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Company: PAETEC Communications, Rochester, NY
Company Description: PAETEC is an innovative supplier of communications solutions to medium and large businesses. With the belief that every customer has unique needs, PAETEC offers a full line of telecommunications solutions, Internet services, telecom software and equipment. PAETEC has more than 1 million access line equivalents in service and serves more than 17,000 business customers across the US.
Nomination Category: Best Run Sales Organizations
Nomination Sub Category: Telecommunications Sales Organization of the Year
Nomination Title: Telecommunications Sales Organization of the Year (#56)
How many people are in your organization's entire sales department?
PAETEC’s sales department consists of 245 direct sales (selling to prospects)
and 104 account development (selling to customers) employees.
What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:
PAETEC’s sales during the period equal approximately $600,000,000.
Describe the nominated sales organization's top 3 accomplishments during the eligibility period (up to 100 words):
With continued success and achievement in the competitive local exchange
carrier (CLEC) marketplace, PAETEC is currently in the midst of one completed
merger and two acquisitions, which were announced less than a month apart.
Earlier this year, PAETEC completed a merger another CLEC. The business moves
solidifies the company as the top CLEC in the United States.
List the nominated sales organization's top 3 lessons learned during the eligibility period (up to 100 words):
PAETEC understands that training must be understood and embraced by executive
leadership in the company. The company doesn't rely on single trainings.
PAETEC has found that refresher courses are needed throughout the year with
sales people, as well as audits, to ensure the system is being used
consistently. Additionally, hundreds of computer based trainings are available
for employees to learn on their own. Lastly, recognize all employees are in
sales. There's no position in the company that doesn't have a role in
supporting the sales process, or benefit in some way from increased
productivity.
Briefly describe the qualities that distinguish the nominated sales organization from other sales organizations in your industry (up to 100 words):
PAETEC’s mission is to be the most employee- and customer-oriented telecom
company in the industry. The company places a high priority on its employees,
so that they will do the same thing when relating to customers. PAETEC has
adopted a vertical market strategy to marketing and developing its products and
services. The company invests the time and resources necessary to carefully
analyze and thoroughly understand the specific challenges faced by
organizations in a wide variety of industries. PAETEC then tailors its
portfolio to provide precise, highly targeted solutions, industry-by-industry,
and business-by-business.
Provide a brief biography of the leader(s) of the nominated sales organization (up to 100 words):
Mario DeRiggi serves as executive vice president, responsible for overseeing
PAETEC's entire direct sales channel. Prior to joining PAETEC as vice president
of sales for Metro New York, DeRiggi had more than ten years of experience in
the telecommunications industry, holding positions at Allnet Communications,
AT&T, Winstar Communications and Cablevision Lighpath.
Briefly describe your organization's customers, including the industry or demographics you sell to, the job titles you sell to (if applicable), and the products and/or services you sell (up to 100 words):
PAETEC is a competitive local exchange carrier that personalizes business
communications for medium-sized and large businesses, enterprise organizations
and institutions across the United States. The company offers a comprehensive
suite of voice, data, and IP services, as well as enterprise communications
management software, network security solutions, CPE, and managed services.
Briefly describe how your sales department is aligned with your marketing department (up to 100 words):
Marketing and public relations only further the efforts of the sales force. The
sales force generates the revenue, but the products and services need to be
touted to establish credibility. PAETEC’s marketing initiatives complement the
people, products and services in the company’s different regions. A public
relations program lends to marketing’s efforts to extend the name PAETEC into
businesses in local areas in the regions. By establishing PAETEC’s presence in
the markets with consistent media coverage, the sales force will possess an
easier formula to sell PAETEC. The company does this so the calls are not as
cold.
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