From its humble roots in Louisiana, which go back to 1930, to its recent acquisitions of Qwest, Savvis, and Tier3, CenturyLink has quietly blossomed into the number three telecommunications company in the United States. Regarded as a trailblazer in the industry, they’ve transformed in a variety of ways, including a shift from connectivity via fiber and copper, to the hosting and cloud space. “We pivoted,” said John Serdinsky, Director of Sales Effectiveness. “Business became the leading growth engine for all of CenturyLink. We really showed that the cadence we built, using Salesforce as the foundation, was key to achieving growth.” This pivot helped the Business Solutions Group grow revenue six percent within a year of adding Salesforce. A look at CenturyLink’s Business Solutions Group, which is the company’s largest division with over 1,200 direct reps, 600 internal sales engineers, and more than 1,100 active sales agent users, shows how Salesforce is making a huge difference.
Data.com helps CenturyLink prioritize account records to update based on market segment and cleans the data so contact info is accurate, complete and current. Over half of their records have been updated so far — and the number grows daily. “Data.com arms our acquisition hunters with clean data to locate new leads and opportunities,” adds Serdinsky. “Data.com enables us to solve a number of problems with one investment.” And the role Salesforce plays is seen company-wide. “We’ve done significant customization to support our unique needs,” adds Serdinsky. “In the coming months, we will expand the use of other products, such as the Saleforce1 Mobile App, beyond what we’re already doing with dashboards and reports.”