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Exam Number : 4A0-100
Exam Name : Alcatel-Lucent Scalable IP Networks - 2021
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Exam Name: Nokia Scalable IP Networks
Exam Number: 4A0-100
Credit Towards Certifications: Nokia Network Routing Specialist I
Exam Duration: 75 Minutes
Exam Appointment Duration: 120 minutes
Number of Questions: 60
Language: English



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RingCentral (RNG) Q1 2021 revenue name Transcript | 4A0-100 Test Prep and test dumps

a close up of a logo: RingCentral (RNG) Q1 2021 Earnings Call Transcript © provided by using The Motley fool RingCentral (RNG) Q1 2021 profits name Transcript

RingCentral (NYSE: RNG)

Q1 2021 salary call

can also 04, 2021, 5:00 p.m. ET

Contents:
  • organized Remarks
  • Questions and solutions
  • call participants
  • prepared Remarks:

    Operator

    CONSTELLATION brands, INC.

    Greetings. Welcome to the RingCentral first-quarter 2021 income convention name. [Operator instructions] Please word, this conference is being recorded. i'll now flip the conference over to your host, Ryan Goodman.

    You might also begin.

    Ryan Goodman -- Head of Investor members of the family

    thanks. decent afternoon, and welcome to RingCentral's first-quarter 2021 revenue convention call. i am Ryan Goodman, RingCentral's head of investor relations. becoming a member of me these days are Vlad Shmunis, founder, chairman, and CEO; Anand Eswaran, president and chief working officer; and Mitesh Dhruv, chief monetary officer.

    Our layout nowadays will include prepared remarks via Vlad, Anand and Mitesh, followed by using Q&A. some of our discussions and responses to your questions will contain ahead-searching statements, together with our second quarter and whole-yr 2021 economic outlook and our assumptions underlying that outlook. These statements are field to hazards and uncertainties. exact outcomes may differ materially from our forward-looking statements.

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    this article is a transcript of this convention call produced for The Motley fool. while we try for our silly highest quality, there may be blunders, omissions, or inaccuracies in this transcript. as with any our articles, The Motley idiot doesn't assume any accountability on your use of this content, and we strongly motivate you to do your personal analysis, together with paying attention to the name yourself and studying the business's SEC filings. Please see our phrases and prerequisites for additional particulars, together with our mandatory Capitalized Disclaimers of legal responsibility.

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

    A discussion of the hazards and uncertainties involving our enterprise is contained in our filings with the Securities and change fee and is incorporated by way of reference into brand new discussion. In selected, our business is at present being impacted through the COVID-19 pandemic. The extent of its persevered have an effect on on our enterprise will depend on a number of factors, including the severity, period and extent of the pandemic, the success of vaccination efforts, as well as actions taken with the aid of governments, organizations and consumers in response to the pandemic, all of which continue to evolve and stay doubtful at present. RingCentral assumes no responsibility and does not intend to update or touch upon forward-searching statements made on this name.

    until otherwise indicated, all measures that observe are non-GAAP with 12 months-over-year comparisons. A reconciliation of all GAAP to non-GAAP results is equipped with our income liberate and within the slide deck. I inspire you to consult with our Investor members of the family website at ir.ringcentral.com to access our earnings liberate, slide deck, our GAAP to non-GAAP reconciliations, our periodic SEC experiences, a webcast replay of state-of-the-art call and to gain knowledge of extra about RingCentral. For definite forward-searching guidance, a reconciliation of the non-GAAP fiscal counsel to the corresponding GAAP measure isn't attainable as mentioned in detail within the slide deck posted on our Investor relations site.

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

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

    good afternoon, and thank you for becoming a member of our first-quarter income conference call. We hope all of you are protected and in decent health. First quarter changed into a great beginning to 2021. RingCentral workplace ARR, which contains both UCaaS and CCaaS, grew forty% year over year to $1.three billion.

    We final saw identical boom five years in the past on a base that became sub-$300 million or below one-quarter of our present degree, and we're seeing the robust performance on all fronts. Avaya and Atos are continuing to profit momentum. RingCentral workplace ARR with direct and partners, together with all of our key partnerships, grew 33% 12 months over 12 months to $817 million. here's an acceleration in growth of 3 points sequentially and eight aspects yr over 12 months.

    as the work atmosphere turns hybrid for a lot of corporations, RingCentral's any machine, any mode, anyplace, Message Video telephone or MVP platform continues to profit steam. RingCentral turned into at all times about work from anyplace. And with our contemporary efficiency and accelerating pipelines, we see clear proof that our answer is appropriate for the emerging publish-pandemic world. We saw this take place in our amazing Q1 performance across the board.

    We saw splendid energy in our business company with a list variety of Q1, $1 million-plus TCV wins and two $10 million-plus TCV offers. also, i'm glad to share a brand new milestone. Our world 2000 and Fortune one thousand business enterprise now stands at over $one hundred million ARR and has closed to have tripled 12 months over year. So why will we win? RingCentral company successes are underpinned by way of our trade-leading modern, pure-cloud, cell-first international unified communications as a provider platform.

    all of it starts with have confidence. excessive reliability, safety, data privacy and regulatory compliance are standard to set up a relationship of believe with corporations international. First, reliability. company verbal exchange solutions are the heartbeat of any company.

    within the hybrid work ambiance, reliability of business communications platform is more critical than ever before. RingCentral's constant birth of 99.99% uptime is still a crucial differentiator. This interprets to below 30 seconds per thirty days of downtime. very few cloud competitors can normally supply this level of reliability.

    yet another key requirement is security and statistics privateness. Our safety and client facts privacy track list is a meaningful differentiator between us and some of our opponents, and this is still a spotlight area of our investments. as an example, in Q1, we bought Kindite, a developer of main cryptographic applied sciences. This provides us with stronger safety capabilities, similar to conclusion-to-end encryption, that we intend to roll out later this year.

    additionally, enterprises demand full regulatory compliance and centralized connectivity management across their whole global footprint. RingCentral allows for our purchasers to pay attention to their business with RingCentral looking after their world connectivity wants in a centralized, regulatory-compliant method. This is still a strong competitive differentiator for us. from time to time we get the question, "Who even wants a mobile system? Why do not agencies simply count on video and cellphones for their personnel?" The reply starts off with the indisputable fact that there must be a clear, smartly-defined methods for americans to reach a enterprise and its employees.

    while video is evidently very vital for conferences, most people use cellphone and voice to attain corporations. This ability that, on the company facet, there's a need for centralized business identification, combined with refined workflows and call flows, auditability enterprisewide analytics and, of course, protection and regulatory compliance for all of their inner and external communications. And this is where the usual PBXes that at the moment are being changed by means of contemporary cloud-based mostly mobile techniques like RingCentral came into play. As to cellphones, they're a vital end point to RingCentral, similar to tender telephones and traditional computer telephones.

    And now with ever more dispensed mobile and remote workforces and the new work-from-any place paradigm, use of cellphones and soft telephones connected by means of RingCentral is growing to be at approximately 60% year over yr. This outpaced use of cell phones as conclusion aspects on RingCentral proves our common thesis that mobile phones are our friend, no longer a foe. Doubling down with the energy and additional extending our expertise leadership, RingCentral has lately collaborated with AT&T to deliver workplace and hand instant, a pioneering native integration between a pure cloud PBX and an enormous mobile service community. This enables fastened cellular convergence, whereby users can use their cellphone quantity with their laptop phones as neatly and with full access to cloud PBX capabilities.

    We accept as true with this new know-how will beginning to supercharge AT&T's momentum in changing their cellular business users to UCaaS, along with aiding numerous conclusion points, it's more vital than ever to provide a seamless consumer journey throughout numerous communications modes of messaging, video and call, or MVP. With the introduction final yr of RingCentral Video, we're particularly proud of our tempo of innovation with over one hundred new elements delivered when you consider that the launch. And we currently announced new capabilities, equivalent to breakout rooms, video digital backgrounds, presenter overlay and film in image. At this point, all of our new consumers and key companions are delivered best RingCentral Video as a part of MVP.

    we now have a prosperous road map forward and are dedicated to assembly all of our consumers' and partners' wants through outpaced innovation and product excellence. extra complementing our MVP UCaaS product is the RingCentral Contact middle portfolio. via adopting an built-in UCaaS and CCaaS answer from a single leading company, our consumers can force higher worker and agent productiveness and greater customer satisfaction. In Q1, we saw exquisite demand for our CCaaS options throughout the entire portfolio.

    Contact core changed into included in over 60% of our $1 million-plus TCV wins, together with our biggest contact core win to date of over $10 million TCV. In closing, we trust work from any place is here to reside. The world pandemic has pulled ahead years of UCaaS' structural consciousness. And RingCentral is within the pole place with our differentiated depended on platform, accelerating pipeline and the unique partnership network that we accept as true with should be getting even better.

    stay tuned for upcoming unique information on that entrance. With this backdrop, we're confident that we will proceed to lead in this $50 billion-plus international market. With that, i will be able to now turn the call over to our president and chief operating officer, Anand Eswaran, for extra colour on our contemporary development. thank you.

    Anand Eswaran -- President and Chief operating Officer

    thanks, Vlad. first rate afternoon, all and sundry. As Vlad talked about, Q1 became a extremely amazing quarter. ARR growth turned into powerful.

    New enterprise from every key partner contributed to accelerated growth in our mid-market and business segments. The business phase changed into peculiarly powerful for a Q1 quarter, driven by accelerated cognizance of the should modernize their legacy conversation programs. Small enterprise changed into additionally mighty as we are seeing the superb impact of the financial restoration in this phase. Our pipeline exiting the quarter become at a listing degree throughout our integrated portfolio of cloud-based mostly unified communications and speak to center solutions.

    i'll start with some key highlights. First, RingCentral office ARR with direct and partners grew 33% 12 months over yr to $817 million and more importantly accelerated 8 elements 12 months over year. To give enhanced transparency into the enterprise, we've supplied this metric which incorporates contributions from our strategic partners, including Avaya, Atos and Alcatel-Lucent enterprise, our provider provider companions, together with AT&T, BT, TELUS, Vodafone business and other non-channel companions, in addition to our direct business. second, our channel community delivered ARR growth of fifty three% year over year, surpassing $500 million with a list degree of pipe era.

    Third, we closed significant alternatives, and we now have built a huge pipeline the place businesses want RingCentral office integrated with Microsoft group's direct routing. And ultimate however no longer the least, demand for our deeply built-in UCaaS and CCaaS platform turned into a critical aspect in contact core, posting a standout quarter with triple-digit yr-over-yr increase in new emblem enterprise. Let me now dive into some detail. i'll begin with our strategic partnerships where we noticed notable momentum.

    In Q1, we saw strong boom in Avaya Cloud office seats, new bills and transaction volume. ACO has proven to win deals in all segments, including upmarket. we are seeing power across distinct verticals, together with endured traction in schooling and healthcare. Atos had a really robust Q1 and exited the quarter with pipeline up roughly 3 times sequentially.

    With new campaigns beneath approach and endured channel enablement, we are excited on the opportunity forward. We additionally delivered a new co-branded offering referred to as Unified Video via RingCentral. This creative and integrated video with crew messaging answer equips autos to extend their addressable market and meet turning out to be need for sensible conferences. Alcatel-Lucent commercial enterprise launched Rainbow office powered by RingCentral in eight countries correct on time table.

    We seem ahead to ramping the go-to-market movement in further geographies in coming quarters. whereas nevertheless early, we're inspired with the initial pipeline generation. Our international carrier providers delivered a strong quarter, and we had some enjoyable fresh bulletins. i could delivery with AT&T.

    We continue to see advantageous trends within the new business increase, especially in our market. developments at BT and TELUS had been additionally very amazing when it comes to both 12 months-over-year increase and pipeline era. we are principally glad to peer BT beginning to make contributions CCaaS wins and accelerated upmarket traction when you consider that the improved partnership changed into announced in this autumn. We additionally proceed to expand strategic partnerships with new world carrier companions, together with Vodafone company, which is on track to launch this year in assorted nations throughout Europe.

    As for our channel neighborhood, it was a different effective quarter. Time and once again, our channel companions are proving constructive in demonstrating the differentiated price proposition of the RingCentral platform. One channel success story turned into with Equifax, a leading client credit score reporting company. Equifax unified 10,000 users throughout 24 global locations with RingCentral.

    curiously, channel companions additionally regularly drive RingCentral wins even with valued clientele who desire tight integration with their different cloud-based mostly solutions. In Q1, we had diverse million-greenback-plus channel-sourced wins the place direct routing with Microsoft teams to the RingCentral platform was crucial. for instance, a channel partner provided a superb 7,000 consumer direct routing win with a number one financial capabilities company across over 60 locations. When working with CIOs and IT choice-makers, the conversation starts with reliability, safety and platform capabilities.

    it's about offering a worldwide platform that can meet very broad and distinctive finished consumer communications necessities. a pretty good example of here's our win with the American melanoma Society. they'd quite a number use cases throughout corporate workplaces, retail retailers and hope hotels for cancer sufferers. we're tremendously humbled and proud that this inspirational corporation chosen RingCentral to fulfill their different needs with a single cloud-based mostly platform for well-nigh three,000 users across over one hundred locations.

    Our focal point on selling a comprehensive communications platform versus element solutions changed into extra demonstrated with a strong demand for our CCaaS solutions within the sort of each upsell to existing purchasers and new brand business. On that observe, we're proud to say we received our greatest contact center deal ever, a leading personal loan originator and servicer desired to substitute a mixture of older solutions with a single-integrated UCaaS and CCaaS answer for over 6,000 workplace employees and over 2,000 contact center brokers. i am so proud of the many accomplishments of our group in Q1. i might like to lengthen my due to all of our employees and companions for his or her complicated work and dedication.

    and naturally, thanks to our shoppers for trusting us to be a key part of their digital transformation journeys. it is a thrilling time in the RingCentral story, and that i really accept as true with the most effective is yet to come back. With that, i'll turn the name over to our chief financial officer, Mitesh Dhruv.

    Mitesh Dhruv -- Chief fiscal Officer

    Thanks, Anand. first rate afternoon, each person. Q1 become a robust start to the 12 months across the board. All key metrics came in above the excessive conclusion of guidance.

    Subscription income grew 34% year over 12 months, up from 33% closing year. And non-GAAP working margin became above 9%, placing us once again well above the rule of thumb of forty. we've got perpetually performed this metric for the final several years, and it is a key metric that we, as a management crew, track for ecocnomic boom. principally pleasing became standout growth in workplace ARR of forty%, an acceleration of 4 points versus prior yr.

    This increase turned into pushed by using mighty momentum with business shoppers. enterprise ARR grew 62% year over yr and surpassed $500 million for the primary time. we're additionally seeing a style of enormous agencies more and more embracing the total UCaaS-plus CCaaS platform. In PCB deals over $1 million, we noticed the number of wins enhance more than 50% yr over 12 months, and the normal ARR per deal greater than doubled.

    The extra new valued clientele are purchasing from us, and these purchasers are buying extra from us. There are a number of elements which are using this upmarket boom. We consider that the global pandemic is proving to be a catalyst for a meaningful pull ahead of awareness and adoption of cloud conversation options, which is benefiting RingCentral. we are additionally witnessing bigger upsell.

    searching from present upmarket clients as soon as again surpassed 40% of exact company. here's pushed by broader implementations of UCaaS, as neatly because the record degree of CCaaS upsell into our built-in answer. And contributions from our various go-to-market partner networks are kicking in. As Vlad and Anand noted, we noticed an 8-point 12 months-over-year acceleration in direct and accomplice workplace ARR.

    These partners give us preferential entry to roughly half of the 400 million user market. searching ahead, as extra clients from companions come online all the way through the year, we predict robust incremental contributions. We trust here's only a precursor of sustainable multiyear traits. The market probability is big and beneath penetrated.

    we're excited to see persisted traction in this thriving market. together with the big TAM, the underpinnings of a long-time period sustainable SaaS mannequin are at all times hinged on favorable unit economics to force match long-term margins, and that i am happy to spotlight several drivers here as neatly. First, with a bigger mix of upmarket clients with solid upsell knowledge and a sub-5% annual gross churn fee, we are profiting from a higher lifetime value; 2nd, as standard deal measurement expands, we are seeing greater revenue productivity; third, RingCentral's interesting strategic partnerships and global provider company partnerships, no longer most effective expand our global market reach, however additionally lower consumer acquisition charges. we are able to leverage a highly skilled earnings force from companions, in addition to lower our upfront marketing bucks.

    This dynamic is even more reported in overseas markets where we're seeing increasing contribution from partners. and eventually, as all new workplace income are with our own RingCentral Video, or RCV, we see larger gross margin potential long term. With that backdrop of structural macro tailwinds, solid UCaaS plus CCaaS performance, momentum from partners and favorable unit economics, we are elevating the outlook for 2021. we're increasing subscriptions profits growth to 28% to 29%, up from 26% to 27%.

    we're expanding total profits boom to 27% to twenty-eight%, up from 25% to 26%. We expect non-GAAP working margin of 10% to 10.1%. And we are raising our non-GAAP EPS to $1.24 to $1.27, up from $1.20 to $1.24. We expect to improvement from a a bit of lessen share count from lessen dilution as we redeem the fantastic 2023 convertible debt.

    beyond 2021, we predict to layer on more growth as partners like Alcatel-Lucent business absolutely ramped and Vodafone enterprise begins to make contributions. We proceed to put money into R&D, boom partnerships and quota-carrying components. this will permit us to extra pressure product innovation and construct pipeline to seize this giant probability forward of us. Multiyear structural tailwinds for UCaaS and CCaaS are nonetheless in early days.

    We accept as true with that we are smartly-located to deliver lengthy-term profitable boom on a direction to fitting a multibillion-dollar salary enterprise. before I flip the name lower back to the operator, i would additionally want to supply a huge because of all of the personnel at RingCentral. thank you in your constant execution. With that, let's open the call to Q&A.

    Questions & solutions:

    Operator

    [Operator instructions] And our first query is from Terry Tillman with Truist. Please proceed along with your question.

    Terry Tillman -- Truist Securities -- Analyst

    hi there, everybody. Congratulations. are you able to hear me ok?

    Mitesh Dhruv -- Chief financial Officer

    yes, we can.

    Terry Tillman -- Truist Securities -- Analyst

    ok. amazing. And congrats on the workplace ARR acceleration, I guess, a two-half question. Mitesh, first, in case you might simply touch on the stack rating, if you will, of the office ARR acceleration and type of making a choice on that aside when it comes to the stack ranking, the drivers there.

    after which i'd love to get an replace. I do not constantly ask this query, but i'd love to hear about the aggressive landscape from Vlad.

    Mitesh Dhruv -- Chief monetary Officer

    bound, Terry. So on the acceleration for office to forty%, so let's parse out the electricity in two features: the macro after which there are RingCentral-particular traits. So let's delivery with the macro. So on the macro, what we are seeing is a shift in the overall spend environment for cloud communications.

    I imply, in case you take into account, you might have covered us for a long time. The greatest difficulty, correct, for the house become lack of cognizance and urgency on both. And here we are, damaged years of inertia of our demand. So it truly is on the macro aspect.

    On the RingCentral-particular aspect, we are seeing a few drivers right here. the primary one is new enterprise developments, where our new logos are up 50% 12 months over yr on a extremely difficult evaluate from closing year. So it truly is one. The combo of UCaaS and CCaaS is -- i'm hearing my own echo, if somebody can go on mute.

    The aggregate of UCaaS plus CCaaS is also transforming into a transparent differentiator with a lot of pull-via each ways with diverse on-ramps for us, chiefly for enterprise clients. Churn has normalized to prepandemic levels. and eventually, companion contributions from Avaya, Atos and AT&T are kicking in. So ordinary, I believe what we're seeing is the denominator, appropriate, for the four hundred million seats coming to cloud PBX is transforming into at a rapid clip.

    And we, with our product stack, are in a position to capture this demand, along with our distribution partnership. So that is both drivers.

    Operator

    If that turned into all, our next query is from Bhavan Suri with William Blair. Please proceed along with your question.

    Bhavan Suri -- William Blair & business -- Analyst

    thanks, and Vlad, Mitesh and total group, congratulations. What a great outcomes. I want to touch concerning the partners. And Mitesh, you simply touched on this, so probably you're going to help us stroll via it.

    however the contribution partners, specially Avaya and maybe Atos, what has that been? Like what became it within the quarter? And more importantly, what have you ever assumed in the e-book? i would love to take into account some clarity or color around that.

    Mitesh Dhruv -- Chief financial Officer

    bound. So absolutely. So we'll delivery out with -- we'll double-click on the companions' contribution from Avaya and Atos. in case you say Atos, go on to a French person, they're going to get in reality mad.

    So or not it's Atos. So i will be able to are attempting to keep on with that.

    Bhavan Suri -- William Blair & company -- Analyst

    Atos, Atos. Understood. yes.

    Mitesh Dhruv -- Chief economic Officer

    just kidding with you. sure. once more, clearly, very joyful with the growth on each fronts there. it be obviously a really heavy carry to make it a reality.

    So let's start with Avaya. Avaya, we proceed to construct energy every quarter. This quarter, again, we saw varied million-dollar offers take place this quarter, and Atos is off to a great delivery. we are already providing the answer in a dozen international locations, and we now have extra international locations developing in 2021.

    Anand also outlined the Atos spike is up thrice sequentially, and so off to a extremely first rate birth. So in terms of the contribution, we did are trying to provide extra transparency this time, carving out a metric known as RingCentral workplace direct and companions, which does trap these key companions. And that phase accelerated through eight features to 33%. And along with direct -- our direct contribution, these partnerships are basically an element there.

    So we're beginning to see the benefits obviously. One issue to notice, although, and that this benefit isn't like a one and accomplished from these partnerships. or not it's not that you simply get a improvement in one quarter, twelve months and then the falloff. we will continue to look the benefits method beyond 2021.

    And so it really is sort of the contribution half. in terms of the -- what's within the guide that, once again, or not it's a great way of framing it. The development is decent to date. And as regular, we now have taken just a little of a prudent approach in our assistance.

    If we count on continued success at this clip, we have left some optionality left within the e-book, so not baked in everything. And also, one aspect to make clear is that we now have no longer baked in tons for Alcatel-Lucent and Vodafone, which should be some high-quality layering for 2022.

    Bhavan Suri -- William Blair & company -- Analyst

    acquired you. acquired you. Very, very effective. Let me flip the conversation a bit otherwise to aggressive atmosphere, correct? And now we have heard loads of things.

    there's a Zoom overhang. We heard from Zoom individuals that the free RingCentral video has been an impact to them. So possibly for Anand, as you appear on the revenue process, you check with the americans in the container, how are you feeling about a competitive environment? And has anything changed? primarily as you seem to be on the partnership, some are exclusive some or not. How should still we feel about that?

    Anand Eswaran -- President and Chief working Officer

    neatly, it be an excellent question, Sterling. So here is what i might say. So yes, so from a compete standpoint, if I appear on the -- just seem at the macro warning signs, our win rates have sort of held consistent. in fact, we noticed a really significant acceleration of win fees in the business.

    this is the first aspect i'll tell you. The 2nd thing which i could tell you is a component of what we saw, which is the capability to have MVP message video mobile integrated together in a connected way is definitely making a significant difference. That became one more layer of why you noticed that powerful office ARR, plus 40% boom. The third aspect i go to inform you is this, here's an enchanting metric from Metrogyl, which they'd noted that for -- more and more, valued clientele are making joint UCaaS and CCaaS selections, and well-nigh 62% of those corporations are using the identical issuer.

    So this joint UCaaS-CCaaS story, which we've through our partnerships with inContact and our personal portfolios, is making a huge difference. Over 60% of our gigantic offers protected the contact middle. in reality, inserting it in another way, the number of deals with contact core greater than doubled 12 months on yr. in order that UC-plus-CC story is basically making an incredible difference.

    and then the partners, end of the day, all of it comes right down to this. 200 million-plus on-premise seats. And now with Avaya, Atos, Alcatel-Lucent enterprise and our service company partners, we relatively a lot have reached throughout to the four hundred million plus on-premise users. And so these partnerships are beginning to execute and starting to create new layers of growth.

    And all that put together, the revenue fundamentals are displaying that development, which is accelerating pipe, deal pace, close charges, bringing it all returned, we consider really respectable concerning the competitive ambiance. We believe truly decent about win costs, and all of it is translating into the numbers.

    Bhavan Suri -- William Blair & company -- Analyst

    fantastic. recognize the colour.

    Anand Eswaran -- President and Chief operating Officer

    And Bhavan, I acquired at a loss for words. So I simply are looking to call you again.

    Bhavan Suri -- William Blair & company -- Analyst

    don't even be anxious about it at all. Sterling and that i are brothers from an extra mother, so I admire it. but thank you for the colour. thanks.

    Operator

    And our next query is from Sterling Auty with J.P. Morgan. Please proceed together with your query.

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

    it is extraordinary timing. So Bhavan and i are texting back and forth, and i'm claiming identity theft. I do wish to touch upon whatever that he went into, which is -- however i go to head the Microsoft route. And in terms of -- you referred to as out the pastime in the integration into teams.

    that is the other area that we've got heard from investors is involved about Microsoft competition on correct of Zoom competitors. but perhaps which you could stroll us via what that pipeline technology and activity from Microsoft valued clientele for that integration and pull-via seems like at this element.

    Anand Eswaran -- President and Chief operating Officer

    that is a great question, Sterling. So what we see is -- we just pointed out it in the prepared remarks. Direct routing changed into a key a part of distinctive million-greenback-plus TCV wins for us in Q1, just like the 7,000 user Finserv direct routing win I referred to. What we like about the circumstance we're in is, one, in case you have a Microsoft installed base which makes use of groups since it comes as a part of E3 and E5, our direct routing answer gives these customers entry to the trade-main UCaaS answer.

    And we see energy in pipe. We see electricity in win fees. We suppose fairly good about that. And there are circumstances where we simply without delay work with the consumer.

    And after we try this and compete head to head, we actually have seen our win charges preserve, remain as consistent as ever. and the like both cases, whether we compete at once, win prices are regular. Or when we are accessing Microsoft installed base, it simply creates a variety into a brand new phase for us just about by means of RingCentral direct routing to teams.

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

    Makes sense. And Mitesh, might be one comply with-up query for you. I commonly get perplexed, given you have got a couple of diverse ARR metrics. As we consider in regards to the assistance and we think in regards to the book for the subscription salary line for the June quarter, what's the beginning factor? Are we taking complete ARR divided by way of four and saying that is the base and also you build on that, and that feeds into utility subscription salary? Are we just taking type of the RingCentral office component divide it through four? as a result of if I take complete ARR, divide it by means of 4, it became -- or not it's stronger than what your suggestions is.

    So just clarify that for us.

    Mitesh Dhruv -- Chief fiscal Officer

    bound, sure, Sterling. So sure, I suggest, it is -- it is going to be total ARR divided with the aid of four as a result of that translates into subscription income. Now there are two or three points of this, where we do have in mind next quarter, so profits lags ARR for at least two reasons. One is the linearity within the quarter.

    As we have become to bigger shoppers, we do bake in a little of a back-end loaded linearity in the quarter in our guidance. So we retain it prudent there. And 2nd factor is contact middle. there is a lag in profits focus on contact core on account of the implementation cycle.

    So those are both the reason why you can also see the maths being the way it is, and this math is not as divergent if you examine old quarters. So or not it's very similar. And so call it our prudence or conservatism in the means we ebook to retain the decent information ahead of us.

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

    magnificent. that is very clear. thanks.

    Mitesh Dhruv -- Chief monetary Officer

    thank you, Sterling.

    Operator

    And our subsequent query is from Brian Peterson with Raymond James. Please proceed together with your question. Brian, is your line on mute?

    Brian Peterson -- Raymond James -- Analyst

    Sorry, mute button, two quarters in a row. Apologies, guys. smartly, congrats on the robust quarter. So Mitesh, perhaps you might support me a little bit simply on one of the crucial colossal deal pastime some marvelous seven-determine TCV wins.

    Any assist on one of the economic details there?

    Mitesh Dhruv -- Chief financial Officer

    bound. we are able to unpack the economic details on the $1 million TCV, when you are regarding that power. So let me unpack it in a couple of alternative ways. So first, just to degree set, we did see what's a record for Q1 within the $1 million TCV deals.

    The deals have been up 50% yr over 12 months. And once more, it wasn't on a more difficult compare as a result of, last yr, there changed into some pull-via from COVID, so we had a tricky examine. So we have been in a position to grow 50% on desirable of that quantity. We did even have two eight-determine deals.

    One become from contact middle. So I consider simply an universal lay of the land. Now so as to add some color, i will add some colour for you on a few dimensions, for instance, three dimensions. One is on the nice of the deals.

    we'll talk about that. we will discuss where the deals come from, the go-to-market motions and the items. So if you appear at the first-rate of the offers, we have become better wins. along with the boost in pace of the offers or extent, the ARR per deal in fact doubled.

    And that, in a way, led to this new metric we disclosed of $100 million ARR coming from our international 2000 organizations. So evidently, we are relocating up market there, and clients know the value. On the go-to-market facet [Inaudible] it was broad primarily based, the place 75% of the wins came from channel partners, and we did see varied wins from the three As. it really is the 2d part.

    And third one, on the product facet, Anand also touched upon that. Over 60% of the wins blanketed contact core. here is a new driver. here's a new -- we are seeing this vector emerge because, always, or prior to now, it could be simply more seats that would lead to upsell.

    Now we're additionally seeing a multiproduct journey. So all in all, if you put this collectively, we are turning out to be on our early days of fitting a multi-dimensional enterprise, both on products and the distribution, which eventually results in accretive increase and margins company.

    Brian Peterson -- Raymond James -- Analyst

    outstanding. absolutely, there feels like a lot of drivers there, Mitesh. And so Vlad, one for you. You had loads of first rate things to share.

    and also you alluded to a few probably some good news on the hardware side. Curious if there is to any extent further thoughts that you can share there. and maybe how we may still suppose concerning the cadence of exact partnerships going ahead?

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

    yes, yes, in reality. appear, I suggest, we're cautiously optimistic that our partnership -- or I may still say strategic partnership community will grow someday within the foreseeable future, and or not it's too early to call now. however we suppose that now we have confirmed RingCentral to be a good associate to lots of the trade players, starting with the natural channel, extending into carriers or world carrier suppliers, and of course, most currently -- greater these days, I may still say, typical PBX manufacturers, your Avaya, Atos Alcatel enterprise. So now not every person in our section is taking this partnership-oriented strategy, but we're doubling down on this.

    And proof is in the pudding. we now have been requested for a very long time, "smartly, when are you going to start seeing results? When will Avaya start relocating the needle for you or AT&T or BT or what have you ever?" And we at the moment are seeing early indications of that. so as i mentioned in prepared remarks, we've and, as which you could see from the numbers, we're retaining and even a little accelerating our increase on a meaningfully larger number. We easily have not viewed this type of an add on the IMRR side, percent-smart for a number of years now, however we're actually above that where these days when all this goes.

    and i can inform you, we might not be there devoid of our companions. So it's a strategic initiative for us, and we'll be doubling and tripling down on that. Hope that answers your question.

    Brian Peterson -- Raymond James -- Analyst

    Yeah, it does. Thanks plenty.

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

    first rate. thanks.

    Operator

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

    George Sutton -- Craig-Hallum Capital neighborhood -- Analyst

    thanks. Vlad, staying on the strategic aspect, there are a couple of small but what seem like strategically vital issues that you did this quarter that I simply want to get a bit bit more readability on. The innovation core in India and the cryptographic acquisition that you made, can you simply supply us a viewpoint if we seem, say, 24 months out, what are these going to suggest for you?

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

    certain. We do feel that each are strategic. We have not executed a nonstrategic place, and i do not see a nonstrategic place in the next, as you say, 24 months. seem to be, i may take it in reverse order.

    The protection business, which you call the cryptographic acquisition, they're deep safety consultants. there is a extremely specific milestones that we have to achieve, which is known as conclusion-to-conclusion encryption. it be not the best thing that needs to be carried out to proceed proposing world-class protection, but conclusion to end is anything that many americans can relate to. So because the first deliverable, we would expect and they're planning to announce that later this yr.

    Of path, we will now not cease on it, and there might be persevered ongoing protection advancements. and i additionally wish to remind americans that we have surprisingly recently hired our first chief protection officer who has held the same role at IBM, and she is making a really big difference. might be Anand can extend more on that, if there's time. ok.

    as far as India is worried, look, it's with no trouble an awesome source of ability. And RingCentral is an international business, and we have building centers all over the area. but first rate by way of its absence, up until now, it turned into India, and this is going to trade. and that i suppose this is a much bigger query here that i might want to address, which is how are we going to proceed this category of boom, hopefully, this degree, if no longer more advantageous, even if we are -- if you will, marvelous larger and greater quantity as the revenues raise.

    And our answer is awfully basic, and i feel we now have been constant on this. And the answer is twofold. One is product, and the different is partnerships. And the marriage between product and partnerships will deliver as customers because it has been.

    So we see vast and persevered growth in our commitment to innovation in our product innovation. but undoubtedly, we need to be fiscally frugal. And a method by which we are able to obtain continue doubling down, if you will, on the product side without breaking the bank and without eating into our profitability is to offshore, is to get world-category talent in areas which are a little bit more within your means. And India is a wonderful region to do this.

    obviously, a number of Tier 1 groups have been doing reasonably smartly there. we now have employed a really, very key adult extraordinarily smartly considered in India to guide that center. And we're very positive. So inside 24 months, i would say that we have a substantial, enormous technical, which potential R&D and product presence in India, in addition to probably another functions.

    we will birth leveraging analytics, probably some specific customer provider features, and so on., however we think or not it's going to be a kind of a competitive potential for us relocating ahead.

    George Sutton -- Craig-Hallum Capital group -- Analyst

    that's a fine reply. You outlined being frugal. Mitesh, not frugal. So I believe you are first-class.

    that is it for me.

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

    yes, yes. We do steadiness each and every other out.

    Mitesh Dhruv -- Chief economic Officer

    thank you, George.

    Operator

    [Operator Instructions] Our next query is from Meta Marshall with Morgan Stanley. Please proceed together with your query.

    Meta Marshall -- Morgan Stanley -- Analyst

    exquisite. Thanks. just on the grounds that you're seeing such high connect of contact core, just how do you see the interplay going of your self-developed equipment versus your relationship with exceptional? And do you see yourself establishing more tools that may help you go upmarket into one of the most solutions that first-class presents these days?

    Anand Eswaran -- President and Chief working Officer

    appropriate. yes. it really is an outstanding question, Meta. this is Anand.

    So here's the manner we look at it. We truly have our partnership with pleasant inContact and the contact middle answer, and we truly use them for -- in case you examine interact Voice and have interaction Digital. For digital-first use situations, we start to move down with interact. For the different use instances, we start to go with satisfactory inContact.

    this is how we strategy which consumer uses which product from our facet. And the 2d aspect is, as we also look at bigger consumers, we work with satisfactory inContact partnership and product because the primary car for these better customers as smartly. So the client measurement additionally sort of dictates who we lead with. could not be happier with our partnership with nice inContact at this point in time.

    Meta Marshall -- Morgan Stanley -- Analyst

    terrific. Thanks.

    Operator

    Our subsequent question is from Michael Turrin with Wells Fargo Securities. Please proceed together with your query.

    Michael Turrin -- Wells Fargo Securities -- Analyst

    hey, there. Thanks. good afternoon. Mitesh, you mentioned the feeling you might be now on the path toward fitting a multibillion-dollar application enterprise.

    can you stroll us during the drivers beyond what you are seeing nowadays on long-time period boom and margin, what you are concentrated on and maybe how you're considering concerning the sequencing of those past 2021?

    Mitesh Dhruv -- Chief fiscal Officer

    sure. certain, Michael. yes. I did point out to develop into a multibillion-dollar company, the drivers are clear, and it be not just the increase drivers.

    or not it's always -- as I at all times outlined, it be profitable increase, now not simply increase. So let's beginning with the boom facet and may then tie within the profitability. On the boom aspect, it be -- once more, the trick is to simply layer on incremental drivers to trap this large TAM because the TAM is already there. So what are the drivers? One is the product side.

    we now have our own video now, which goes to be proving -- so they can show to be a new driver for us. We won't have it yet and then the aggregate for UCaaS and CCaaS. it's one. On the go-to-market side, all our partnerships we've these days, plus in 2022, they're going to still ramp.

    but once again, we will have more partnerships like Alcatel-Lucent and Vodafone ramp up in 2022 and beyond. And the third part on the growth facet is geo, international. it is performing definitely neatly. And we do predict it to be a accelerated contributor to fitting a multibillion-dollar enterprise in the future.

    So a lot of opportunities within the tank here for distinct years forward. On the income side, once again, the new clients we are onboarding with varied products and greater organisations are very sticky, which results in a high lifetime value. after which on the distribution facet, again, we're seeing sales and advertising leverage as a result of we are able to use the journey of our companions' distribution. so that you mix these two of the boom and earnings drivers, and also you get a very high-quality ecocnomic growth flywheel going for the years to come back.

    Michael Turrin -- Wells Fargo Securities -- Analyst

    thanks.

    Operator

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

    Samad Samana -- Jefferies -- Analyst

    hi. good afternoon. Thanks for taking my questions. Mitesh, this may well be for you or Anand.

    however is there a change in the visibility of the pipeline and deals in any given quarter for direct-led deals versus the pipeline that you have with the -- let's name it, the three As, right? Do you guys have just as tons visibility? Or how does that exchange probably the tips framework or influence the suggestions framework?

    Mitesh Dhruv -- Chief economic Officer

    yes. i will -- i will be able to look -- yes. Why do not you take the first half, Anand?

    Anand Eswaran -- President and Chief working Officer

    i was going to say let me do the first a part of the query. we have pretty good pipeline visibility across the board, Samad. So I have respectable visibility into our direct. I actually have good visibility into what's going on with our VARs, and we now have first rate visibility into what's occurring with all our companions.

    And this is what I tell you. Our pipe come what may -- as we complete the quarter, our pipe become on the optimum levels we now have viewed. truly, to date, turned into respectable to say, even April become one of the vital fastest starts we now have seen in our background from a pipeline standpoint. So we suppose pretty respectable about that.

    Mitesh, why do not you take the 2nd part of the question?

    Mitesh Dhruv -- Chief financial Officer

    sure. And so Samad, the way working -- the style the rhythm works is we basically study our new bookings forecast in pipeline on an everyday and weekly groundwork. there's a weekly assembly that happens for that. after which we doubtless adjust it after we give assistance.

    So or not it's very, very neatly quality-tuned, well-nigh scientific to the manner we regulate it, and then we give our assistance.

    Samad Samana -- Jefferies -- Analyst

    brilliant. might be just housekeeping. turned into linearity different in 1Q, just as a comply with-up to Sterling's query from prior?

    Mitesh Dhruv -- Chief economic Officer

    Yeah, it became distinct. We did have a lower back-conclusion loaded quarter, and or not it's occurring more and more. As you see greater enterprise wins, it does are available -- it does take place extra lower back-conclusion loaded. So yeah, it is -- the form of the curve is a bit bit lower back-conclusion loaded, sure.

    Samad Samana -- Jefferies -- Analyst

    extraordinary, and congrats on the amazing delivery to the year.

    Mitesh Dhruv -- Chief economic Officer

    Yup.

    Operator

    And our subsequent question is from Daniel Bartus with financial institution of the usa. Please proceed together with your question.

    Daniel Bartus -- financial institution of the us Merrill Lynch -- Analyst

    hello, guys. Thanks for taking the query right here, and notable to look the office ARR acceleration as well. i needed to ask about contact core. i do know lots of questions thus far on this.

    So i wanted to ask sort of a two part or from a distinct angle. One, just curious in case you can discuss your emotions about how your accomplice network can assist you extra with CCaaS going ahead? after which two, simply discuss your aspirations or skills to compete with CCaaS stand-by myself as smartly.

    Anand Eswaran -- President and Chief working Officer

    it is a fine question. So i may take that. So a few issues. One is we do leverage our partners today for CCaaS.

    as an example, the partnership we introduced with Vodafone business back in q4 changed into really UCaaS plus CCaaS coming collectively. We additionally said BT. We haven't had a whole lot dialogue on the details of BT and AT&T and TELUS. but as I examine BT, they're already -- we introduced the elevated partnership in q4 with UCaaS and CCaaS, and they're already contributing drastically to the CCaaS wins with this new improved partnership.

    So we already try this. We already see that, and you'll are expecting to look that more and more going forward. and that's what's coming -- when that permits us to carry all of it returned together because in case you have triple-digit growth in new emblem enterprise. And the common deal measurement is more than doubling.

    I imply, it's the effect of companions, our VARs and our direct earnings teams all seeing the momentum on organizations making new CNCC decisions together. So it really is the one thing. The second factor is CC, contact center as a stand-alone. We do have contact-center-handiest opportunities.

    but our simple pivot, our fundamental focal point is that this expanding set of shoppers who're making UCaaS and CCaaS choices collectively. however we do have purchasers who've simply wanted a contact core answer, and we've efficiently competed and received that as well.

    Daniel Bartus -- bank of the us Merrill Lynch -- Analyst

    Very helpful. Thanks.

    Operator

    And our next question is from Peter Levine with Evercore ISI. Please proceed together with your question.

    Peter Levine -- Evercore ISI -- Analyst

    awesome, and congrats on a superb quarter. I guess I want to dive a bit deeper into RCV. I mean, are you able to give us an update on how that migration is trending, in the event you believe that comes to an conclusion? after which as we consider about having a everlasting far flung work ambiance in location, how are agencies prioritizing voice and video? meaning does video, voice -- how does video or voice rank when it comes to magnitude?

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

    sure. Vlad right here. Let me maybe take a stab, and then, definitely, Anand can add in. it be pleasing as a result of -- so we're making motor vehicle mark with what we name Message Video mobilephone, MVP, so we certainly agree with that all modes of communications are very vital.

    And we also go any mode any equipment anywhere so any mode is an identical MVP. And we fully see instances where video is greater applicable, which is instances the place voice is greater applicable. as an example, every time a consumer or a customer reaches their company or company or what have you ever, they'll do this by the use of voice. Many inside meetings are, at least right through COVID, has been run over the 12 months, and that's the reason just a extremely important medium.

    but curiously adequate, just today, I name it Jamie Dimon announcing that he's finished with the assembly season, cancel all of them and expecting again to office or they're returned to pre-COVID usual. So I think it actually will depend on -- is dependent upon an organization. I do trust it's going to rely on a specific leadership fashion. however from our side, we aren't seeing any slowdown in consumption of voice minutes.

    and i do consider i discussed within the prepared remarks that we're not best seeing robust growth there however certain overweight in cell minutes runs through our platform, good enough? and that i suppose that again and again, when people say, well, voice is lifeless, they overlook that all cell calls or large majority of mobile calls are voice, adequate? So voice is, with the aid of a long way, now not useless. So if you were to question me, or not it's -- there's a correct tool for the right job. So from our point of view, we're now not going to name that either manner. we'll effortlessly carry on featuring world's most advantageous enterprise voice or commercial enterprise voice, some americans name it.

    And we are gaining very abruptly on the video area, and we completely expect to be in a very aggressive and the leadership position there inside the foreseeable future. anything else so as to add, Anand, Mitesh?

    Anand Eswaran -- President and Chief operating Officer

    No. The best component i might say is on the migration. The most effective aspect, due to the fact changed into a question as neatly. we have been on a phased migration plan.

    We had put that in movement smartly earlier than the starting of this yr. And we are into it. And we're making significant growth on migrating the bottom. And as it pertains to new clients, all of them get RCV as they come onboard, and the feedback has been fairly decent to date.

    Peter Levine -- Evercore ISI -- Analyst

    splendid. thank you.

    Operator

    And our subsequent query is from Tim Horan with Oppenheimer. Please proceed along with your question.

    Tim Horan -- Oppenheimer & company -- Analyst

    Thanks, guys. Do you've got any experience of the one hundred forty five million groups users out there? how many have begun to bundle voice with groups? and type of the place do you are expecting it to move?

    Anand Eswaran -- President and Chief working Officer

    No. remember to ask that query of Microsoft, however what we might say is as agencies -- I suggest, Vlad simply observed why voice and UCaaS is essential, peculiarly when it involves safety, reliability, fifty nine. The last I checked, our opponents were somewhere between three and 4 nine. So the liability, security, information residency, statistics privacy, all of those issues be counted it really is why we suppose that all head-to-head competes, we are seeing our win charges cling constant.

    And for consumers who -- the one hundred forty five million users of groups, it's a selection of a brand new segment for us, and we see us doing very well in buying some of those teams users and giving them access to the RingCentral PBX through our direct routing to team. So we believe fairly respectable about that.

    Tim Horan -- Oppenheimer & company -- Analyst

    thanks.

    Operator

    And our subsequent query is from Jim Fish with Piper Sandler. Please proceed with your query.

    Quinton Gabrielli -- Piper Sandler -- Analyst

    hi there, guys. Thanks for squeezing me in. here's Quinton on for Jim. just a brief one for us.

    We received the trade to the top of the funnel with the new free clip offering. We understand it's nevertheless early on in the procedure, however any wonderful indications from these conversions to paid options inside your business solutions?

    Anand Eswaran -- President and Chief operating Officer

    Too early to really focus on it. decent promise based on the six months or four months because we launched clip in December, so it be still very early. What i'd inform you is that this. it's serving as an incremental lead gen engine because it gives us that optionality of a freemium answer.

    The other issue i might let you know is that this, this accomplice traction. So only in the near past, we announced that Atos has launched unified video, which is integrated crew messaging and RingCentral Video collectively, and that is serving as a supply of significant customer acquisition for them. So we're working with our partners on it. Too early to share to any extent further information past that.

    Quinton Gabrielli -- Piper Sandler -- Analyst

    That makes feel. Thanks for the colour.

    Operator

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

    Matt Niknam -- Deutsche bank -- Analyst

    hello, guys. Thanks for squeezing me in as neatly. We talked plenty about business, however i am just wondering once I consider about SMB and mid market, it seems like 12 months-on-year increase might be plateaued or stabilized a bit bit relative to the actually effective acceleration in enterprise. i am just wondering in case you can speak about the aggressive backdrop, certainly inside SMB and mid-market, and how churn is trending inside these two specific areas.

    Mitesh Dhruv -- Chief financial Officer

    sure. i'll take that. So on SMB, in case you seem on the model, SMB increase has at all times been in the mid-teens. And we've got accelerated, as you noted over the final 12 months, and we are at mid-20.

    So it really is -- it be a superb influence within the mid-20s. or not it's a really efficient engine. also, in case you appear on the incremental bookings, we punched through a very powerful bookings on what changed into a really, very tough comp. So what the drivers at the back of that's in fact productive e-commerce engine, our exact partnerships, which is additionally assisting SMB.

    And in this hybrid atmosphere, no one's in fact deploying cloud, with the intention to dwell productive. And so that is very true in the SMB area. On the mid-market aspect, we did have somewhat a couple of clients that graduated to the enterprise facet. So this is the land-and-extend motion.

    And so usual, in terms of churn, average, the churn remains sub-5% annually during this entire phase, and if you want to become an accretive driver within the model going forward.

    Matt Niknam -- Deutsche bank -- Analyst

    excellent. Thanks for the color.

    Mitesh Dhruv -- Chief fiscal Officer

    Yup.

    Operator

    And our next query is from Will power with Robert W. Baird & company. Please proceed with your query.

    Will vigor -- Robert W. Baird -- Analyst

    ok. superb. Yeah. just coming lower back to the business acceleration, which is terrific to see.

    Anand, you had made a remark that you're seeing improved win costs in enterprise, and i'd like to just kind of remember what's driving that. What's definitely assisting set you aside in business particularly to allow that?

    Anand Eswaran -- President and Chief operating Officer

    yes. No. it be a good question, and here is how i'd put it. number one, having an built-in solution across message video mobilephone makes a change.

    As groups are coming returned or pondering what the plans need to be to return again to the office or be their hybrid skill, those integrated and persistent collaboration mechanisms via MVP is actually making a change. that is been one large issue. The 2nd thing is the integrated motions between UCaaS and CCAAS. As I shared some records earlier as neatly, sixty two% of the organizations who make a joint UCaaS-CCaaS decisions buy from a single seller.

    So the capability for us to have a deeply integrated contact center solution with our UCaaS platform is really making a large change. in order that combination is making a change. number three, the partners are beginning to execute and beginning to create layers of increase. this is a full 12 months now of Avaya, and that they've already been up and going.

    This was the second full quarter on Atos, and we're already pretty enthusiastic about what we see there. As I shared, the pipe with Atos doubled, thrice. And so the partners are also making a big difference, each on the strategic aspect, the service facet and also the VARs. so that engine is truly humming.

    it really is making a huge change as neatly. So this is how i would seem to be at all of those issues coming together.

    Will power -- Robert W. Baird -- Analyst

    thanks.

    Operator

    [Operator signoff]

    length: seventy one minutes

    call members:

    Ryan Goodman -- Head of Investor members of the family

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

    Anand Eswaran -- President and Chief operating Officer

    Mitesh Dhruv -- Chief fiscal Officer

    Terry Tillman -- Truist Securities -- Analyst

    Bhavan Suri -- William Blair & business -- Analyst

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

    Brian Peterson -- Raymond James -- Analyst

    George Sutton -- Craig-Hallum Capital neighborhood -- Analyst

    Meta Marshall -- Morgan Stanley -- Analyst

    Michael Turrin -- Wells Fargo Securities -- Analyst

    Samad Samana -- Jefferies -- Analyst

    Daniel Bartus -- financial institution of the usa Merrill Lynch -- Analyst

    Peter Levine -- Evercore ISI -- Analyst

    Tim Horan -- Oppenheimer & enterprise -- Analyst

    Quinton Gabrielli -- Piper Sandler -- Analyst

    Matt Niknam -- Deutsche bank -- Analyst

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