’s easy to sell and easy to deliver was critical in driving sales momentum.
Craig Thornton

Vice President of Product, Business Mobility Solutions, TELUS

Solutions

Fast go-to-market

TELUS leveraged RingCentral’s cloud and partner team—including Product Management, Marketing, Support, and Transport—to go to market much faster than traditional hosted solutions.

Sales momentum

Efficient value chains and in-the-field partner teams made the products easy to sell and easy to deliver, resulting in fast channel adoption and growth.

Integration and bundling

The strategic partnership provided access to RingCentral’s open API platform, cloud integrations, and SD-WAN alliances so TELUS can offer complete workplace solutions.

OSS/BSS simplification

RingCentral and TELUS built a seamless ordering and billing process that enables fast account activation and efficient account management.

The most innovative solution for all-in-one business communications:

The most innovative solution for all-in-one business communications:

Results

TELUS is paving the way for new growth models. After quickly acquiring tens of thousands of small business users, TELUS is now expanding the products upmarket and is experiencing early wins in the 500 to 1,000 seat accounts.

RingCentral has been the best partner I have ever worked with in my 21-year career at TELUS.
Tara Berrett

Director of Mid-Market Sales, TELUS

Get in touch with our strategic partnership team to learn about tailored carrier solutions.
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