For Sales Teams

Automate Network Sales From

Plan To Price With Location Context

The market for connectivity is rapidly growing and network providers need to ensure they keep up with and ideally lead, changes in the space or they risk being left behind. For decades, connectivity network sales activities have been very manual, spreadsheet driven, and reliant on questionable data. Unfortunately, this has led to network providers missing out on opportunities, pursuing the wrong opportunities, and not executing well on the opportunities they do pursue. As a result, revenue growth has suffered and sales teams often do not hit quotas.

Connected2Fiber was purpose built to solve challenges associated with selling connectivity and to usher in an era of digital transformation for the connectivity space.

It’s platform, The Connected World, solves a vast set of go-to-market issues, everything from network planning to deal pricing. It does so by injecting location-specific intelligence into every decision while automating many critical activities in the selling process – ultimately decreasing sales’ reliance on time-consuming, manual processes and untrusted data sources. As a result, sales representatives are more productive and effective, driving increased revenue growth for the organization.

FiberLight Testimonial

Connected2Fiber has had a very positive impact on our sales and revenue.

-Marc Dyman, Chief Revenue Officer

Specifically, The Connected World helps a network provider’s sales team:

Economically justify and plan for new network routes

Most network providers have systems in place to plan new network routes but don’t have granular visibility into revenue potential along each proposed route in order to economically justify network builds in advance. With a simple upload of a proposed network route, The Connected World will surface insights about a variety of relevant revenue indicators along a route – such as the number of serviceable locations along the proposed route, the tenants within the buildings, the total estimated telecom spend for the locations, etc. This empowers sales teams to not only help build a business case for network expansion, but determine the optimal way to deploy a sales force to capture the revenue potential.

Identify their total addressable market and communicate it to network partners

The first step in the connectivity sales process for a network provider is to identify all of their serviceable locations, or total addressable market. These locations include buildings that are on-net, near-net (or in close proximity to their network), and partner managed. This ensures sales teams (wholesale and direct alike) have the opportunity to participate in as many deals as possible. The Connected World takes network provider KMZ files and building lists (from providers or partners) and automatically constructs a clean, comprehensive building list of on-net, near-net, and partner locations so sales teams have a clean view of their network footprint. Moreover, The Connected World will automate the continuous distribution of those building lists to network buyers, in their format, via a variety of application and API capabilities so network providers can ensure they participate in as many relevant wholesale deals as possible.

Prioritize sales prospects to pursue

The next step in transforming the selling process once all serviceable locations are confidently identified is to prioritize prospects to pursue. Connectivity sales teams waste too much effort due to poor targeting and, as a result, sales productivity suffers. The Connected World helps providers prioritize opportunities with the highest potential win rate. By surfacing trusted, comprehensive, location-based insight in easy-to-use application workflows, sales teams can quickly prioritize their best targets – ultimately driving more revenue. This capability spans both territory-based selling efforts (where the platform can, for instance, detail a building’s competitive rating, tenant profiles, ability to be serviced, etc.) and RFP responses (where the platform can immediately identify network intersection points with RFP locations, among other actions).

Digitally Transform Their CPQ Process

The final step in the selling process, once prospects are identified and prioritized, is to price out the best offerings and send quotes. Unfortunately, the Configure, Price, Quote (CPQ) process in the connectivity industry is far from optimal. Most network providers are burdened by expensive, poorly designed tools and some are even operating entirely off of spreadsheets. This leads to poor visibility into their total product supply and its cost, pricing that’s not specific to a customer or building, and quoting activities that are too slow. The Connected World digitally transforms the CPQ process for connectivity providers by using location intelligence combined with robust application workflows and a comprehensive API stack. Using the platform, network providers can implement a repeatable CPQ system to quickly and accurately establish and visualize their partner serviceability and product costs at a location level, price out each deal with location-specific context, and quickly generate quotes at scale.

Watch This Virtual Roundtable Now:

Reshaping Connectivity Sales in 2020

I would venture to guess that the pendulum would continue to swing towards automation in sales. But people are going to become even more important in sales, and humans, the human touch, will become critical as sales sits at the heart of it all.

– Margareta Sauger, Vice President of Sales
PCCW Global