 Welcome to JSA TV, the newsroom for tech and telecom professionals. I'm Jamie Scott-Oktay of JSA here at Channel Partners Evolution Show in the Chorus Communications Lounge. And joining me here today, I'm honored to say we have Zane Long. He is the channel chief of Ring Central. Zane, welcome to JSA TV. Thank you very much. Happy to be here. Happy to have you. Ring Central, of course, a name that we've seen. Great, great brand. You have several key differentiators, particularly when it comes to a channel program. Can you share them with us? Absolutely. You know, it's been interesting. I've been with Ring Central now for two years and nine months, though running channel partner programs internationally and nationally for 19 years. And this is really the first opportunity that I've had to build what I call a pure channel partner program. And the definition of that is an opportunity for channel managers to do exactly what they're supposed to do, which is to recruit trained and support partners. What we don't do in the channel partner program at Ring Central is we never talk to customers. And I know that sounds kind of provocative, but it's a program that we have where we collaborate with our direct salespeople at Ring Central. So where we have about 150 direct sales people, the collaboration is under something that we trademarked recently called channel harmony. What channel harmony means is that for every lead that a partner brings to Ring Central, our direct sales team is there to serve and sell to that customer in a collaborative way. So we kind of ring the bell for the Calvary to go and execute on closing that business. Now, what makes this really cool is that everybody that we have is at 100% of commission. So the partner gets paid 100% channel team and the direct sales team. And it's through this collaboration and partner contribution that puts Ring Central where we are today. Sounds harmonious to me. So we've sort of just talked about this, but what would you consider these recent drivers of your momentum? This channel program is exploding. Tell us a bit more about what's driving that success. Well, obviously what we just talked about, we are the only carrier doing what I just said in channel harmony. That too sounds like a bold statement, but no one's doing it. We're doing it and we're executing on it in a way that actually surprises me. So I expected fast and quick revenue, but wow, we have knocked it out of the park. Obviously, there's other things going on, right? We understand where the UCAS market is. So depending on the analysts you're talking to, 7% penetration of about a $75 billion global market. Ring Central, by the way, multiple percentages of that as we continue to advance our brand. But I'll say also one thing about channel partners and I've said this for many years, the branding and recognition really comes by way of our partners who are out in the field. So if you think about our partner community, every hour, every day, every month and every quarter, they're out there seeing Ring Central to a customer. Boy, that's powerful marketing and it doesn't cost much. So you also mentioned a bit of that analyst report, the UCAS market. Any trends, particularly in UCAS that you are seeing, that's again adding to that revenue? Yeah, something that coined phrase I think it was last year, I can't recall, but I kind of came up with something I called the bubble up effect, something I'd not seen it with any product before. And this is where customers are driving the request for UCAS. So usually you're going after the customer to try to tell them why they should have the service. And here in UCAS, it's the customer coming to the partner, their trusted advisor requesting a UCAS solution. Like who can I get UCAS? Who can I go to? And of course, those partners are partners and they bring us those opportunities. But I also want to say that we're a trend setter. So we're setting trends unlike any other carrier. And I think one of those trends is that we're now going deeper into our partner's customer bases. Now that sounds like we should have always been doing that, but we're doing it in earnest. So we're launching, I've already launched actually in October and then in 2019, think about the number of partners that we have and then the number of customers each partner has. You can do some quick multiplication and that's a lot of customers that we could go after. We're helping our partners access their customer bases. You can imagine email campaigns and call, we're calling into them, helping them secure those appointments, educating their customers so that their customers can make an educating buying decision. Wow, Zane, that's that's remarkable. And I love that viral marketing effect that that will certainly take place there. So what can we expect looking into crystal ball for Ring Central 2019? Where do you think you'll be sitting in this chair next year? Yeah, and I do have a crystal ball, by the way. So I do I do look in it every once in a while. There's nothing but momentum and I something else that is kind of as I think about what we're doing here and what we're up against and it's strange to say that our challenge is abundance. And that sounds odd, right? Because you wouldn't think that abundance would be an issue, but it is. And how you serve that abundance and what I mean by abundance is the abundance of partners and customer opportunities that are coming into Ring Central. And how do we serve that and continue to serve that expertly like we're doing? So we've been challenged by that. So you can match the number of leads that our partners are bringing in for us to execute and educate those customers on. So I think that's something that we're going to continue to work on. And we're going to continue to see that abundance as more and more customers look at UCAS in their transition from prim-based into the cloud. And I think you can count on this. Ring Central will continue to be the leader in this particular space. And our partner community will help us get us there. Well, absolutely talking to you, I do not doubt it. Abundance and in absolute expertise and confidence. And Zane, it was an honor to have you here on JSA TV. And thank you viewers for tuning in to JSA TV. Happy networking.