RingCentral
Understanding Reliability
A buyer’s checklist that separates reliability from uptime.
- influenced pipeline
- $5M
- MQLs
- 1,000+
- pipeline per MQL, approx.
- $5,000
The campaign
This e-book and its companion, Understanding Business Continuity, were written as buyer’s guides for IT leaders comparing cloud communications vendors. Both use the same question-and-answer format.
Why it mattered
Reliability is one of the most common objections to moving phones to the cloud. Most vendors answer it with an SLA number. Separating availability (the SLA) from reliability (how the service performs under real conditions) let RingCentral compete on its architecture, not just its 99.999% guarantee.
How it was built
Research
I worked through RingCentral’s architecture with its technical teams: POD-based scaling, geo-redundant data centers, active-active design, and quality-of-service tooling.
Concept
Reliability as four components: scalability, redundancy, quality of service, and security. Each section is a set of “what to ask” and “what to look for” pairs that a buyer can take straight into a vendor evaluation.
Writing
I explained Tier-4 data centers, mean opinion scores, jitter, and STIR/SHAKEN in plain terms, and wrote the evaluation criteria so they favor RingCentral’s strengths without naming a competitor.
Design
A two-column ask-and-look-for layout that works as a checklist when printed.
Results
More than 1,000 MQLs and $5M in influenced pipeline. The checklist format made it useful beyond the first read: buyers kept it for their evaluation process.