Friday, August 08, 2008

CBEY Chugs Along

Everyone knows I like this company (Cbeyond), but I like the plan they execute on. Cbeyond spent months putting processes and people in place to be able to handle the back office to deliver on the projected sales goal. Then they picked 3 products - Dynamic T1, Internet T1, and SIP Trunk. Then they added the HUGE differentiator of BeyondMobile (cellular MVNO) lines. Simple message. Simple pricing tool. Easy to target your qualified audience.

So you train for a day and unleash the sales feet who have 2 tools in the belt (SIP Trunk and Dynamic T1 because they don't push Internet only and the mobile is an upsell to the Dynamic) which means the pitch is simple. And you disqualify prospects fast to get to the qualified prospects faster.

CBEY met their numbers this quarter. This is how Hosted PBX is supposed to be sold.

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