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Windstream Modernizes their TeleCom GTM Strategy with 6sense
Technology Category
- Analytics & Modeling - Predictive Analytics
- Application Infrastructure & Middleware - Data Exchange & Integration
- Platform as a Service (PaaS) - Connectivity Platforms
Applicable Industries
- Telecommunications
Applicable Functions
- Business Operation
- Sales & Marketing
Services
- Software Design & Engineering Services
- System Integration
The Challenge
The communications industry has undergone significant changes, with network overbuilds leading to a rapid decline in prices. This has forced companies to pivot towards software solutions and content to capture value. Additionally, the global pandemic accelerated digital transformation, pushing organizations to adopt remote-friendly and touch-free solutions. Enterprise selling strategies have also evolved, with a shift towards virtual interactions and the need for modern sales tools and MarTech investments. Buying habits have changed, with a significant portion of decisions made before engaging with a seller, making it crucial for companies to adapt their strategies.
About The Customer
Windstream Enterprise is a leading provider of advanced network communications and technology solutions for businesses across the United States. The company offers a range of services, including cloud connectivity, unified communications, and managed services. With a focus on innovation and customer satisfaction, Windstream Enterprise aims to deliver reliable and secure solutions that meet the evolving needs of its clients. The company has a strong presence in the telecommunications industry and is committed to driving digital transformation and enhancing the customer experience through cutting-edge technology and strategic investments.
The Solution
Windstream Enterprise invested in a full MarTech stack, with a significant focus on 6sense, a predictive analytics and intent data platform. By leveraging 6sense, Windstream Enterprise was able to gain valuable insights into customer intent, allowing them to tailor their sales and marketing strategies more effectively. The platform enabled the company to bridge the gap between sales and marketing, fostering better collaboration and alignment. Additionally, the use of real-time data insights and robust demand generation practices helped Windstream Enterprise to enhance their virtual selling strategies and improve overall customer engagement. The implementation of 6sense and other MarTech tools has been instrumental in driving the company's digital transformation and positioning them for future growth.
Operational Impact
Quantitative Benefit
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