Black Box Network Services is a trusted provider of comprehensive communications and infrastructure solutions, headquartered in Lawrence, Pennsylvania, with 194 offices serving 141 countries and more than 4,500 team members worldwide.
The Challenge
"We're a legacy oriented sales organization that has a very good install base and farmer sales people," said Don O'Neill, Sales Director for Black Box. "It is imperative that we go through a transformation in the pursuit of net new business with organic sales. We needed modern tools in order to complement that transformation." A referral from a Cisco Business Development Manager introduced O'Neill to Baker Communications.
The Results
"From a revenue perspective, the program has generated," according to Black Box leadership, the following results mid-way through the engagement:
"I look forward to working closer with your team and Baker," said Peter Marquis, Vice President, Black Box Network Services. The engagement also strengthened account manager alignment between Black Box and Cisco, with 1,500 targeted accounts contributed to the play, and helped cement Black Box's local commitment to Salesforce.com as its CRM platform going forward.