Go-to-Market. David Sipes COO RingCentral, Inc. All rights reserved.

Multi-Channel Go-To-Market E-Commerce Inside Sales Carriers Channel Field Sales ENT (>1,000) 9k businesses $8B MID-MARKET (50-1,000) 205k businesses $7B SMALL BUSINESS (1-49) 5.5mm businesses $10B *US only 2 2016 RingCentral, Inc. All rights reserved.

End-to-End Customer Experience Purchase Deploy QoS Support

Scalable Sales Engine VISION World-Class Go-to-Market Strategy & Execution Direct Indirect ROUTES TO MARKET ecommerce Direct Sales Signature Field Sales Resellers ISV Service Providers PEOPLE Direct Sales Channel Managers Sales Leadership SALES FOUNDATION Systems & Tools Enablement Metrics & Analytics Compensation Policies & Process Culture of Success Coverage MARKETING Marketing & Lead Generation PRODUCTS Office Global Office Contact Center Glip

Award Winning Customer Satisfaction RingCentral performance vs. TSIA CSAT Benchmark RingCentral US Support 9.2 SaaS 8.3 Software or Services 8.5 All (138 companies) World Class 8.5 9.0 7 8 9 10 Source: TSIA benchmark data 2/25/2016.

Total Cost of Ownership Advantage Costs of On-Premise Communication Services Cost of Cloud Communications PBX Hardware Maintenance fees Web meetings Audio conferencing Fax Telco (PRIs, T1s) Local, long distance, toll free Multi-location (MPLS, PSTN) PBX parts Outside services All-inclusive user pricing Uniform IP desk user phones experience

Solution Consolidation Example: A leading high tech company with ~1,000 Users Legacy Solution Cost = $1.3M/Year RingCentral Solution Cost = $0.3M/Year PBX $0.3M Web Conferencing $0.1M ~80% Cost Savings RingCentral Office $0.3M Conference Calling $0.9M

Growth Strategy Expand Upmarket Accelerate Indirect Channels Scale Globally Relentless Focus on the Customer

Enterprise Acceleration 1,000+ Deployments 20 2 6 2014 2015 Q3 2016

5,000 User RC Office Company: One of world s leading casual dining restaurant companies 1,600 restaurants and 100,000 EE in 31 countries Replaced: Avaya Deal Stats: TCV $3M+ Differentiators: Platform APIs, Admin Simplicity, QoS

Growth Strategy Expand Upmarket Accelerate Indirect Channels Scale Globally Relentless Focus on the Customer

2,700 USER RingCentral Office Standard: Direct / Channel Company: Unified School District Serving Over 21,000 Students 28 Sites Across Silicon Valley Replaced: Avaya Deal Stats: Partner: CDW Differentiators: Google Integration & Deployment / Support

Service Providers Office@Hand Telus Connect BT Cloud Voice

Growth Strategy Expand Upmarket Accelerate Indirect Channels Scale Globally Relentless Focus on the Customer

800+ RingCentral Office Premium + 100 RC CC: Direct Company: Hi-Tech Identity Management leader High growth Pre-IPO 7 offices across the globe Deal Stats: Differentiators: Global Office (UK, SE, FR, NL), Meetings

Path to $1B $1B In 4-5 years Global Indirect channels Upmarket SME

Customer Panel Ryan Azus Senior Vice President of Worldwide Sales

Panelists: Paul Chapman CIO, Box Philip Luedtke VP, IT & Workplace Operations, New Relic Samuel Eakin Operations Manager Hawk Ridge Systems

Channel Partner Panel Zane Long VP, Channel Sales

25 Partner Overview Bubble up Enterprise customers are proactively initiating Trusted Advisor Relying on RingCentral partners to make UCaaS choices Scale YTD added 8 Master Agents, providing access 200,000 sub-agents

Panelists: Dave Dyson CEO Ian Kieninger CEO Tim Handren Managing Partner

History of Strong Growth while Expanding Margins Subscription Revenue and Op Margin $146 M $200 M $271 M -2% $356 M* 2% Subscription growth 30%+ Best-in-class SaaS software gross margins of 80% Expanding Non-GAAP OM for 10 consecutive qtrs -19% -14% Three consecutive qtrs of positive free cash flow 2013 2014 2015 2016E Subscription Revenue Op Margin % *Analyst Consensus as of 10/26/2016

Addressing Three Market Segments $25B U.S. Opportunity ENT (>1,000) 9k businesses $8B MID-MARKET (50-1,000) 205k businesses SMALL BUSINESS $7B ~2-3x = $50-75B+ Global Opportunity (1-49) 5.5mm businesses $10B

Small Market Efficient, Scaled up Business Office ARR and Revenue Pay Back 25% Growth Y/Y Lowest CAC = Fastest Breakeven Good Gross Retention at 99%/month Scaled up GTM 10 10 9 9 10 Q3'15 Q4'15 Q1'16 Q2'16 Q3'16 $7 of Lifetime Revenue per $1 Invested ARR Revenue Payback (Months)

Mid Market Shortening Sales Cycle Driving ROI Office ARR and Revenue Pay Back ~90% Growth Y/Y Best ROI Today Better Gross Retention at 99.5%/month Upsell Opportunities 14 10 11 13 12 Q3'15 Q4'15 Q1'16 Q2'16 Q3'16 $12 of Lifetime Revenue per $1 Invested ARR Revenue Payback (Months) *ROI = Discounted LTV/Customer Acquisition Cost

Enterprise Market Early Stage Strategic Investment Enterprise Pipeline ($) Enterprise Product Ready Ramping Salesforce Significant Upsell Opportunities $15 of Lifetime Revenue per $1 Invested Q1'16 Q2'16 Q3'16 Q4'16 Best Potential ROI *ROI = Discounted LTV/Customer Acquisition Cost *ROI = Discounted LTV/Customer Acquisition Cost

Early Enterprise Trends: Winning More Logos 1000+ Seats Total Logos and ARR 20 Logos 6 Logos 2 Logos $0.8M $2.8M $9.6M 2014 2015 Q3'16

Early Enterprise Trends: Driving up ARR Top 20 Customers ARR 62% CAGR $10.2 M $4.4 M $6.9 M 2014 2015 Q3'16

Early Enterprise Trends: Meaningful Upsell Opportunity 20 Largest Deployments 8.2K 15-20% Penetration Currently 1.4K Current Average User Deployment Average Total User Opportunity

Investing for Better Quality Revenues Annualized Net Retention 2015 Cohort 2014 Cohort 2013 Cohort 117% 110% 104% Enterprise product investments paying off Land and expand Product portfolio expansion Improving Retention 2012 Cohort 100% 2012 2013 2014 2015 Sep 16 Note: Chart reflects growth in total monthly recurring subscriptions over time, inclusive of losses, for the group of customers that joined RingCentral in each respective year. Net retention represents increases in total monthly recurring subscriptions after the initial acquisition of each customer, annualized for the time period from the month of acquisition to the end of Sep 2016.

Balancing Growth, Investment in Enterprise, and OM Office ARR and Revenue Pay Back 39% Growth Y/Y Total Office ARR of $317M Addressing all market segments Enterprise Investment dampens near-term 11 10 10 11 12 OM expansion Q3'15 Q4'15 Q1'16 Q2'16 Q3'16 ARR Revenue Payback (Months)

Strong Efficiency and Growth S&M Efficiency 2016 (1) 2016 Revenue Growth (2) 104% 96% 38% 34% 31% 29% 68% 62% 57% 50% 25% 24% WDAY NOW RNG N CRM EGHT NOW WDAY RNG N CRM EGHT (1) Represents consensus incremental revenue in 2016 divided by 2015 S&M expense. (2) Represents consensus revenue for 2016. * RNG Revenues adjusted to reflect the transition of direct phone sales to the agency model. In 1Q16 RingCentral transitioned direct phone sales to an agency model, in which RingCentral receives a commission for phone sales instead of separately recognizing the full sale price and cost of the product. RingCentral is providing supplemental information on a pro forma basis to provide a clear comparison of the Company s results with prior periods as-if the Company had transitioned phone sales to the new agency model on January 1, 2015. Carrier phone sales will remain under the direct phone sale model.

Upmarket Mix Shift Drives Better Long-term Economics IPO Current Long-Term Net Cumulative Lifetime Revenue* Bookings Mix Weighted Average Bookings Mix Weighted Average Bookings Mix Weighed Average Small $7 90% $6.3 60% $4.2 35% $2.5 Mid Market $12 10% $1.2 35% $4.2 45% $5.5 Enterprise $15 0% $0 5% $0.8 20% $3.0 Total Lifetime Revenue $8 100% $9 100% $11 Lifetime Contribution Gross Profit $5 $7 $9

Path to $1 Billion in Revenues $1.2B $1.0B $377M* Current 5 Years 5 Years (Without Carrier Growth) Carriers Direct + VAR *Midpoint of 2016 Guidance as of 10/26/2016

Growth/Margin Framework HIGH GROWTH GROWTH LOW GROWTH Priority Top Line Top & Bottom Line Bottom Line 4-5 year CAGR > 30% 25-30% 20-25% Operating Margin Flat to up slightly +100 to 200 bps +200 to 400 bps

Target Model (Non-GAAP except Revenue) 2012 2013 2014 2015 1 Current Q3 2016 1 Previous Target Current Target Subscription Revenue Growth Y/Y $106M 47% $146M 38% $200M 37% $271M 36% $92M 31% Subscription Gross Margin 66% 68% 71% 76% 80% 75-80% 80% +/- Sales & Marketing % 47% 44% 45% 46% 49% 25-30% 25-30% Research & Development % General & Administrative % 21% 20% 19% 16% 14% 13-15% 13-15% 19% 17% 15% 14% 12% 9-11% 9-11% Total Operating Margin -26% -19% -14% -2% 2% 20-25% 20-25% 1. Other Revenues and Cost of Revenues adjusted to reflect the transition of direct phone sales to the agency model. In 1Q16 RingCentral transitioned direct phone sales to an agency model, in which RingCentral receives a commission for phone sales instead of separately recognizing the full sale price and cost of the product. RingCentral is providing supplemental information on a pro forma basis to provide a clear comparison of the Company s results with prior periods as-if the Company had transitioned phone sales to the new agency model on January 1, 2015. Carrier phone sales will remain under the direct phone sale model.

RingCentral Business Model Summary Large $50-75B+ market opportunity Pure-play leader in size and growth Only UCaaS company addressing all three market segments GTM growth and efficiencies in small market Improved and best productivity in mid-market Seeing early traction in enterprise Proven business model with attractive unit economics Targeting $1B of revenue in 4-5 years