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RingCentral (RNG) this autumn 2020 salary name Transcript | 4A0-106 PDF Dumps and Practice Questions

a close up of a logo: RingCentral (RNG) Q4 2020 Earnings Call Transcript © supplied by means of The Motley fool RingCentral (RNG) this fall 2020 income name Transcript

RingCentral (NYSE: RNG)

this autumn 2020 revenue name

Feb 16, 2021, 5:00 p.m. ET

  • organized Remarks
  • Questions and answers
  • name individuals
  • prepared Remarks:


    CONSTELLATION manufacturers, INC.

    Greetings. Welcome to the RingCentral fourth-quarter 2020 income conference call. [Operator instructions] Please word this convention is being recorded. i will now flip the convention over to your host, Ryan Goodman.

    You can also begin.

    Ryan Goodman -- Head of Investor family members

    thanks. respectable afternoon, and welcome to RingCentral's fourth-quarter 2020 income conference call. i am Ryan Goodman, RingCentral's head of investor relations. becoming a member of me today are Vlad Shmunis, founder, chairman, and CEO; Anand Eswaran, president and chief working officer; and Mitesh Dhruv, chief economic officer.

    Our structure these days will encompass prepared remarks by using Vlad, Anand, and Mitesh, adopted by way of mp;A. some of their discussions and responses to your questions will comprise forward-searching statements, together with their first-quarter and full-year 2021 monetary outlook and their assumptions underlying that outlook. These statements are area to hazards and uncertainties. precise consequences may additionally fluctuate materially from their ahead-looking statements.

    this article is a transcript of this convention name produced for The Motley idiot. while they try for their foolish gold standard, there can be error, omissions, or inaccuracies in this transcript. as with any their articles, The Motley idiot does not assume any accountability to your use of this content material, and they strongly encourage you to do your personal analysis, together with listening to the name your self and memorizing the company's SEC filings. Please see their phrases and conditions for extra particulars, together with their mandatory Capitalized Disclaimers of liability.

    Motley fool Transcribing has no place in any of the shares outlined. The Motley fool has no position in any of the stocks mentioned. The Motley idiot has a disclosure coverage.


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    A dialogue of the dangers and uncertainties involving their company is contained in their filings with the Securities and exchange fee and is integrated by way of reference into ultra-modern discussion. In selected, their company is at the moment being impacted with the aid of the COVID-19 pandemic. The extent of its continued have an effect on on their business will rely on a couple of components, together with the severity duration, and extent of the pandemic, as well as moves taken by means of governments, organizations, and consumers according to the pandemic, all of which proceed to adapt and remain uncertain at present. RingCentral assumes no responsibility and doesn't intend to update or comment on forward-looking statements made on this call.

    unless in any other case indicated, all measures that follow are non-GAAP with year-over-year comparisons. A reconciliation of all GAAP to non-GAAP effects is provided with their earnings unencumber and within the slide deck. I encourage you to discuss with their Investor relations website at to access their income release, slide deck, their GAAP to non-GAAP reconciliations, their periodic SEC studies, a webcast replay of modern day call and to be taught greater about RingCentral. For definite forward-looking assistance, a reconciliation of the non-GAAP monetary tips to the corresponding GAAP measure is not attainable as discussed in element within the slide deck posted on the investor family members web page.

    With that, let me flip the name over to Vlad.

    Vlad Shmunis -- Founder, Chairman, and Chief govt Officer

    good afternoon, and thank you for joining their fourth-quarter profits convention name. i need to birth this call with a heat welcome to their latest board member, Secretary Arne Duncan. Arne is the former united states Secretary of schooling. just before his federal executive provider, Arne changed into CEO of Chicago Public faculties for eight years, and he is at the moment a senior fellow on the tuition of Chicago Harris school of Public coverage.

    Welcome, Arne. Now, to RingCentral. 2020 was a transformational yr. The world pandemic is fundamentally changing how groups function.

    With the vaccine now being allotted, many groups are making ready for a hybrid work atmosphere. they're planning for some employees within the workplace and a few at home for the foreseeable future. As businesses adapt to this new work-from-anywhere norm, digital transformation of company communications will become more crucial. Enabling this transformation are cloud-based mostly communications solutions.

    here is essential to enabling personnel to productively interact with consumers, partners, and peers from anyplace on any device and any mode. in response to Gartner, via 2024, seventy four% of the brand new unified verbal exchange licenses purchased by using businesses may be cloud-based mostly, up from forty eight% in 2019. organizations are increasingly turning to RingCentral as a depended on companion in their transition to a cloud-primarily based communications platform. This becoming customer demand is obvious in their strong and standout q4 outcomes.

    complete salary grew 32% 12 months over yr to $335 million, an acceleration of 2 facets sequentially. RingCentral office ARR grew 39% yr over 12 months to $1.2 billion, an acceleration of three points sequentially. They delivered a listing variety of $1 million TCV wins, up over 50% sequentially. And they had amazing contributions from their key partners led via Avaya, AT&T, and Atos.

    As they seem to 2021 and past, we're more and more confident in the size of the chance and market receptivity to their differentiated Message Video mobilephone, or MVP as they call it, and cloud contact middle options. This, together, enables us to tackle the entire latitude of business communications wants for many corporations worldwide. And now with the contemporary addition of RingCentral Glip, their free, unlimited, smart Video conferences solution, they are able to support even more corporations or their particular person departments to speak in any mode, on any machine, from anywhere. Please seek advice from to adventure it for yourself.

    Our leading UCaaS solution, RingCentral workplace, is an commercial enterprise application, carrier-grade, global, depended on Message Video mobilephone, or MVP, answer. It offers a seamlessly integrated consumer multimode adventure, 5 nines of reliability, world-classification global insurance, and an open platform, all of which they consider are essential aggressive differentiators. they are also proud to as soon as once again be recognized as a pacesetter in the latest Gartner Magic Quadrant for Unified Communications as a service, worldwide document for the sixth year in a row. additionally, RingCentral ranked highest in all five use circumstances of the 2020 Gartner essential Capabilities for Unified Communications as a carrier, global record.

    Leveraging all the strengths of their business-main cloud PBX platform, they have these days brought RingCentral Video, a new core element of their MVP solution. RingCentral Video is constructed on the up to date WebRTC business-common framework with numerous proprietary enhancements. They proceed to innovate right here at a speedy tempo. one of the most fresh enhancements consist of digital background, closed captions, third-birthday celebration virtual digital camera assist, and waiting rooms.

    earlier this month, they added RingCentral Embeddable for RingCentral Video, enabling builders to quickly embed video into company functions. And in this autumn, they received definite know-how property of the company referred to as DeepAffects, a pioneer in AI-powered conversational intelligence. DeepAffects will enable us to supply RingCentral Video with new capabilities, reminiscent of emotional sentiment cognizance and multi-speaker identification. To help organizations transition to cloud communication options they currently added RingCentral Glip, their free sensible Video meeting answer attainable via their web site.

    Glip gives limitless RingCentral Video conferences seamlessly built-in with crew messaging capabilities, all for gratis. This wise meeting solution gives users with a persistent platform for communications earlier than, all through, and after meetings. here is an important differentiator from different single-mode video options attainable nowadays. and of course, all of this with RingCentral's service-grade excellent, safety, reliability, and international footprint.

    Complementing their UCaaS solutions is the RingCentral CCaaS product portfolio. they are seeing powerful cloud adoption traits, with many consumers deciding upon integrated UCaaS and CCaaS from a single leading issuer. Contact middle turned into blanketed in over 60% of their $1 million TCV wins in this autumn, including distinct wins for their native RingCentral interact Cloud Contact core platform. they are primarily pleased with a exact 2,000-user win that mixed RingCentral workplace with RingCentral have interaction.

    This important NGO client will leverage the entire vigour of RingCentral to help people displaced by using COVID-19 discover new employment. In conclusion, they have a robust, well-differentiated portfolio of industry-main cloud verbal exchange options. And over the last a number of years, they focused on finding new resourceful tips on how to successfully convey these solutions to world markets. On that notice, i'd like to lengthen my warm welcome to Vodafone business as their most up-to-date key associate.

    Vodafone is the largest mannequin and stuck network operator in Europe. RingCentral might be the lead UCaaS present for Vodafone company' put in base of over 30 million valued clientele. The Vodafone company will additionally present RingCentral's CCaaS customer engagement options. RingCentral believes in winning via partnerships.

    during the last a couple of years, they now have centered a special go-to-market ecosystem of direct channel and strategic partnerships. RingCentral is the lead UCaaS provider for Avaya, Atos, Alcatel-Lucent commercial enterprise, AT&T, BT, TELUS, and now Vodafone enterprise. This offers us preferred access to over 200 million expertise clients worldwide. We're humbled and grateful to locate ourselves in this entertaining position.

    And we're committed to using a pace of quick innovation and GTM enlargement to proceed providing world-class cloud communication solutions for years to return. With that, i will now flip the name over to their president and chief operating officer, Anand Eswaran, for additional particulars on their growth and some exact achievements.

    Anand Eswaran -- President and Chief working Officer

    thanks, Vlad. first rate afternoon, every person. Operationally, q4 turned into an excellent quarter throughout the board. ARR boom was strong in all customer segments.

    both new customer wins and installed base expansions contributed to the strong efficiency. And we're seeing a high stage of demand across their built-in portfolio of cloud-primarily based unified communications and consumer engagement solutions. contemporary cloud communication solutions are becoming a good precedence for companies of all sizes. we're privileged to be a key accomplice in their journey to the cloud.

    We continue rapidly innovating, and they are scaling their operations and platform to comfortably meet the wants of a becoming consumer base. Let me share some highlights. First, their individuals. They extra bolstered their leadership team right through the yr.

    We appointed a brand new EVP of items and engineering, Nat Natarajan; chief advertising officer, Jaya Kumar; chief digital officer, Matthew Bishop; chief counsel security officer, Heather Hinton; and chief privateness officer, Paul Azani. These business leaders convey beneficial operational and expertise talents. 2nd, their channel companions. They continue to expand their presence in the channel group, a key driver of their upmarket success.

    In q4, their channel ARR multiplied fifty five% year over yr to $465 million. Third, their carrier provider partners. we're seeing superb momentum with provider provider partnerships. They increased their relationships and became a lead offer for trade leaders like AT&T and BT.

    we're additionally excited to welcome Vodafone company as a strategic accomplice. Fourth, their strategic partners in this fall. They accelerated their rollout with Avaya and Atos in several new geographies. Alcatel-Lucent enterprise is on target for a Q1 launch.

    we are seeing early go-to-market traction with their strategic partners contributing distinctive million-dollar-plus TCV wins in this fall. Fifth, with their proven upmarket traction, they signed two $10 million-plus TCV deals, along with a listing number of $1 million-plus tremendous TCV wins in this fall, up over 50% sequentially. and finally, their growing product portfolio became a key driver of their amazing this fall results. Their built-in portfolio of UCaaS and CCaaS options is a key differentiator.

    searching forward, with RingCentral Glip, they are reimagining smarter meeting solutions with integrated group messaging and video for persistent collaboration in a piece-from-anyplace atmosphere. Let me now dive into some element. i could start with the high-quality q4 contributions of the channel. Channel contributed over three-quarters of the $1 million-plus TCV wins with a mix of UCaaS and CCaaS wins across both new shoppers and upsells to current customers.

    one of the most marquee wins from channel in this fall become a Fortune 500 really expert staffing company. This customer necessary to replace getting old on-premise methods with a particularly reliable global cloud platform. With RingCentral, this consumer can now manipulate its 6,000-plus clients across over 20 countries on a single world communications platform. As for provider providers, they had an extra unique quarter with mighty consequences and new partnerships.

    First, Vodafone company. This partnership provides RingCentral a chance to additional scale their foreign go-to-market reach to a complementary enterprise and mobile person base. Vodafone company will deliver a brand new co-branded, cloud-based mostly verbal exchange carrier according to their leading MVP platform, in addition to their portfolio of CCaaS options. For AT&T, they proceed to peer strong momentum as they lead UCaaS answer.

    we're seeing improved traction with colossal shoppers and excited at the possibility to broaden their partnership in new verticals like state and local training shoppers. For BT, on the heels of becoming their lead UCaaS issuer, they had a powerful UCaaS quarter in this autumn. As for the strategic partnerships, let me birth with Avaya. They elevated their ACO rollout, launching in 5 new European countries in q4.

    we are seeing adoption across purchasers of all sizes in multiple geographies with certain energy in their commercial enterprise segment. This contains a 7,000-plus person Microsoft Direct Routing win with a big, various assurance supplier. they are encouraged with a strong early boom momentum in seat count, transaction value, volume, and deal dimension. With Atos, we've additionally hit the floor operating.

    due to the fact initial European launch in August, they have expanded to the U.S., U.k., and Australia. The pipeline is starting to be neatly. we're additionally excited to have Atos begin its own implementation of Unify office by means of RingCentral for his or her 30,000-plus personnel in over 20 countries. As companies embraces working from anyplace, their built-in platform of UCaaS and CCaaS options drove strong customer wins all the way through the quarter.

    In this autumn, they gained a take care of a Fortune 500 financial services provider. This consumer required a incredibly legitimate, relied on, FINRA-compliant communique equipment. Their deep commercial enterprise cloud phone system potential and vertical market integrations had been key differentiators in this 4,000-consumer win. they have an even bigger possibility to expand their footprint over time now not simplest for clients however additionally with different items.

    We also saw strength in the quarter with their contact center options. Contact core was covered in over 60% of their $1 million-plus TCV wins in this autumn, together with well-nigh 100 wins for their native RingCentral interact Cloud Contact middle platform. they are seeing tremendous momentum with latest consumers. as an example, route forward, a issuer of IT and know-how solutions for scientific practices and an extended-standing RingCentral UCaaS and CCaaS customer, tripled its have interaction Voice seat count to 450.

    Wins like these show their potential to land and expand and illustrate their gigantic probability forward with bigger consumers. I joined RingCentral a little over a yr in the past, and that i'm so happy with the accomplishments of the group in 2020. They bolstered their management team with six new CXOs and properly ability added all through the organization. They deepened their portfolio of product capabilities with RingCentral Video, Glip, and RingCentral Cloud PBX for Microsoft teams, which enables direct routing integration.

    We launched Avaya Cloud office and Atos Unify workplace and delivered new key companions, together with Alcatel-Lucent enterprise and Vodafone company. They had a large number of business accolades for range, leadership, and culture, and they broke through the Glassdoor know-how suitable 10 top-rated areas to Work. closing however no longer the least, they delivered consistent and strong results for the yr. They continue to execute with a transparent imaginative and prescient and strong discipline.

    i am totally grateful and humble to be part of this event. With that, i'll turn the name over to their chief financial officer, Mitesh Dhruv.

    Mitesh Dhruv -- Chief financial Officer

    Thanks, Anand, and good afternoon, all and sundry. 2020 was a standout 12 months for their monetary performance pushed by using most of the tailwinds that Vlad and Anand highlighted. Subscriptions profits grew 33% yr over 12 months and surpassed $1 billion, a significant milestone for RingCentral. Non-GAAP operating margin more suitable 50 foundation facets to 9.7%.

    And for a couple of consecutive years, now they have been executing above the rule of thumb of forty, demonstrating ecocnomic increase. q4 capped the year with effective performance on key fiscal fronts. here's a quick snapshot. The RingCentral office ARR grew 39% 12 months over yr to over $1.2 billion.

    complete ARR grew 35% to $1.three billion. Subscriptions income grew 34%, above the excessive conclusion of their suggestions. Non-GAAP working margin was over 10%, at the high end of their counsel. And non-GAAP free money circulate margin of 6.5% more advantageous about one hundred twenty foundation points sequentially.

    These powerful traits replicate RingCentral's growing client intellect share, both with new and existing consumers, in addition to contributions from their partnerships, at favorable unit economics. To that end, they yet once again noticed potent new logo momentum in this autumn. Their potential to land new emblems validate the strength and value of their MVP platform as firms appear to radically change their complete enterprise conversation stack to the cloud. And traction with their present shoppers has certainly not been more advantageous.

    Three key issues there. First, upsell represented over forty% of latest workplace bookings. second, churn hit a record low exiting the year. And third, trends stabilized in those verticals most impacted by way of COVID earlier in the year.

    As to their partnerships, they are comfortable to look contributions from Avaya and Atos as they begin to ramp. they are also seeing potent results from their service partners, most specially from AT&T. looking forward in 2021, they now have a healthy pipeline across all their segments as every aspect of their global income ecosystem is proposing growth alternatives. As extra clients from their companions come on-line throughout the yr, they expect robust incremental contributions.

    And beyond 2021, they will layer on greater growth from partners like Alcatel-Lucent enterprise and Vodafone enterprise. With these structural tailwinds, they suppose assured within the momentum into the new year. With that, the 2021 outlook numbers. They predict total earnings boom of 25% to 26%.

    We expect subscription income increase of 26% to 27% with equivalent salary linearity between the primary half and the 2d half as they saw in 2020. They predict non-GAAP operating margin between 10% and 10.1%. And they predict non-GAAP EPS of $1.20 to $1.24. In summary, 2020 really was a transformational year for RingCentral.

    New logo momentum changed into potent. expansion inside the base turned into choosing up. Churn persisted to increase during the 12 months. global partnerships have begun to make contributions.

    We expanded their product portfolio, and they now have delivered new catalysts for future increase. Their technology moat, combined with a differentiated distribution moat with their interesting partnerships, positions us for long-time period long lasting growth. They proceed to put money into R&D, boom partnerships, and quota-carrying substances. this will allow us to power additional product innovation and construct pipeline to seize this gigantic probability forward of us.

    we are confident in their potential to thrive in this $50 billion-plus addressable market, and they agree with 2021 may well be a extremely enjoyable yr ahead for RingCentral. With that, let me turn the name to the operator for mp;A.

    Questions & answers:


    [Operator instructions] Their first query is from Brian Peterson with Raymond James. Please proceed together with your question.

    Brian Peterson -- Raymond James -- Analyst

    Oh, sorry, a bit bamboozled by means of the mute button there. Apologies, guys. can you hear me? So, yeah, simply on the enterprise energy. i do know you outlined the list variety of seven-figure deals.

    It feels like there have been loads of contributing factors there. Is there any approach to kind of unpack that a bit bit?

    Mitesh Dhruv -- Chief economic Officer

    certain. sure, Brian. i may take that. So i could provide some greater monetary color on the $1 million TCV deals right here.

    you might be right. They did have a banner yr on the $1 million TCV wins. It became up 50% sequentially. They additionally had been capable of squeeze in two deals over $10 million.

    What i'll do is i may provide some colour on two or three dimensions, Brian. One is on the great of the offers themselves, on the go-to-market motion, and then some product colour on the place the offers got here from. On the offers themselves, right, the deals are becoming higher. The wins have become bigger, and shoppers are committing to longer durations.

    On q4 itself, it became a listing yr -- a record quarter, right? the total TCV value they booked for $1 million offers became over $100 million. So it become exceptional for us, and this become up 70%. On the go-to-market facet, it became basically wide-primarily based. Three-quarters of the wins got here from channel partners.

    And they also had like very good illustration from all of the three As. They had Avaya, Atos, AT&T, all had $1 million representations. They additionally had -- about half the deals had been from their focused verticals like fiscal, schooling, healthcare. And now, in case you flow on to the product aspect, about over 60% of their $1 million wins protected a contact middle element, so basically first rate pull-via.

    I imply, so, typical, if you simply pull this all collectively, internet-net, they are clocking in better lifetime cost offers, and that they're coming in from all facets, on GTM products and verticals, some centered components but additionally some nevertheless ramping.

    Brian Peterson -- Raymond James -- Analyst

    No, that's brilliant colour, Mitesh, and congrats on that. So possibly a follow-up. You guys have made lots of investments internationally over the last 365 days. I understand it's kind of tough to paint all foreign markets with a broad brush, however i'd be curious what you've gotten viewed when it comes to demand indicators for some of those markets.

    Is there a tipping point? and how should still they think concerning the adoption curve relative to the power that you've considered in the U.S.? Thanks, guys.

    Anand Eswaran -- President and Chief working Officer

    No, it's a superb query. this is Anand. i could take that. so you're right for your query.

    If I examine Avaya, if I study Atos, they now have delivered dissimilar international geographies in q4. And in line with that, we've had one of the vital better foreign quarters as smartly both when it comes to growth and when it comes to p.c of revenues. So the growth is exactly as they anticipated because they are layering in many facets of increase primarily through their partners, all contributing to gigantic international enlargement.

    Brian Peterson -- Raymond James -- Analyst

    excellent. thank you.


    And their subsequent question is from Bhavan Suri with William Blair. Please proceed with your question.

    Bhavan Suri -- William Blair -- Analyst

    extremely good. Thanks for taking my query guys and congrats on the $1 million offers. number is exquisite. after which, definitely, the color you just gave changed into out of the ordinary.

    I simply are looking to follow up on the old query however now looking forward. so you consider in regards to the e book you gave, and it's one of the crucial greater degrees that you've got given for a forward book historically. i'd like to take into account, possibly for Mitesh on at the beginning, what's in the back of that? What are the tailwinds that you're building in? And what are you now not constructing in that may potentially be upside? help us suppose about the way to unpack the book given the tailwinds of the three A companions, without doubt, the BT partnership, Vodafone, the herbal stream to cloud, and many others. i might like to understand that.

    Mitesh Dhruv -- Chief monetary Officer

    Yeah. just a request for everyone to simply go on mute. Vlad, if you're on mute -- because we're on diverse places, Bhavan. So, sure, i will be able to take that.

    So what we'll do is -- Bhavan, i may promptly take it a clip under on the planning process itself, how they do planning. and then i'll hit the punchline. So they are going to provide you some decent color on what we're baking in or no longer. From an annual planning point of view, correct, they combined two inputs, Bhavan.

    One is the extrapolation of traits they witnessed. it really is one. and then they then marry those to a bottoms-up view from their quite a lot of go-to-market product motions. So from a style's point of view ultimate 12 months, COVID in reality raised the priorities for, as you referred to, enterprise verbal exchange answer.

    it be a structural alternate. it's a greater strategic buy. And they saw aspects of that play out all the way through the 12 months. Their new logos have been effective, and they saw incremental growth on churn and retention metrics as they development all over the 12 months.

    And business is kicking in excessive apparatus. So those are the tendencies we're seeing. Now, taking a look at bottoms-up 2021, they evaluated numerous points: first, on the go-to-market aspect, direct channel, the three A carrier providers; and then also, they layered on their go-to-market product advertising for the workplace, Glip, Video Messaging, and phone middle. So combining these two tendencies, call it tops-down and bottoms-up, always -- and as commonplace, even for 2021, they always take a prudent approach to their suggestions.

    And so now they have assumed an affordable ramp for Avaya and Atos. And for Alcatel-Lucent and Vodafone, they have now baked in minimal contributions because the ramp -- it will take about six to nine months to ramp from the launch date, so it's greater of a 2022 driver for us. So universal, I imply, in case you simply ship it out, they believe basically decent about what they saw in this autumn and the visibility we're seeing with the early traits right here.

    Bhavan Suri -- William Blair -- Analyst

    Gotcha. it's advantageous. and maybe one, maybe to Anand here. You understand, you guys have provided, from a product standpoint, a superior set of APIs, correct, to voice shoppers a while.

    together with purchases of RCO, you've gotten delivered some CPaaS capabilities, bulk messaging. however one of the crucial primary UCaaS rivals have made investments in full CPaaS offerings. I bet i would simply like to feel strategically in regards to the value of this functionality as a part of the skill to differentiate your UCaaS Contact center as a service offerings. Do you sort of see the complete CPaaS ownership it's having benefits from a aggressive point of view? Or do you suppose that at the moment, it be variety of a focus on the core built-in performance of what you have got today? i'd like to remember the way you suppose about that strategically.


    Anand Eswaran -- President and Chief working Officer

    well, it is an outstanding question, in fact. So i'd definitely say their core center of attention remains the same, which is UCaaS across Message Video mobile, deep integration of Contact center, bringing that AI factor to it. You noticed the DeepAffects acquisition, which Vlad called out. And so that continues to be the core method.

    Now, when client calls for come via, we're fully open to exploring certain CPaaS use circumstances. You saw us do that with a high-volume SMS use case, which they basically mentioned remaining quarter. however it's very specific, and that's consumer-pushed. So it's been their method.

    or not it's consistent, and they are happening the equal path.

    Bhavan Suri -- William Blair -- Analyst

    Thanks, Anand. I respect the color and the candor. And once again, guys, just truly consistent, what a great job.

    Anand Eswaran -- President and Chief operating Officer

    thank you.


    And their next question is from Sterling Auty with J.P. Morgan. Please proceed with your query.

    Sterling Auty -- J.P. Morgan -- Analyst

    hi there, thanks, guys. I think you acquired audio concerns as a result of, for a while, it appeared like Darth Vader changed into on the name with us. So probably, Mitesh, are you able to provide us a way, you delivered a number of geographies through the fourth quarter with Avaya. support us take into account how these large 5 partnerships will ramp when it comes to the extra geographies and at what quarter would you anticipate the entire companions to be wholly ramped in all the geographies that they need to compete in.

    Mitesh Dhruv -- Chief financial Officer

    Yeah, certain. So look, we've got bought three companions presently, strategic companions: Avaya, Atos, and Alcatel. Avaya is in 12 international locations, Atos is in eleven and Alcatel will launch in 10, 11 international locations coming on. in case you seem to be on the dimension of the market and the addressable market we've, they will be capable of address lots of this probability within the subsequent couple of years.

    So I don't believe there's going to be any dearth of what they will attack in terms of these seats as a result of they are going after the greatest geographies first and where the many of the seats are. So I consider, over time, as i discussed prior, Avaya is ramping definitely properly, Atos is off to a superb beginning and it will keep on featuring incremental contributions during the year. And Alcatel-Lucent goes to be extra of a 2022 driver. And one factor is that these partnerships, I do not feel that you could consider of as them as a one-and-accomplished.

    in order that they provide you a continual advantage for a number of years to return. So it's the way they believe about these partnerships.

    Sterling Auty -- J.P. Morgan -- Analyst

    Sounds decent. after which one observe-up. when it comes to the Avaya wins in the quarter, you mentioned the 7,000-seat win. where are you hitting when it comes to the candy spot? And is there a cap on the measurement of the organization the place you think the product is going to resonate relocating forward, notably through Avaya?

    Anand Eswaran -- President and Chief operating Officer

    that's a superb query. Let me take that. So a few things. You talked about, where are they hitting the sweet spot.

    So what I see is, across all fundamentals, they consider that the Avaya team, their channels are firing on all cylinders. So this is the client transactions, that seat expansion, that big seats closed, and that geo enlargement they noticed. in accordance with the proven fact that they now have now 12 countries online for ACO, they definitely saw an excellent bit of geo enlargement generally. And they additionally see the remaining layer, which is certain traction on verticals like financial functions and manufacturing.

    So what i would say is it be definitely vast. or not it's huge, and they see strength in every single place as they extend their relationship with their Avaya.

    Sterling Auty -- J.P. Morgan -- Analyst

    bought it. thank you.


    And their subsequent query is from Terry Tillman with Truist Securities. Please proceed along with your query.

    Terry Tillman -- Truist Securities -- Analyst

    Yeah. Thanks for taking my questions, and i'll echo that congratulations. terrific quarter. I wager perhaps, Mitesh, this query is for you.

    there's been loads of chapters to the AT&T ebook. Over time, it ramped from basically nothing to well over 10% of revenue. in reality, I think it changed into within the young adults as a percent of income. but then it all started to type of vogue lower.

    but what i might like to get a point of view on is turned into that still a headwind although in '20 from probably the most dynamics occurring with AT&T a few years ago? and how will they analyze AT&T into '21 in terms of tailwinds, notably around that relationship?

    Mitesh Dhruv -- Chief economic Officer

    certain, Terry. i really like the style you phrased it. There are loads of chapters within the AT&T storybook. and that i will say the best chapter is being written at this time.

    So this is, of course, tongue-in-cheek here. but when you harken returned memory lane, at the trough a couple of years in the past, AT&T was a few 5-factor headwind to boom. Now, quick ahead to the conclusion of 2020, with their new relationship under way, these headwinds are dissipating. 2020, actually, changed into some of the optimal bookings year in their historical past with AT&T.

    And the contributions are powerful throughout the board, upmarket and down market, and they recently have launched new programs to open up new verticals like SLED. So for 2021, looking past, to answer your query, they don't predict this AT&T relationship to be a headwind anymore to basic boom. and that i'll wrap it by way of asserting this that, with their new accelerated relationship with new markets, I feel within the subsequent couple of years, AT&T may develop into a larger company in fact than the outdated go-round they had.

    Terry Tillman -- Truist Securities -- Analyst

    yes, this is exquisite to hear. I don't constantly discuss or ask about inventory comp, but it feels like or not it's going to double. might you simply rapidly describe some of the dynamics it truly is causing the huge inventory comp? And once again, congrats.

    Mitesh Dhruv -- Chief monetary Officer

    sure. Thanks, Terry. yes, stock comp, i might say there are two or three leading factors for the inventory comp boost. the primary one is their strengthening of the government crew.

    Anand did point out that they have been hiring a seasoned C-suite bench. The market probability is simply too enormous for us no longer to scale to turn into a multibillion-dollar company. So we're hiring ahead of that. we've got hired a couple of C-suite executives there.

    So that is half one. 2d is their usual headcount increase, which is RingCentral is a good region to work. And americans are seeing their vision. So they are including headcount in the common path of company.

    and that is the reason form of the 2d motive with the headcount boost. And third one is the boost in inventory fee, appropriate? whereas it's exceptional, for the market cap and the inventory rate boost is decent, it also puts force on the stock comp. however having mentioned all of that, Terry, web-internet, in case you seem on the dilution in the share count, we're adding about 1.5 million shares. So there's going to be reduce dilution than now they have had within the outdated years.

    So they get to combine the better of all aspects. They get to appoint a properly proficient group, and they get to reduce dilution for their shareholders. So I suppose it be a win-win there.


    And their subsequent question is from George Sutton Craig-Hallum. Please proceed with your question.

    George Sutton -- CraigHallumCapital group LLC -- Analyst

    thank you. Mitesh, that turned into the gold standard job I've ever heard, taking a big inventory comp and turning it into a favorable, so congratulations.

    Mitesh Dhruv -- Chief financial Officer

    George, thanks an awful lot.

    George Sutton -- CraigHallumCapital community LLC -- Analyst

    i wished to examine 2020, which I absolutely agree became a transformational yr once they analyze all of the companions and the brand new offerings. i ponder if they seem ahead a full year from here, judging for your pipeline that you just're at the moment, are they going to look further partners? Or are they going to peer additional offerings that extend the platform in ways in which they may no longer be because nowadays?

    Anand Eswaran -- President and Chief working Officer

    i'll take that. So I feel we've all the time spoke of this. RingCentral's success is established on the foundation of partnerships. so that you can are expecting that they are always looking to expand their relationship with their partners and thinking through partnerships across all dimensions, which is their fitness and wealth companions, their strategics, and their GSPs.

    So that's completely whatever thing which they are concentrated on.

    George Sutton -- CraigHallumCapital neighborhood LLC -- Analyst

    Gotcha. One different factor relative -- you introduced up Microsoft in an immediate routing win. I questioned in case you may go into a little greater detail on what you are seeing out of that Microsoft probability.

    Anand Eswaran -- President and Chief operating Officer

    Yeah. So see, once I believe of Microsoft, I literally believe about it in three alternative ways. the primary is the UCaaS solution, correct? They feel actually first rate about the place they are as a result of, one, it be about integrating throughout message, video, and contact, like Vlad referred to as out, which is the cause you see Ring because the leader in the Magic Quadrant for the sixth 12 months in a row now with Gartner. And we're nevertheless expanding their innovation moat each day, which is what you see mirrored within the significant deal wins.

    So they consider very decent about the UCaaS solution. The second component i would call out is the combination with CCaaS. I suggest, one of the issues Mitesh simply outlined is over 60% of their big deal wins truly had contact middle in it, and the deep integration with CCaaS is a really entertaining differentiator. and then the ultimate factor i'd speak you via is core clients who are a big Microsoft store.

    this is the place the direct routing is available in as a result of they've made their choice to standardize on Microsoft and, hence, teams is in play. however with direct routing with teams, it nevertheless offers them the probability to leverage the ideal cloud enterprise forms, such as RingCentral, which is where we're seeing the traction. and that is the reason the instance of the 7,000-plus teams direct routing win they talked about. So they feel very good once they compete, and they believe actually good when they are able to in fact simply work with groups and combine with it as smartly.

    George Sutton -- CraigHallumCapital neighborhood LLC -- Analyst

    amazing. Thanks, guys.


    [Operator instructions] And their subsequent question is from Michael Turrin with Wells Fargo Securities. Please proceed along with your query.

    Michael Turrin -- Wells Fargo Securities -- Analyst

    howdy there. Thanks. respectable afternoon. Mitesh, ARR picked up here in this autumn.

    We had to go back to 2015 to discover 35% growth in their mannequin. Is there anything which you could add when it comes to contribution from those strategic partnerships you might be calling out? It sounds like the likes of Avaya and Atos are possible the furthest alongside. anything else which you could add, both when it comes to this fall contribution and anything else that may be embedded there in framing the preliminary outlook for the arriving 12 months is positive.

    Mitesh Dhruv -- Chief monetary Officer

    bound, Michael. seem to be, q4 ARR changed into amazing throughout the board. and every chip, in a method, extra away. also, they did have very potent contribution from their partnerships there.

    we are extremely completely satisfied with the development with Avaya. it be been a heavy carry to make it a reality. or not it's in fact go-purposeful with both groups. but it surely's been working basically smartly.

    And they noticed states doubled quarter over quarter with Avaya, and they had dissimilar million-dollar deals there. And Avaya will function a blueprint for future partnerships. the first one is Atos, which is once again, off to a pretty good birth. The product is now offered in eleven international locations now.

    extra foreign groups are coming. international locations are coming in 2021. they are activating the partner ecosystem. In this autumn, for Atos, they had 3x the variety of partners in this fall quarter over quarter.

    So I suppose Atos will beginning to incrementally add on to growth costs in 2021. however typical, the key thing to notice, Michael, is that with the dimension of the possibility they are and the penetration stage being so low, I believe this will be a multiyear drumbeat for us to provide an opportunity to develop at a high-quality fee for years to include these partnerships.

    Michael Turrin -- Wells Fargo Securities -- Analyst

    splendid. it's all clear. Thanks, guys.

    Mitesh Dhruv -- Chief fiscal Officer

    thank you, Michael.


    And their next question is from Meta Marshall with Morgan Stanley. Please proceed along with your query.

    Meta Marshall -- Morgan Stanley -- Analyst

    tremendous. Thanks. possibly just a question, given the success of the homegrown have interaction Contact core platform and, most likely, the success of RingCentral Video, simply any fresh considering either transitioning form of current consumers that may be in your sort of Zoom video product, as well as simply form of status of the inContact relationship as your kind of homegrown products sort of proceed to strengthen. Thanks.

    Anand Eswaran -- President and Chief operating Officer

    yes. Meta, here is Anand. i may take that. good question.

    So let me delivery from the last question you requested. engage turned into a fine quarter. Their partnership with inContact is definitely potent, and that continues as well. So no exchange in strategy.

    We continue to work closely with inContact. they are a big a part of their tremendous TCV wins the place Contact core was embedded while they make progress on interact. Now, on the second part of your query, which turned into Zoom and RCV, presently, every customer who they purchase new defaults to RingCentral Video, and we've got had good traction, and they now have got respectable feedback. As for the put in base, they are going during the process of getting them on.

    or not it's not a compelled migration, however we're getting them on their RCV platform because the benefit of a tightly built-in event across message, video, and contact is terribly strongly resonating with their shoppers, and they are on that event as smartly right now.

    Meta Marshall -- Morgan Stanley -- Analyst

    Is there a timeline for that so far as when you would predict that migration to be complete?

    Anand Eswaran -- President and Chief working Officer

    No timeline, however the event and the technique is relatively potent.

    Meta Marshall -- Morgan Stanley -- Analyst

    extremely good. Thanks.


    Our subsequent query is from Samad Samana with Jefferies. Please proceed along with your question.

    Samad Samana -- Jefferies-Analyst

    hello. first rate night. brilliant quarter. i could soar to the query for the sake of time.

    Mitesh, if I seem to be at the channel accomplice ARR, it basically, on a percent of internet added greenbacks, become the smallest contribution that it's had in a few quarters, even searching back the closing couple of years. i'm simply curious, how should still they feel about maybe the percent of channel ARR greenbacks as a percentage of complete ARR introduced going forward? And just was there anything else within the fourth quarter where Direct became mainly amazing that might have pushed that mix shift lessen for the contribution from the channel?

    Mitesh Dhruv -- Chief financial Officer

    seem, I suggest, yeah, so every thing changed into definitely effective in q4, principally Direct and the enterprise became definitely powerful. in case you look on the growth cost for the channel, once more, the combine is pushed through both components, appropriate, the channel and the universal. So the universal became very potent. but if you examine, Samad, the channel boom expense of, I feel, about 55%-ish, it be tracking in accordance with the usual business growth fee.

    So there was nothing really to name out. in fact, channel, they are seeing elevated momentum when it comes to number of companions they are signing. and some of the initiatives they are engaged on where they are able to assist channel close the offers quicker, that is below manner as smartly. So nothing extra to examine there.

    Samad Samana -- Jefferies-Analyst

    terrific. I figured it was Direct power. And, Anand, probably just one for you. On Glip pro, any early reads on download statistics or pastime or early engagement from consumers or trends that are worth calling out, to the extent you've seen conversion? I understand it's handiest been just around 60 days, provide or take, however simply in view that or not it's a thrilling probability, anything you might share could be beneficial.

    Anand Eswaran -- President and Chief operating Officer

    No. So, I suggest, first rate question. It is simply too early. it's 61 days to be precise.

    And the development is as they expected, and or not it's simply too early to share any tendencies or any other particulars.

    Samad Samana -- Jefferies-Analyst

    extremely good. Gotcha. Thanks for taking my questions, guys, and congrats on a strong finish to 2020.

    Anand Eswaran -- President and Chief operating Officer



    And their subsequent question is from James Fish with Piper Sandler. Please proceed along with your question.

    James Fish -- Piper Sandler -- Analyst

    howdy, guys. You highlighted a number of very marvelous wins with enormous entities. however in fact, they best heard a number of thousand seats across them. Is it simply the preliminary rollout to the broader business? turned into it greater departmental at this aspect and that we're trying to upsell type of over the subsequent yr to two? Even extend that to office, definitely, wonderful 30,000-employee addition, however they most likely have about three times greater than that in terms of the typical.

    So simply attempting to be mindful, is it just the initial win and they may still are expecting the next 12 months to 2 to see additional provides?

    Anand Eswaran -- President and Chief operating Officer

    not basically. If I simply look on the listing $1 million-plus TCV wins they had, it become truly relatively fit, and it was an outstanding mix of UCaaS and CCaaS. And so I definitely thought it became relatively match as they seem to be at the variety of seats going ahead as well. So i am no longer certain the place you picked that up from.

    And now they have also had a reasonably good upsell, as Mitesh known as out as smartly. So we're additionally no longer just getting in new valued clientele, however we're reaching returned into their installs. And they now have a pretty good upsell growth action, which is bearing fruit as well, which is reflected in the seats as smartly. So they see decent progress throughout all of them, not just the number of tremendous deals however also the seats across them.

    And Frost & Sullivan simply posted their file for 2020 the place they referred to as out RingCentral as now not just the maximum when it comes to share when it comes to clients and seats but additionally in terms of growth for users and seats as well. So they think fairly respectable about it.

    James Fish -- Piper Sandler -- Analyst

    thank you.


    Our next query is from Ryan Koontz with Rosenblatt Securities. Please proceed together with your query.

    Ryan Koontz -- Rosenblatt Securities -- Analyst

    Thank for taking the query, and thanks for the entire colour on the channels. Some amazing growth there. As they consider about the channel mix increasing over time, any headwinds they may still consider on the mannequin to gross or working margins?

    Mitesh Dhruv -- Chief economic Officer

    No, you could possibly now not -- no, channel, really, or not it's an accretive action, correct? The channel themselves, as neatly as the strategic companions, they're accretive to unit economics as a result of they do not get to pay the upfront income and advertising charges for these motions. So over time, because the channel takes share, it could be impartial or at most effective -- impartial or slightly accretive to the model.


    And their subsequent query is from Will energy with Baird. Please proceed with your query.

    Charlie Erlikh -- Baird -- Analyst

    hiya, here is actually Charlie Erlikh on for Will. Thanks for taking the question. Congrats on the truly powerful consequences. i may ask a quick one, simply maybe on the pricing environment you might be seeing.

    With loads of rivals and some coming on the market at a little of a decrease cost point, i ponder if you might might be comment on any alterations you're seeing within the pricing environment at all if the rest.

    Anand Eswaran -- President and Chief working Officer

    Yeah. So i may take that, Mitesh. No, not a lot of exchange. They see the style variety of type of be the same across the 12 months, so no material exchange.


    Our next query is from rich Valera with Needham. Please proceed along with your query.

    prosperous Valera -- Needham & company -- Analyst

    thank you, and congratulations on the robust outcomes. question on the SMB efficiency. gave the impression of you saw an extra quarter-over-quarter acceleration in the SMB increase expense. questioned if that become because of enhancing churn, if that became an element and if, definitely, SMB churn became again to pre-COVID stages.

    thank you.

    Mitesh Dhruv -- Chief financial Officer

    Yeah, rich. So, yeah, or not it's a very good call-out on the SMB. There are a couple of things going on under the cover on the SMB facet. i might say there are three or might be four developments to name out.

    the first thing is they are seeing enhanced traction with their e-commerce action, which is more of a self-provider action. and that's the reason accelerating, which is pulling up the SMB growth. 2d one is the advantage they are becoming from their fresh branding efforts. we've the optionality for Glip pro as smartly.

    so that universal brand-new halo does fall via to the SMB facet. And the third one, as you known as out, the web retention or churn, in reality an improvement in churn in the SMB facet. or not it's stabilized. It kept on getting better all through the yr.

    we're well-nigh there on the pre-COVIID level on the SMB churn entrance there as smartly. and that i suppose the uber-driver I see during this COVID world, no one is really deploying on-premise equipment, correct? individuals are only going to the cloud to dwell productive. So I suppose that in reality helps the SMB space first.


    And their subsequent question is from Matt VanVliet with BTIG. Please proceed with your query.

    Matt VanVliet -- BTIG -- Analyst

    Thanks for taking my query and best job on the quarter. I bet from an even bigger image standpoint, you outlined the number of international locations that you simply're in with a bunch of the greater partnerships now. but i ponder in case you have a good deal of an update when it comes to the number of companions variety of inside these geographies or variety of across their whole techniques, how smartly penetrated some of those bigger ones. I presume Avaya is a bit further alongside, but just variety of how do you think ordinary in regards to the capabilities for type of biological boom within these partnerships as you flow during the year?

    Anand Eswaran -- President and Chief operating Officer

    i'll supply the primary a part of the subjective color, which is i'm assuming you are speakme about partnerships like Avaya and Atos and their partners, right?

    Matt VanVliet -- BTIG -- Analyst


    Anand Eswaran -- President and Chief operating Officer

    Yeah. in order they study it, I suggest, as they carry -- every country they convey on, they really are in a position to spark off all of the companions of their channel who exist in those nations. And so as of now, they now have activated almost somewhere in the 90s on Avaya companions within the nations they operate in. As Mitesh mentioned, ACO is now purchasable in 12 countries.

    Atos is now obtainable in eleven countries. And they suppose actually good about the percent of partners in these countries we've got activated, and they are working with to instruct, enable and, build pipe jointly.

    Matt VanVliet -- BTIG -- Analyst

    thank you.


    Our next question is from Siti Panigrahi with Mizuho. Please proceed along with your question.

    Siti Panigrahi -- Mizuho Securities -- Analyst

    Guys, congratulations. Most of my questions are requested, but just a observe-up to the SMB question prior. Mitesh, what's your expectation baked into 2021 in terms of SMB growth? should still they expect an identical sort of vogue that they saw in q4?

    Mitesh Dhruv -- Chief financial Officer

    sure. seem, SMB, they all the time internally mannequin SMB, name it, high young adults like that, mid- to high young adults. It was once low to mid-teenagers. Now, or not it's mid- to high teens.

    I feel that's the low cost degree to model. You just under no circumstances be aware of. SMB is handy come, effortless go. So I suppose a greater prudent approach to dial in expectations is, name it, like high teens growth, right, in 2021.


    And their next question is from Catharine Trebnick with Colliers. Please proceed along with your query.

    Catharine Trebnick -- Colliers Securities -- Analyst

    smartly, thank you for sneaking me in. Congratulations on a very good quarter. So here is back to the Contact core. may you parse most likely and go a bit bit deeper into where you are the usage of inContact versus your inner and have interaction? And what is the hole you may say in capabilities between inContact and have interaction? because it does seem to be like you're relocating yourselves without delay into the Contact core, however you spoke of past you still have a good relationship with inContact.

    So i am simply trying to parse the capabilities and where you utilize one versus the different. thanks.

    Anand Eswaran -- President and Chief operating Officer

    Yeah. You know, Catharine, expectantly, they will have a observe-up with you on that. for you to take somewhat of time. i might say at a 30,000-foot level, very nearly, it depends, one, on the specific use cases which the client is asking at.

    It additionally depends on the dimension of the consumer and the number of brokers they need. So all of that comes in together to help us have in mind which product they lead with. As I talked about -- again, i may go lower back to saying it once more, their partnership with inContact is in fact amazing and extra strengthening, and they see big momentum as a part of that. They additionally see interact prefer up momentum in particular use situations, in smaller shoppers as neatly.

    So it's actually -- or not it's working throughout the board with their purchasers without delay and also with their channel.


    Our subsequent question is from Matt Niknam with Deutsche bank. Please proceed together with your query.

    Matt Niknam -- Deutsche financial institution -- Analyst

    good day, guys, thanks for taking the question. just a comply with-up on the $1 million deal, so they got some respectable color on the fourth quarter. Any color that you would be able to share in terms of how those dimension offers had been trending so far all through the quarter in 1Q? Thanks.

    Mitesh Dhruv -- Chief economic Officer

    Yeah. Let me answer that. however in 1Q -- we're still in 1Q. What i would say is q4 is a seasonally amazing quarter.

    it be the strongest quarter. That observed, i may simply develop out the question right here. if you look on the developments we're seeing, early traits in Q1, they are seeing their developments of q4 continue into Q1 average.


    [Operator signoff]

    length: sixty five minutes

    call individuals:

    Ryan Goodman -- Head of Investor relations

    Vlad Shmunis -- Founder, Chairman, and Chief executive Officer

    Anand Eswaran -- President and Chief working Officer

    Mitesh Dhruv -- Chief fiscal Officer

    Brian Peterson -- Raymond James -- Analyst

    Bhavan Suri -- William Blair -- Analyst

    Sterling Auty -- J.P. Morgan -- Analyst

    Terry Tillman -- Truist Securities -- Analyst

    George Sutton -- CraigHallumCapital group LLC -- Analyst

    Michael Turrin -- Wells Fargo Securities -- Analyst

    Meta Marshall -- Morgan Stanley -- Analyst

    Samad Samana -- Jefferies-Analyst

    James Fish -- Piper Sandler -- Analyst

    Ryan Koontz -- Rosenblatt Securities -- Analyst

    Charlie Erlikh -- Baird -- Analyst

    rich Valera -- Needham & company -- Analyst

    Matt VanVliet -- BTIG -- Analyst

    Siti Panigrahi -- Mizuho Securities -- Analyst

    Catharine Trebnick -- Colliers Securities -- Analyst

    Matt Niknam -- Deutsche financial institution -- Analyst

    more RNG evaluation

    All earnings name transcripts

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