WebEx Communications

WebEx has always had an SMB team focused on companies with 1000 or less 
employees, yet saw two issues in the marketplace. One was the need for the SMB 
reps to spend more time with the larger companies in their segment and the 
other was a ton of opportunity at the lower end that wasn’t being optimized. 
Based on this, WebEx created the SOHO (Small Office/Home Office) team at the 
beginning of the year to focus on companies with 10 or less employees. 

The SOHO Group started with just four reps and the original sales plan was to 
end the year with ten, but the results and response from our customers have 
been so great that we accelerated the plan and currently have 15 reps with 
plans to add 70% more over the next year. 

In their second quarter sales were up 94% over their first quarter, then an 
incremental 72% in the next quarter (3rd qtr.) or approx – 231% from Q1/Q3.  
WebEx expects the results from this team to be a $10m business by the end of 
next year. 

•	The sales team has had their best month in sales bookings 9 out of the 
last 10 months and increased the number of deals and total bookings done every 
single month. 
•	Using online collaboration tools has allowed the team to serve the 
whole country from two locations – completing all prospecting, qualification, 
and closure - all online. 
•	Culture of success.  Each team member is in charge of specific 
programs & initiatives thus giving them an opportunity to expand their 
leadership, while also creating accountability & ownership. 

•	Hire for energy, natural sales acumen, and passion to succeed. 
•	Make it fun, drive behaviors and tendencies through fun and rewarding 
challenges. 
•	Growing companies have growing needs. All too often we hear customers 
saying “you may not have a solution for a small company like ours” or “do you 
have a solution for a small business?” The fact of the matter is a growing 
company can realize just as much, if not more value as they do not have the 
resources to be in multiple places at once. 

Focus on the customer and give them what they need. The SOHO team promotes 
being up front with pricing and packaging, yet consultative to add value in 
using these services in their business. 

Faiza Hughell became SOHO Sales Manager for WebEx in January, 2007.  She is 
responsible for segment sales strategy, team leadership and go-to-market 
activities.  Previously she has held management positions in Sales Development 
and has been directly involved in overseas expansion to the emerging India 
market. She began her tenure at WebEx in 2003. Prior to which she held Sales 
Executive positions with HDI and Speedera Networks.