“The reality is that Cisco is still the dominant PBX provider,” says Greg Zweig of Ribbon Communications. Looking out over the UC topography, at the ground level, Greg sees a terrain where many enterprises leverage a lot of capabilities that Cisco has. For these customers, Webex is compelling, so Greg argues that the channel community needs to have the ability to win with Webex and Teams. We learn how Ribbon has worked to make sure its product line of SBCs are well aligned for the migration path many enterprises continue to prefer, noting that Ribbon helps people navigate smooth and non-disruptive migrations. “The worst thing a reseller can do is tell a customer that they don’t need to move,” when the customer might begin to quietly search for partners who know how to take their needs to a newer and better level.

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