Inability to drive change to achieve growth
Zayo needed to quickly meet growth objectives but faced challenges in implementing effective change initiatives. Sales teams lacked defined processes to perform consistently, and sellers lacked the confidence to sell new offerings.
SBI partnered with Zayo to carry out a comprehensive revenue growth assessment, revealing five growth levers that enabled the development of value creation plans.
Telecommunications
Fiber and bandwidth connectivity, colocation, and cloud infrastructure
-
$1.7B
Revenue
-
3.7K
Employees
The opportunities
- Siloed tech infrastructure with no connectivity to seller workflows and buyer processes
- Invested in account segmentation, tools for customer insights, and new leadership
Results
$58K
Increase in annual rep productivityRelated capabilities / services involved
- Sales process redesign
- Sales playbooks