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RingCentral (RNG) this fall 2020 salary name Transcript | 132-S-816.1 PDF get and Latest Topics

a close up of a logo: RingCentral (RNG) Q4 2020 Earnings Call Transcript © provided by means of The Motley fool RingCentral (RNG) q4 2020 income call Transcript

RingCentral (NYSE: RNG)

this fall 2020 income call

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

Contents:
  • prepared Remarks
  • Questions and solutions
  • name contributors
  • prepared Remarks:

    Operator

    CONSTELLATION manufacturers, INC.

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

    You may additionally begin.

    Ryan Goodman -- Head of Investor family members

    thanks. first rate afternoon, and welcome to RingCentral's fourth-quarter 2020 revenue convention name. i am Ryan Goodman, RingCentral's head of investor members of the family. becoming a member of me these days are Vlad Shmunis, founder, chairman, and CEO; Anand Eswaran, president and chief operating officer; and Mitesh Dhruv, chief fiscal officer.

    Our format these days will include prepared remarks through Vlad, Anand, and Mitesh, adopted with the aid of mp;A. a few of their discussions and responses to your questions will contain ahead-searching statements, including their first-quarter and entire-year 2021 monetary outlook and their assumptions underlying that outlook. These statements are field to hazards and uncertainties. genuine effects can also vary materially from their forward-looking statements.

    this text is a transcript of this conference name produced for The Motley idiot. while they try for their silly most desirable, there could be mistakes, omissions, or inaccuracies during this transcript. as with every their articles, The Motley idiot doesn't assume any accountability on your use of this content material, and they strongly inspire you to do your personal research, including taking note of the name your self and studying the company's SEC filings. Please see their terms and stipulations for additional details, including their obligatory Capitalized Disclaimers of liability.

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

    backed:

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    When investing geniuses David and Tom Gardner have a inventory tip, it pays to listen. in any case, the publication they have run for over a decade, Motley idiot inventory guide, has tripled the market.* 

    David and Tom just published what they accept as true with are the ten most appropriate stocks for investors to buy at the moment... and RingCentral wasn't one of them! this is appropriate -- they suppose these 10 stocks are even improved buys.

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    A discussion of the dangers and uncertainties concerning their enterprise is contained in their filings with the Securities and trade fee and is integrated by means of reference into trendy dialogue. In particular, their enterprise is currently being impacted via the COVID-19 pandemic. The extent of its persisted have an impact on on their company will depend on a few elements, together with the severity duration, and extent of the pandemic, in addition to actions taken through governments, companies, and patrons in response to the pandemic, all of which continue to adapt and remain doubtful at present. RingCentral assumes no obligation and doesn't intend to update or comment on ahead-looking statements made on this name.

    except in any other case indicated, all measures that observe are non-GAAP with yr-over-year comparisons. A reconciliation of all GAAP to non-GAAP effects is supplied with their earnings release and within the slide deck. I inspire you to consult with their Investor members of the family site at ir.ringcentral.com to entry their profits free up, slide deck, their GAAP to non-GAAP reconciliations, their periodic SEC reviews, a webcast replay of brand new call and to study greater about RingCentral. For definite ahead-looking assistance, a reconciliation of the non-GAAP monetary tips to the corresponding GAAP measure isn't available as discussed in detail 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

    first rate afternoon, and thanks for joining their fourth-quarter profits convention name. i want to start this call with a warm welcome to their most up-to-date board member, Secretary Arne Duncan. Arne is the former u.s. Secretary of schooling. prior to his federal executive provider, Arne turned into CEO of Chicago Public schools for eight years, and he is at present a senior fellow at the college of Chicago Harris college of Public policy.

    Welcome, Arne. Now, to RingCentral. 2020 became a transformational 12 months. The world pandemic is basically altering how businesses function.

    With the vaccine now being disbursed, many companies are preparing for a hybrid work atmosphere. they're planning for some employees in the workplace and a few at home for the foreseeable future. As organizations adapt to this new work-from-anyplace norm, digital transformation of enterprise communications will become more critical. Enabling this transformation are cloud-primarily based communications options.

    this is primary to enabling personnel to productively engage with consumers, companions, and peers from any place on any equipment and any mode. based on Gartner, through 2024, seventy four% of the new unified conversation licenses purchased with the aid of companies should be cloud-primarily based, up from 48% in 2019. corporations are increasingly turning to RingCentral as a depended on companion of their transition to a cloud-based mostly communications platform. This growing client demand is evident in their amazing and standout q4 consequences.

    total salary grew 32% yr over 12 months to $335 million, an acceleration of two points sequentially. RingCentral workplace ARR grew 39% 12 months over year to $1.2 billion, an acceleration of three elements sequentially. They delivered a listing variety of $1 million TCV wins, up over 50% sequentially. And they had powerful contributions from their key partners led by way of Avaya, AT&T, and Atos.

    As they look to 2021 and beyond, we're more and more confident within the dimension of the chance and market receptivity to their differentiated Message Video cellphone, or MVP as they name it, and cloud contact center options. This, together, allows for us to handle the whole range of company communications needs for most businesses international. And now with the accurate addition of RingCentral Glip, their free, limitless, wise Video meetings answer, they will support even more organizations or their individual departments to speak in any mode, on any equipment, from any place. Please talk over with glip.com to journey it for yourself.

    Our main UCaaS solution, RingCentral workplace, is an enterprise software, service-grade, global, depended on Message Video phone, or MVP, solution. It offers a seamlessly integrated person multimode adventure, 5 nines of reliability, world-classification world coverage, and an open platform, all of which they agree with are vital competitive differentiators. we're additionally proud to as soon as again be diagnosed as a frontrunner in the latest Gartner Magic Quadrant for Unified Communications as a service, worldwide report for the sixth 12 months in a row. furthermore, RingCentral ranked highest in all 5 use cases of the 2020 Gartner critical Capabilities for Unified Communications as a carrier, global file.

    Leveraging all the strengths of their industry-leading cloud PBX platform, they have these days delivered RingCentral Video, a brand new core component of their MVP answer. RingCentral Video is built on the modern WebRTC business-standard framework with numerous proprietary enhancements. They proceed to innovate here at a speedy pace. one of the vital fresh enhancements encompass digital heritage, closed captions, third-party virtual digital camera help, and ready rooms.

    past this month, they introduced RingCentral Embeddable for RingCentral Video, enabling developers to without delay embed video into business applications. And in q4, they bought definite know-how belongings of the enterprise known as DeepAffects, a pioneer in AI-powered conversational intelligence. DeepAffects will enable us to deliver RingCentral Video with new capabilities, reminiscent of emotional sentiment recognition and multi-speaker identification. To aid corporations transition to cloud conversation solutions they recently introduced RingCentral Glip, their free sensible Video meeting answer attainable through their glip.com site.

    Glip gives limitless RingCentral Video meetings seamlessly built-in with group messaging capabilities, all for gratis. This sensible meeting answer offers clients with a persistent platform for communications before, all the way through, and after conferences. here is a crucial differentiator from different single-mode video solutions attainable today. and of course, all of this with RingCentral's carrier-grade pleasant, protection, reliability, and world footprint.

    Complementing their UCaaS solutions is the RingCentral CCaaS product portfolio. we're seeing powerful cloud adoption trends, with many clients deciding upon built-in UCaaS and CCaaS from a single leading issuer. Contact center was protected in over 60% of their $1 million TCV wins in this autumn, together with distinctive wins for their native RingCentral have interaction Cloud Contact core platform. they are principally pleased with a fresh 2,000-user win that mixed RingCentral workplace with RingCentral engage.

    This major NGO client will leverage the full vigour of RingCentral to assist americans displaced by means of COVID-19 find new employment. In conclusion, they have a powerful, smartly-differentiated portfolio of business-main cloud verbal exchange solutions. And over the past a few years, they concentrated on finding new ingenious ways to effectively bring these solutions to global markets. On that observe, i might want to prolong my warm welcome to Vodafone business as their latest key accomplice.

    Vodafone is the biggest mannequin and fixed community operator in Europe. RingCentral may be the lead UCaaS present for Vodafone enterprise' put in base of over 30 million customers. The Vodafone company will additionally present RingCentral's CCaaS client engagement solutions. RingCentral believes in winning through partnerships.

    over the last a couple of years, we've got centered a special go-to-market ecosystem of direct channel and strategic partnerships. RingCentral is the lead UCaaS company for Avaya, Atos, Alcatel-Lucent enterprise, AT&T, BT, TELUS, and now Vodafone company. This gives us preferred entry to over 200 million skills clients international. We're humbled and grateful to discover ourselves in this enjoyable position.

    And we're committed to driving a tempo of fast innovation and GTM enlargement to proceed supplying world-category cloud conversation options for years to come. With that, i'll now flip the name over to their president and chief operating officer, Anand Eswaran, for additional particulars on their progress and some contemporary achievements.

    Anand Eswaran -- President and Chief operating Officer

    thank you, Vlad. good afternoon, each person. Operationally, q4 changed into an outstanding quarter throughout the board. ARR growth became strong in all customer segments.

    both new consumer wins and installed base expansions contributed to the mighty performance. And we're seeing a excessive level of demand throughout their integrated portfolio of cloud-based unified communications and client engagement options. contemporary cloud communique options are getting a accurate precedence for organizations of all sizes. they are privileged to be a key accomplice in their event to the cloud.

    We continue swiftly innovating, and we're scaling their operations and platform to quite simply meet the wants of a transforming into consumer base. Let me share some highlights. First, their people. They extra strengthened their leadership crew during the year.

    We appointed a new EVP of items and engineering, Nat Natarajan; chief advertising officer, Jaya Kumar; chief digital officer, Matthew Bishop; chief assistance security officer, Heather Hinton; and chief privacy officer, Paul Azani. These trade leaders bring priceless operational and know-how skills. 2d, their channel partners. They continue to expand their presence within the channel community, a key driver of their upmarket success.

    In this autumn, their channel ARR expanded 55% 12 months over year to $465 million. Third, their carrier provider partners. they are seeing high-quality momentum with provider provider partnerships. They multiplied their relationships and became a lead present for industry leaders like AT&T and BT.

    we are additionally excited to welcome Vodafone enterprise as a strategic companion. Fourth, their strategic companions in this fall. They expanded their rollout with Avaya and Atos in a number of new geographies. Alcatel-Lucent enterprise is on target for a Q1 launch.

    we are seeing early go-to-market traction with their strategic companions contributing dissimilar million-greenback-plus TCV wins in q4. Fifth, with their confirmed upmarket traction, they signed two $10 million-plus TCV deals, together with a list number of $1 million-plus colossal TCV wins in this autumn, up over 50% sequentially. and at last, their growing to be product portfolio turned into a key driver of their effective this fall results. Their built-in portfolio of UCaaS and CCaaS solutions is a key differentiator.

    looking forward, with RingCentral Glip, we're reimagining smarter meeting options with integrated team messaging and video for persistent collaboration in a work-from-any place atmosphere. Let me now dive into some element. i may start with the super q4 contributions of the channel. Channel contributed over three-quarters of the $1 million-plus TCV wins with a mixture of UCaaS and CCaaS wins across each new valued clientele and upsells to existing valued clientele.

    one of the most marquee wins from channel in q4 was a Fortune 500 really good staffing company. This customer essential to change getting older on-premise systems with a tremendously authentic world cloud platform. With RingCentral, this client can now manage its 6,000-plus users throughout over 20 international locations on a single world communications platform. As for carrier suppliers, they had an additional unique quarter with robust consequences and new partnerships.

    First, Vodafone company. This partnership offers RingCentral a chance to further scale their foreign go-to-market attain to a complementary business and mobile consumer base. Vodafone company will convey a brand new co-branded, cloud-primarily based verbal exchange provider in keeping with their main MVP platform, in addition to their portfolio of CCaaS options. For AT&T, they proceed to peer solid momentum as they lead UCaaS solution.

    we are seeing improved traction with significant purchasers and excited on the opportunity to develop their partnership in new verticals like state and native schooling shoppers. For BT, on the heels of becoming their lead UCaaS issuer, they had a robust UCaaS quarter in this autumn. As for the strategic partnerships, let me birth with Avaya. They elevated their ACO rollout, launching in five new European countries in this autumn.

    we are seeing adoption across valued clientele of all sizes in dissimilar geographies with particular electricity in their enterprise section. This contains a 7,000-plus consumer Microsoft Direct Routing win with a big, different assurance supplier. they are inspired with a strong early boom momentum in seat count number, transaction price, volume, and deal size. With Atos, they now have additionally hit the floor working.

    due to the fact that preliminary European launch in August, they have now increased to the U.S., U.k., and Australia. The pipeline is growing neatly. they are additionally excited to have Atos start its own implementation of Unify office via RingCentral for their 30,000-plus personnel in over 20 countries. As organizations embraces working from anyplace, their built-in platform of UCaaS and CCaaS options drove powerful client wins all the way through the quarter.

    In this autumn, they won a deal with a Fortune 500 fiscal capabilities company. This consumer required a totally professional, trusted, FINRA-compliant communication equipment. Their deep business cloud mobilephone system advantage and vertical market integrations were key differentiators in this four,000-consumer win. we've a much bigger opportunity to expand their footprint over time no longer best for clients however additionally with different products.

    We additionally noticed strength within the quarter with their contact center options. Contact middle become covered in over 60% of their $1 million-plus TCV wins in q4, together with essentially a hundred wins for their native RingCentral have interaction Cloud Contact center platform. they are seeing positive momentum with current valued clientele. as an example, direction ahead, a provider of IT and technology options for scientific practices and a protracted-standing RingCentral UCaaS and CCaaS customer, tripled its have interaction Voice seat count number to 450.

    Wins like these display their capability to land and expand and illustrate their colossal chance forward with bigger customers. I joined RingCentral a little over a year in the past, and i'm so proud of the accomplishments of the team in 2020. They reinforced their leadership crew with six new CXOs and correct skill introduced right through the corporation. They deepened their portfolio of product capabilities with RingCentral Video, Glip, and RingCentral Cloud PBX for Microsoft groups, which permits direct routing integration.

    We launched Avaya Cloud office and Atos Unify workplace and brought new key companions, including Alcatel-Lucent commercial enterprise and Vodafone business. They had a large number of business accolades for diversity, management, and subculture, and they broke in the course of the Glassdoor expertise true 10 greatest areas to Work. last however now not the least, they delivered constant and strong outcomes for the year. They proceed to execute with a transparent vision and strong self-discipline.

    i am tremendously grateful and humble to be a part of this adventure. With that, i will be able to flip the name over to their chief economic officer, Mitesh Dhruv.

    Mitesh Dhruv -- Chief financial Officer

    Thanks, Anand, and respectable afternoon, everybody. 2020 was a standout year for their monetary efficiency pushed via most of the tailwinds that Vlad and Anand highlighted. Subscriptions income grew 33% year over year and surpassed $1 billion, a significant milestone for RingCentral. Non-GAAP operating margin better 50 foundation features to 9.7%.

    And for a few consecutive years, now they have been executing above the guideline of forty, demonstrating profitable increase. this fall capped the yr with mighty performance on key financial fronts. here's a short photo. The RingCentral workplace ARR grew 39% yr over 12 months to over $1.2 billion.

    total ARR grew 35% to $1.three billion. Subscriptions salary grew 34%, above the high end of their counsel. Non-GAAP operating margin was over 10%, on the excessive conclusion of their counsel. And non-GAAP free money flow margin of 6.5% superior about a hundred and twenty basis aspects sequentially.

    These strong trends mirror RingCentral's transforming into customer mind share, both with new and existing shoppers, in addition to contributions from their partnerships, at favorable unit economics. To that conclusion, they yet again saw robust new logo momentum in this autumn. Their skill to land new trademarks validate the strength and price of their MVP platform as enterprises seem to be to radically change their total business communique stack to the cloud. And traction with their latest purchasers has by no means been stronger.

    Three key issues there. First, upsell represented over forty% of accurate office bookings. second, churn hit a listing low exiting the 12 months. And third, trends stabilized in these verticals most impacted by COVID previous in the 12 months.

    As to their partnerships, we're pleased to see contributions from Avaya and Atos as they start to ramp. they are also seeing strong results from their service partners, most peculiarly from AT&T. searching ahead in 2021, they now have a fit pipeline across all their segments as every facet of their world sales ecosystem is featuring boom alternatives. As extra clients from their partners come online throughout the 12 months, they are expecting effective incremental contributions.

    And past 2021, they are going to layer on extra increase from partners like Alcatel-Lucent enterprise and Vodafone business. With these structural tailwinds, they think confident within the momentum into the brand new 12 months. With that, the 2021 outlook numbers. They predict total earnings growth of 25% to 26%.

    We expect subscription earnings increase of 26% to 27% with an identical revenue linearity between the first half and the 2nd half as they noticed 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 abstract, 2020 in fact became a transformational 12 months for RingCentral.

    New logo momentum changed into potent. growth within the base became making a choice on up. Churn endured to enrich during the yr. global partnerships have begun to make a contribution.

    We extended their product portfolio, and they now have added new catalysts for future growth. Their expertise moat, mixed with a differentiated distribution moat with their entertaining partnerships, positions us for lengthy-term durable increase. They continue to invest in R&D, growth partnerships, and quota-carrying supplies. this will enable us to pressure additional product innovation and construct pipeline to capture this gigantic opportunity ahead of us.

    we're assured in their means to thrive in this $50 billion-plus addressable market, and they trust 2021 may well be a extremely enjoyable year forward for RingCentral. With that, let me turn the call to the operator for mp;A.

    Questions & answers:

    Operator

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

    Brian Peterson -- Raymond James -- Analyst

    Oh, sorry, a bit bamboozled by means of the mute button there. Apologies, guys. are you able to hear me? So, yeah, simply on the commercial enterprise electricity. i know you outlined the record number of seven-figure offers.

    It feels like there have been a lot of contributing components there. Is there any option to type of unpack that a little bit?

    Mitesh Dhruv -- Chief economic Officer

    certain. bound, Brian. i may take that. So i could supply some extra financial color on the $1 million TCV deals right here.

    you might be right. They did have a banner year on the $1 million TCV wins. It turned into up 50% sequentially. They also were in a position to squeeze in two offers over $10 million.

    What i could do is i could provide some colour on two or three dimensions, Brian. One is on the first-class of the deals themselves, on the go-to-market action, after which some product color on the place the deals came from. On the offers themselves, right, the offers have become better. The wins have become larger, and shoppers are committing to longer intervals.

    On this autumn itself, it was a listing year -- a checklist quarter, right? the whole TCV price they booked for $1 million deals was over $100 million. So it turned into unheard of for us, and this was up 70%. On the go-to-market aspect, it become actually large-based. Three-quarters of the wins came from channel partners.

    And they also had like very good representation from all the three As. They had Avaya, Atos, AT&T, all had $1 million representations. They additionally had -- about half the deals were from their targeted verticals like economic, schooling, healthcare. And now, in case you flow on to the product side, about over 60% of their $1 million wins covered a contact middle point, so in fact good pull-through.

    I imply, so, overall, in case you just pull this all collectively, web-web, they are clocking in better lifetime price offers, and they're coming in from all sides, on GTM items and verticals, some based elements however additionally some nevertheless ramping.

    Brian Peterson -- Raymond James -- Analyst

    No, it truly is first-rate color, Mitesh, and congrats on that. So perhaps a follow-up. You guys have made loads of investments internationally over the last twelve months. I understand it's form of complicated to paint all international markets with a extensive brush, however i'd be curious what you've got considered in terms of demand signals for some of these markets.

    Is there a tipping element? and the way may still they think concerning the adoption curve relative to the strength that you've got considered within the U.S.? Thanks, guys.

    Anand Eswaran -- President and Chief operating Officer

    No, it truly is a good query. here is Anand. i'll take that. so that you're appropriate for your query.

    If I study Avaya, if I analyze Atos, we've added distinctive international geographies in this autumn. And in response to that, they now have had some of the greater overseas quarters as smartly both in terms of increase and in terms of percent of revenues. So the growth is precisely as they expected as a result of they are layering in lots of sides of boom basically via their companions, all contributing to giant international expansion.

    Brian Peterson -- Raymond James -- Analyst

    superb. thank you.

    Operator

    And their next question is from Bhavan Suri with William Blair. Please proceed together with your query.

    Bhavan Suri -- William Blair -- Analyst

    exceptional. Thanks for taking my question guys and congrats on the $1 million offers. quantity is incredible. after which, absolutely, the color you simply gave was exceptional.

    I just need to observe up on the old query however now searching ahead. so you suppose in regards to the e-book you gave, and or not it's probably the most bigger ranges that you have given for a ahead guide traditionally. i'd love to keep in mind, possibly for Mitesh on at the start, what's in the back of that? What are the tailwinds that you simply're constructing in? And what are you not building in that may doubtlessly be upside? support us think about a way to unpack the book given the tailwinds of the three A partners, surely, the BT partnership, Vodafone, the natural movement to cloud, and many others. i'd love to remember that.

    Mitesh Dhruv -- Chief monetary Officer

    Yeah. only a request for each person to simply go on mute. Vlad, if you are on mute -- as a result of we're on diverse places, Bhavan. So, yes, i'll take that.

    So what they will do is -- Bhavan, i may directly take it a clip under on the planning process itself, how they do planning. after which i may hit the punchline. So we'll deliver you some first rate colour on what we're baking in or now not. From an annual planning standpoint, correct, they combined two inputs, Bhavan.

    One is the extrapolation of developments they witnessed. it really is one. after which they then marry these to a bottoms-up view from their quite a few go-to-market product motions. So from a style's factor of view closing 12 months, COVID in fact raised the priorities for, as you spoke of, business communication answer.

    it be a structural trade. or not it's a extra strategic buy. And they saw elements of that play out all over the yr. Their new logos had been mighty, and they noticed incremental growth on churn and retention metrics as they growth during the yr.

    And commercial enterprise is kicking in high apparatus. So these are the traits they are seeing. Now, taking a look at bottoms-up 2021, they evaluated numerous aspects: first, on the go-to-market aspect, direct channel, the three A carrier suppliers; and then also, they layered on their go-to-market product merchandising for the workplace, Glip, Video Messaging, and contact center. So combining these two tendencies, call it tops-down and bottoms-up, continually -- and as ordinary, even for 2021, they always take a prudent strategy to their tips.

    And so we've got assumed an affordable ramp for Avaya and Atos. And for Alcatel-Lucent and Vodafone, they now have baked in minimal contributions as the ramp -- it's going to take about six to 9 months to ramp from the launch date, so it be extra of a 2022 driver for us. So standard, I imply, in case you simply ship it out, they suppose definitely decent about what they saw in this fall and the visibility they are seeing with the early traits right here.

    Bhavan Suri -- William Blair -- Analyst

    Gotcha. this is positive. and perhaps one, possibly to Anand here. You be aware of, you guys have provided, from a product perspective, an exceptional set of APIs, appropriate, to voice customers a while.

    together with purchases of RCO, you have added some CPaaS capabilities, bulk messaging. but probably the most simple UCaaS rivals have made investments in full CPaaS offerings. I wager i might just love to consider strategically about the value of this performance as part of the means to distinguish your UCaaS Contact middle as a provider offerings. Do you form of see the whole CPaaS ownership it really is having advantages from a competitive viewpoint? Or do you feel that at this time, it's form of a spotlight on the core built-in functionality of what you have got these days? i would like to remember how you consider about that strategically.

    Thanks.

    Anand Eswaran -- President and Chief operating Officer

    well, that's an outstanding question, really. So i'd actually say their core focus continues to be the equal, which is UCaaS across Message Video cellphone, deep integration of Contact center, bringing that AI aspect to it. You noticed the DeepAffects acquisition, which Vlad referred to as out. And so that continues to be the core method.

    Now, when consumer calls for come via, they are absolutely open to exploring certain CPaaS use cases. You saw us do this with a high-quantity SMS use case, which they truly talked about closing quarter. however it truly is very selected, and that is the reason client-driven. So it really is been their strategy.

    or not it's consistent, and we're happening the same direction.

    Bhavan Suri -- William Blair -- Analyst

    Thanks, Anand. I recognize the colour and the candor. And again, guys, just basically constant, what an excellent job.

    Anand Eswaran -- President and Chief working Officer

    thank you.

    Operator

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

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

    hello, thanks, guys. I feel you acquired audio issues because, for a long time, it sounded like Darth Vader became on the call with us. So probably, Mitesh, are you able to supply us a sense, you added a couple of geographies through the fourth quarter with Avaya. support us have in mind how these huge five partnerships will ramp when it comes to the further geographies and at what quarter would you assume all of the partners to be utterly ramped in the entire geographies that they wish to compete in.

    Mitesh Dhruv -- Chief financial Officer

    Yeah, certain. So look, we've obtained three partners presently, strategic partners: Avaya, Atos, and Alcatel. Avaya is in 12 nations, Atos is in eleven and Alcatel will launch in 10, eleven countries coming on. in case you seem on the dimension of the market and the addressable market they have, we'll be in a position to handle a lot of this chance within the next couple of years.

    So I don't suppose there is going to be any dearth of what they are able to attack in terms of these seats because they are going after the greatest geographies first and where the lots of the seats are. So I suppose, over time, as i discussed prior, Avaya is ramping definitely nicely, Atos is off to an outstanding beginning and it'll carry on proposing incremental contributions throughout the yr. And Alcatel-Lucent goes to be more of a 2022 driver. And one component is that these partnerships, I do not think you could consider of as them as a one-and-achieved.

    so they deliver you a continuous benefit for a couple of years to return. So that's the style they suppose about these partnerships.

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

    Sounds decent. after which one observe-up. when it comes to the Avaya wins within the quarter, you outlined the 7,000-seat win. where are you hitting when it comes to the sweet spot? And is there a cap on the size of the firm where you consider the product goes to resonate relocating ahead, certainly via Avaya?

    Anand Eswaran -- President and Chief operating Officer

    that is a pretty good question. Let me take that. So a couple of things. You said, where are they hitting the sweet spot.

    So what I see is, throughout all fundamentals, they consider that the Avaya group, their channels are firing on all cylinders. So it really is the client transactions, that seat expansion, that significant seats closed, and that geo expansion they noticed. in line with the proven fact that they now have now 12 nations online for ACO, they actually saw a pretty good little bit of geo enlargement largely. And they additionally see the remaining layer, which is specific traction on verticals like monetary functions and manufacturing.

    So what i'd say is or not it's definitely broad. or not it's wide, and they see energy in every single place as they expand their relationship with their Avaya.

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

    obtained it. thanks.

    Operator

    And their next question is from Terry Tillman with Truist Securities. Please proceed together with your question.

    Terry Tillman -- Truist Securities -- Analyst

    Yeah. Thanks for taking my questions, and i'll echo that congratulations. great quarter. I bet possibly, Mitesh, this question is for you.

    there may be been loads of chapters to the AT&T booklet. Over time, it ramped from in fact nothing to neatly over 10% of profits. definitely, I consider it was in the young adults as a percent of revenue. but then it all started to form of vogue reduce.

    but what i'd like to get a perspective on is turned into that nevertheless a headwind though in '20 from one of the crucial dynamics happening with AT&T a few years in the past? and how do they study AT&T into '21 when it comes to tailwinds, primarily around that relationship?

    Mitesh Dhruv -- Chief monetary Officer

    certain, Terry. i like the way you phrased it. There are loads of chapters in the AT&T storybook. and that i will say the finest chapter is being written at the moment.

    So this is, of course, tongue-in-cheek right here. but when you harken again reminiscence lane, at the trough a few years in the past, AT&T turned into a few 5-point headwind to boom. Now, fast forward to the conclusion of 2020, with their new relationship under approach, these headwinds are dissipating. 2020, truly, changed into one of the vital most suitable bookings year in their history with AT&T.

    And the contributions are mighty across the board, upmarket and down market, and they these days have launched new packages to open up new verticals like SLED. So for 2021, looking beyond, to answer your question, they do not are expecting this AT&T relationship to be a headwind anymore to universal boom. and that i'll wrap it through announcing this that, with their new extended relationship with new markets, I believe within the next couple of years, AT&T could develop into a larger company in reality than the outdated go-around they had.

    Terry Tillman -- Truist Securities -- Analyst

    yes, this is outstanding to listen to. I do not always discuss or ask about inventory comp, but it surely seems like it be going to double. could you simply at once describe one of the vital dynamics this is inflicting the gigantic inventory comp? And once again, congrats.

    Mitesh Dhruv -- Chief economic Officer

    sure. Thanks, Terry. sure, inventory comp, i might say there are two or three leading causes for the stock comp raise. the first one is their strengthening of the government team.

    Anand did point out that now they have been hiring a seasoned C-suite bench. The market chance is simply too significant for us no longer to scale to turn into a multibillion-dollar business. So they are hiring ahead of that. we've got employed several C-suite executives there.

    So it really is part one. second is their standard headcount boost, which is RingCentral is a good location to work. And individuals are seeing their imaginative and prescient. So they are adding headcount within the normal course of business.

    and that's the reason type of the 2nd purpose with the headcount enhance. And third one is the increase in stock price, right? whereas it be brilliant, for the market cap and the stock cost increase is respectable, it also places force on the inventory comp. however having spoke of all of that, Terry, net-internet, if you look at the dilution in the share count, we're including about 1.5 million shares. So there is going to be decrease dilution than they now have had within the old years.

    So they get to mix the better of all points. They get to appoint a correct talented group, and they get to in the reduction of dilution for their shareholders. So I believe or not it's a win-win there.

    Operator

    And their next question is from George Sutton Craig-Hallum. Please proceed along with your query.

    George Sutton -- CraigHallumCapital neighborhood LLC -- Analyst

    thanks. Mitesh, that became the choicest job I've ever heard, taking a big stock comp and turning it into a favorable, so congratulations.

    Mitesh Dhruv -- Chief monetary Officer

    George, thanks plenty.

    George Sutton -- CraigHallumCapital neighborhood LLC -- Analyst

    i wanted to look at 2020, which I completely agree become a transformational 12 months once they examine all the partners and the brand new offerings. i'm wondering if they look forward a full year from right here, judging on your pipeline that you simply're at this time, are they going to see further companions? Or are they going to look extra offerings that extend the platform in ways in which they could no longer be since nowadays?

    Anand Eswaran -- President and Chief operating Officer

    i'll take that. So I think they have now always said this. RingCentral's success is headquartered on the basis of partnerships. so you can are expecting that we're perpetually seeking to expand their relationship with their companions and thinking through partnerships throughout all dimensions, which is their fitness and wealth partners, their strategics, and their GSPs.

    So it is fully anything which they are concentrated on.

    George Sutton -- CraigHallumCapital community LLC -- Analyst

    Gotcha. One other issue relative -- you introduced up Microsoft in an instantaneous routing win. I questioned if you may go into a little more detail on what you might be seeing out of that Microsoft possibility.

    Anand Eswaran -- President and Chief working Officer

    Yeah. So see, when I suppose of Microsoft, I actually think about it in three different ways. the first is the UCaaS solution, right? They feel definitely good about the place they are because, one, or not it's about integrating across message, video, and contact, like Vlad referred to as out, which is the rationale you see Ring because the chief in the Magic Quadrant for the sixth 12 months in a row now with Gartner. And we're nonetheless expanding their innovation moat every day, which is what you see reflected within the colossal deal wins.

    So they feel very respectable concerning the UCaaS solution. The 2nd factor i might call out is the mixing with CCaaS. I mean, one of the things Mitesh just outlined is over 60% of their giant deal wins in fact had contact center in it, and the deep integration with CCaaS is a really entertaining differentiator. and then the closing aspect i might speak you via is core shoppers who are a big Microsoft store.

    that's where the direct routing comes in as a result of they've made their decision to standardize on Microsoft and, hence, teams is in play. however with direct routing with teams, it still gives them the chance to leverage the most reliable cloud enterprise kinds, akin to RingCentral, which is where they are seeing the traction. and that's the instance of the 7,000-plus teams direct routing win they pointed out. So they think very respectable when they compete, and they consider really respectable when they are able to really simply work with groups and integrate with it as well.

    George Sutton -- CraigHallumCapital group LLC -- Analyst

    brilliant. Thanks, guys.

    Operator

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

    Michael Turrin -- Wells Fargo Securities -- Analyst

    whats up there. Thanks. good afternoon. Mitesh, ARR picked up here in this fall.

    We had to go back to 2015 to discover 35% increase in their model. Is there the rest that you can add in terms of contribution from these strategic partnerships you might be calling out? It sounds just like the likes of Avaya and Atos are doubtless the furthest alongside. anything that you may add, each in terms of this fall contribution and anything that might be embedded there in framing the preliminary outlook for the arriving year is advantageous.

    Mitesh Dhruv -- Chief economic Officer

    certain, Michael. appear, q4 ARR became effective across the board. and every chip, in a method, extra away. also, they did have very mighty contribution from their partnerships there.

    we are extraordinarily blissful with the growth with Avaya. it's been a heavy lift to make it a reality. it's basically pass-purposeful with each agencies. however it's been working basically smartly.

    And they saw states doubled quarter over quarter with Avaya, and they had distinctive million-greenback offers there. And Avaya will function a blueprint for future partnerships. the primary one is Atos, which is once again, off to an excellent delivery. The product is now provided in 11 international locations now.

    greater overseas agencies are coming. countries are coming in 2021. they are activating the partner ecosystem. In q4, for Atos, they had 3x the variety of partners in this fall quarter over quarter.

    So I think Atos will delivery to incrementally add on to growth fees in 2021. but normal, the important thing thing to be aware, Michael, is that with the size of the possibility we're and the penetration degree being so low, I consider this may be a multiyear drumbeat for us to deliver an opportunity to grow at an excellent fee for years to include these partnerships.

    Michael Turrin -- Wells Fargo Securities -- Analyst

    awesome. that is all clear. Thanks, guys.

    Mitesh Dhruv -- Chief fiscal Officer

    thank you, Michael.

    Operator

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

    Meta Marshall -- Morgan Stanley -- Analyst

    brilliant. Thanks. probably simply a question, given the success of the homegrown have interaction Contact core platform and, without doubt, the success of RingCentral Video, just any fresh considering both transitioning kind of existing purchasers that may well be for your sort of Zoom video product, as well as just variety of repute of the inContact relationship as your sort of homegrown items type of proceed to enhance. Thanks.

    Anand Eswaran -- President and Chief operating Officer

    sure. Meta, here is Anand. i'll take that. first rate question.

    So let me delivery from the closing query you asked. engage became an excellent quarter. Their partnership with inContact is definitely robust, and that continues as smartly. So no change in strategy.

    We continue to work closely with inContact. they're a large a part of their gigantic TCV wins the place Contact center became embedded whereas they make progress on have interaction. Now, on the 2nd a part of your question, which changed into Zoom and RCV, presently, every client who they acquire new defaults to RingCentral Video, and they have now had good traction, and they have acquired decent remarks. As for the put in base, we're going during the process of getting them on.

    or not it's now not a pressured migration, however we're getting them on their RCV platform because the advantage of a tightly built-in adventure throughout message, video, and contact is very strongly resonating with their consumers, and we're on that journey as smartly at the moment.

    Meta Marshall -- Morgan Stanley -- Analyst

    Is there a timeline for that as far as in the event you would expect that migration to be complete?

    Anand Eswaran -- President and Chief operating Officer

    No timeline, however the experience and the method is relatively strong.

    Meta Marshall -- Morgan Stanley -- Analyst

    exceptional. Thanks.

    Operator

    Our next query is from Samad Samana with Jefferies. Please proceed with your query.

    Samad Samana -- Jefferies-Analyst

    hi. first rate night. tremendous quarter. i may leap to the question for the sake of time.

    Mitesh, if I appear at the channel associate ARR, it actually, on a percentage of net added bucks, changed into the smallest contribution that it's had in a few quarters, even looking again the last couple of years. i'm just curious, how should still they feel about maybe the percent of channel ARR greenbacks as a percent of total ARR delivered going forward? And simply changed into there the rest within the fourth quarter where Direct changed into exceptionally mighty that may have driven that combine shift lower for the contribution from the channel?

    Mitesh Dhruv -- Chief fiscal Officer

    look, I imply, yeah, so every thing became in reality mighty in q4, particularly Direct and the commercial enterprise was in fact potent. in case you seem to be at the increase expense for the channel, again, the mix is driven by using each add-ons, appropriate, the channel and the universal. So the standard turned into very powerful. but if you look at, Samad, the channel boom rate of, I suppose, about 55%-ish, or not it's monitoring in line with the standard enterprise boom fee.

    So there turned into nothing really to call out. basically, channel, we're seeing expanded momentum when it comes to variety of companions they are signing. and some of the initiatives they are engaged on the place they will aid channel shut the deals quicker, it really is below manner as neatly. So nothing greater to read there.

    Samad Samana -- Jefferies-Analyst

    splendid. I figured it changed into Direct strength. And, Anand, probably only one for you. On Glip professional, any early reads on get data or undertaking or early engagement from consumers or traits which are worth calling out, to the extent you have seen conversion? I realize it's handiest been just round 60 days, provide or take, however simply considering or not it's an exciting opportunity, the rest you could share can be valuable.

    Anand Eswaran -- President and Chief operating Officer

    No. So, I suggest, respectable query. It is too early. or not it's 61 days to be precise.

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

    Samad Samana -- Jefferies-Analyst

    brilliant. Gotcha. Thanks for taking my questions, guys, and congrats on a robust conclude to 2020.

    Anand Eswaran -- President and Chief operating Officer

    thank you.

    Operator

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

    James Fish -- Piper Sandler -- Analyst

    hi there, guys. You highlighted a couple of very outstanding wins with massive entities. but basically, they simplest heard a few thousand seats throughout them. Is it just the initial rollout to the broader business? become it extra departmental at this aspect and that we're trying to upsell variety of over the next yr to two? Even extend that to office, definitely, stunning 30,000-worker addition, but they obviously have about 3 times more than that when it comes to the typical.

    So simply trying to be aware, is it simply the preliminary win and they should still are expecting the subsequent 12 months to two to peer additional adds?

    Anand Eswaran -- President and Chief working Officer

    now not truly. If I simply look on the record $1 million-plus TCV wins they had, it changed into in fact pretty healthy, and it turned into a superb mix of UCaaS and CCaaS. And so I definitely idea it changed into relatively healthy as they appear at the number of seats going forward as smartly. So i am now not bound where you picked that up from.

    And they have additionally had a reasonably good upsell, as Mitesh known as out as smartly. So we're additionally not simply getting into new customers, but they are achieving returned into their installs. And they have a very good upsell enlargement movement, which is bearing fruit as smartly, which is reflected in the seats as smartly. So they see decent progress throughout all of them, no longer just the variety of enormous deals but additionally the seats throughout them.

    And Frost & Sullivan just published their report for 2020 where they referred to as out RingCentral as not simply the highest in terms of share in terms of clients and seats but also when it comes to increase for users and seats as neatly. So they feel fairly respectable about it.

    James Fish -- Piper Sandler -- Analyst

    thanks.

    Operator

    Our subsequent question is from Ryan Koontz with Rosenblatt Securities. Please proceed along with your query.

    Ryan Koontz -- Rosenblatt Securities -- Analyst

    Thank for taking the question, and thanks for all of the color on the channels. Some tremendous development there. As they believe in regards to the channel mix increasing over time, any headwinds they may still agree with on the mannequin to gross or operating margins?

    Mitesh Dhruv -- Chief financial Officer

    No, you might not -- no, channel, basically, or not it's an accretive action, correct? The channel themselves, as well because the strategic companions, they are accretive to unit economics because they don't get to pay the upfront revenue and advertising costs for these motions. So over time, as the channel takes share, it could be impartial or at most reliable -- neutral or slightly accretive to the model.

    Operator

    And their subsequent query is from Will power with Baird. Please proceed together with your question.

    Charlie Erlikh -- Baird -- Analyst

    hey, here's definitely Charlie Erlikh on for Will. Thanks for taking the question. Congrats on the truly powerful consequences. i'll ask a quick one, just maybe on the pricing environment you are seeing.

    With loads of rivals and a few coming at the market at somewhat of a decrease price element, i'm wondering in case you may maybe comment on any adjustments you are seeing in the pricing environment in any respect if anything else.

    Anand Eswaran -- President and Chief operating Officer

    Yeah. So i'll take that, Mitesh. No, no longer quite a lot of exchange. They see the fashion type of kind of be the equal across the 12 months, so no fabric trade.

    Operator

    Our subsequent query is from wealthy Valera with Needham. Please proceed along with your question.

    wealthy Valera -- Needham & company -- Analyst

    thank you, and congratulations on the effective effects. query on the SMB efficiency. appeared like you saw a further quarter-over-quarter acceleration in the SMB growth cost. puzzled if that became as a result of improving churn, if that become an element and if, basically, SMB churn become lower back to pre-COVID levels.

    thank you.

    Mitesh Dhruv -- Chief financial Officer

    Yeah, rich. So, yeah, it be a great name-out on the SMB. There are a couple of issues happening under the cowl on the SMB aspect. i'd say there are three or might be 4 tendencies to call out.

    the primary element is they are seeing greater traction with their e-commerce action, which is greater of a self-provider movement. and that's accelerating, which is pulling up the SMB growth. 2nd one is the improvement they have become from their fresh branding efforts. they have the optionality for Glip seasoned as neatly.

    so that overall brand-new halo does fall through to the SMB aspect. And the third one, as you called out, the internet retention or churn, basically an improvement in churn within the SMB facet. it be stabilized. It kept on getting better all over the 12 months.

    we are practically there on the pre-COVIID degree on the SMB churn front there as smartly. and that i consider the uber-driver I see in this COVID world, no one is definitely deploying on-premise machine, right? people are handiest going to the cloud to stay productive. So I believe that in fact helps the SMB house first.

    Operator

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

    Matt VanVliet -- BTIG -- Analyst

    Thanks for taking my question and satisfactory job on the quarter. I bet from a bigger graphic standpoint, you mentioned the variety of countries that you just're in with a bunch of the greater partnerships now. but i ponder if you have an awful lot of an replace when it comes to the number of partners type of within those geographies or type of across their entire methods, how neatly penetrated some of these bigger ones. I presume Avaya is a little further along, but just type of how do you think normal in regards to the potential for form of organic increase within these partnerships as you circulation during the 12 months?

    Anand Eswaran -- President and Chief operating Officer

    i may supply the first a part of the subjective colour, which is i'm assuming you might be talking about partnerships like Avaya and Atos and their companions, right?

    Matt VanVliet -- BTIG -- Analyst

    sure.

    Anand Eswaran -- President and Chief operating Officer

    Yeah. so as they examine it, I mean, as they bring -- every nation they deliver on, they truly are capable of set off all of the companions of their channel who exist in these international locations. And in order of now, they now have activated almost somewhere within the 90s on Avaya partners within the international locations they operate in. As Mitesh pointed out, ACO is now available in 12 nations.

    Atos is now attainable in eleven nations. And they think definitely first rate about the percentage of partners in these countries now they have activated, and we're working with to coach, permit and, build pipe collectively.

    Matt VanVliet -- BTIG -- Analyst

    thanks.

    Operator

    Our subsequent query is from Siti Panigrahi with Mizuho. Please proceed together with your question.

    Siti Panigrahi -- Mizuho Securities -- Analyst

    Guys, congratulations. Most of my questions are requested, however only a comply with-up to the SMB question prior. Mitesh, what's your expectation baked into 2021 in terms of SMB increase? should they predict a similar form of trend that they noticed in this autumn?

    Mitesh Dhruv -- Chief financial Officer

    sure. appear, SMB, they all the time internally model SMB, name it, high teenagers like that, mid- to high teenagers. It was low to mid-teenagers. Now, it be mid- to excessive young adults.

    I suppose it really is the most economical degree to mannequin. You just under no circumstances be aware of. SMB is convenient come, effortless go. So I believe a more prudent solution to dial in expectations is, name it, like high teenagers increase, correct, in 2021.

    Operator

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

    Catharine Trebnick -- Colliers Securities -- Analyst

    smartly, thanks for sneaking me in. Congratulations on a pretty good quarter. So here is back to the Contact core. may you parse possibly and go a little bit deeper into where you might be the usage of inContact versus your interior and engage? And what is the hole you might say in capabilities between inContact and engage? since it does seem such as you're relocating yourselves at once into the Contact core, notwithstanding you observed previous you still have a decent relationship with inContact.

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

    Anand Eswaran -- President and Chief working Officer

    Yeah. You be aware of, Catharine, hopefully, they are going to have a observe-up with you on that. so that it will take a little bit of time. i might say at a 30,000-foot level, virtually, it depends, one, on the particular use instances which the consumer is asking at.

    It also depends upon the size of the consumer and the variety of brokers they want. So all of that is available in together to assist us understand which product they lead with. As I stated -- once again, i may go again to asserting it once again, their partnership with inContact is truly amazing and extra strengthening, and they see huge momentum as a part of that. They also see have interaction select up momentum in particular use cases, in smaller consumers as well.

    So or not it's literally -- it be working throughout the board with their customers at once and also with their channel.

    Operator

    Our next query is from Matt Niknam with Deutsche financial institution. Please proceed with your question.

    Matt Niknam -- Deutsche financial institution -- Analyst

    howdy, guys, thank you for taking the question. only a comply with-up on the $1 million deal, so they received some first rate colour on the fourth quarter. Any color that you may share when it comes to how those dimension offers have been trending to date right through the quarter in 1Q? Thanks.

    Mitesh Dhruv -- Chief monetary Officer

    Yeah. Let me reply that. however in 1Q -- they are nevertheless in 1Q. What i would say is this fall is a seasonally effective quarter.

    or not it's the strongest quarter. That talked about, i may just increase out the query right here. if you seem to be on the trends we're seeing, early developments in Q1, we're seeing their tendencies of this fall proceed into Q1 usual.

    Operator

    [Operator signoff]

    duration: 65 minutes

    call participants:

    Ryan Goodman -- Head of Investor members of the family

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

    Anand Eswaran -- President and Chief working Officer

    Mitesh Dhruv -- Chief financial 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 community 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

    wealthy Valera -- Needham & enterprise -- Analyst

    Matt VanVliet -- BTIG -- Analyst

    Siti Panigrahi -- Mizuho Securities -- Analyst

    Catharine Trebnick -- Colliers Securities -- Analyst

    Matt Niknam -- Deutsche financial institution -- Analyst

    extra RNG analysis

    All earnings name transcripts


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