Estimated revenue uplift

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.

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SBI partnered with Zayo to carry out a comprehensive revenue growth assessment, revealing five growth levers that enabled the development of value creation plans.


Fiber and bandwidth connectivity, colocation, and cloud infrastructure

  • $1.7B


  • 3.7K


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



Increase in annual rep productivity 

Related capabilities / services involved

  • Sales process redesign
  • Sales playbooks