I’m excited to congratulate Zane Long on being selected as a 2018 CRN Channel Chief for the second year in a row at RingCentral. The recognized executives on this annual list represent top leaders in the IT channel who excel at driving growth and revenue in their organizations through channel partners. Awardees are selected by CRN’s editorial staff on the basis of their professional achievements, standing in the industry, dedication to the channel partner community, and strategies for driving future growth and innovation.
Zane’s channel leadership has led to stellar growth in RingCentral’s channel partner bookings, with Q4 2017 marking the seventh quarter in a row where we saw over 100% year-over-year growth. The channel has also contributed greatly to our midmarket and enterprise business, with this segment now a $178 million annualized business that grew 76 percent year-over-year in Q4 2017. In addition, channel partners contributed over 35 percent to RingCentral’s overall bookings in Q4 2017, up from about 20 percent last year.
On the Partner Program side, Zane has been an invaluable contributor and instrumental in taking the program to the next level. In 2017, Zane led a global effort to expand RingCentral’s program internationally, resulting in new market penetration across EMEA. In addition, he made great strides with recruitment, staffing, and local partnerships in new markets. In particular, RingCentral saw great success with large enterprise deals generated from UK partners.
Another key accomplishment in 2017 was the launch of a one-of-a-kind program, Channel Harmony: One to Infinity, which has received great traction in the market and reinforces Zane’s commitment to the partner community. This program provides subject-matter experts in verticals and segments to partners to assist them in deals while paying the partner and direct team 100 percent, eliminating channel conflict on deals from one to infinite users. In addition, Zane is very committed to fostering the advancement of women in the industry by supporting female-based initiatives such as Women in the Channel and Women of the Channel, which are designed to better position female leaders in the UCaaS community.
As enterprises increasingly look to migrate away from legacy on-premises systems and make the move to the cloud, Zane has been a great champion for our channel partners, ensuring that they understand our business and have the right enablement support, such as certifications, trainings, and marketing tools to make it easy to transact with RingCentral’s 5 Star Partner Program. We are pleased that Zane is receiving recognition by CRN for his focused leadership, industry expertise, and team-player attitude to driving success in the channel.
For additional information, the 2018 CRN Channel Chiefs is featured online at crn.com/channelchiefs and will appear in the February 2018 issue of CRN.
Originally published Feb 14, 2018, updated Aug 07, 2020