Two weeks ago, I wrote a blog post titled, When everyone has veto power … The post was inspired by my lack of patience.
Today, Matt Erickson and I were marveling at the amazing progress Zayo Bandwidth has made on the sales to billing process using Salesforce.com. Zayo Bandwidth has completed more in two weeks than most companies accomplish in 2 years. The following is a quick laundry list of work that has been completed or is very near completion:
- Established a record for every recurring Billable Service (ties to Zayo Bandwidth’s run rate)
- Established a record for every Customer Billing Account
- Assigned Account Executives to every Account
- Created a product catalog for sales opportunities, that will track individual elements and product bundles
- Developed a systematic ICB (Individual Case Basis) quoting and Capital approval process
- Developed a Disconnect Funnel process
- Developed a process & reports to manage Revenue Commitments (take or pays)
- Replaced Excel spreadsheets with automated real time reports Sales Funnel, Net Sales, Install Pipeline, Net Installs, Revenue by Product/Vertical and Capital reports
- Created automated real time reports that show Entrance Criteria Met for new orders
- Attributed Network Expense to Billable Services
- Automated calculations for remaining Contract Term by service
- Developed a service order process
- Developed Salesforce.com training is available via Google groups
How did Zayo accomplish so much in so little time?
- Extremely clear direction from Zayo’s leadership
- Ease of use that Salesforce.com lends to agile development
- A very talented team that got on board, collaborated, and worked extremely hard
There is still a lot of work to do, to refine and build upon this foundation. But for now, Thank you! Keep up the good work!
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