Zayo — Accelerating Growth Through Structured Change

Industry Context

The telecommunications industry faces mounting pressure to modernize legacy
infrastructure while accelerating growth through new service offerings. Fiber
and bandwidth connectivity providers must navigate complex buyer journeys,
fragmented technology stacks, and evolving customer demands for integrated
solutions spanning colocation and cloud infrastructure. 

The Challenge

Zayo confronted fundamental execution barriers preventing achievement of
aggressive growth targets. Sales teams operated without standardized processes,
creating inconsistent performance across the organization. Sellers lacked
confidence in positioning new offerings, while siloed technology infrastructure
disconnected seller workflows from buyer processes. The company had invested in
account segmentation, customer insight tools, and leadership changes, yet
struggled to translate these investments into measurable revenue growth. 

The Aha! Insight

Growth acceleration required systematic identification and activation of specific revenue levers rather than broad organizational changes. Zayo's challenge was not strategy formulation but execution. The company needed defined processes and seller enablement to convert existing investments into consistent performance. 

SBI's Approach

SBI conducted a comprehensive revenue growth assessment to identify five critical growth levers. The engagement focused on sales process redesign and development of targeted sales playbooks that connected technology investments to seller behaviors and buyer engagement patterns.

Before vs. After

Results

• >10% estimated revenue uplift
• $58,000 increase in annual rep productivity
• Standardized processes across sales organization
• Enhanced seller confidence in new offering positioning
  
  

Executive Perspective

"SBI's systematic approach to identifying growth levers transformed our ability to execute on existing investments. The revenue growth assessment revealed specific areas where process redesign could unlock immediate value, enabling our teams to perform consistently while building confidence in new market opportunities."

Risk of Inaction

Without systematic process redesign, Zayo would have continued struggling to achieve growth targets despite significant technology and leadership investments. Inconsistent seller performance would have persisted, limiting the company's ability to capitalize on market opportunities and justify continued investment in new capabilities.

Industry Implications

Telecommunications companies investing in modernization initiatives must prioritize seller enablement and process integration to realize returns. Technology investments alone cannot drive growth without corresponding changes to how sellers engage buyers and execute consistently across the organization.

Role-based Impact

• CEO: Revenue growth acceleration validates strategic investments and demonstrates organizational capability to execute on market opportunities, supporting continued expansion and competitive positioning
• CFO: $58,000 annual productivity increase per representative provides measurable ROI on process improvement investments, with >10% revenue uplift improving overall financial performance and margin expansion. 
• CRO: Standardized sales processes and enhanced seller confidence create predictable revenue generation, reducing execution risk while enabling scaling of successful approaches across the organization.
  
• CMO: Integrated seller workflows and systematic buyer engagement improve marketing campaign effectiveness, as sellers can consistently execute on marketing-generated opportunities with defined processes and clear positioning.

Call to action

Telecommunications leaders struggling to convert strategic investments into revenue growth should evaluate their sales process integration and seller enablement capabilities. Contact SBI to conduct a comprehensive revenue growth assessment that identifies specific levers for immediate performance improvement.