Cable Bahamas Business Solutions - Most Valuable Response by a Business Development Team

Company: ValueSelling Associates, Carlsbad, CA
Company Description: ValueSelling Associates equips B2B sales professionals to compete on value, not price, using a time-tested methodology with proven results. Our expert Associates deliver custom sales improvement training globally in over 17 languages. With ValueSelling, sales professionals get the tools, skills and processes to effectively qualify, advance and close more sales with higher margins.
Nomination Category: COVID-19 Response Categories
Nomination Sub Category: Most Valuable Response by a Business Development Team

Nomination Title: Cable Bahamas Business Solutions: Supporting the Community after Hurricane Dorian & Global Pandemic

The Bahamian market (population less than 400,000) is capped by its geography. Annual Gross Domestic Product (GDP) is projected to increase 8.3% in 2022 and 4% in 2023. Given geographic limits on growth potential, account expansion hinged on developing deeper and longer-lasting relationships with clients.

Robust sales training helped CBBS focus on understanding the unique business issues that a customer needed to solve and develop tailored, differentiated solutions. CBBS created “one-stop-shop” solutions to grow B2B revenues and power the digital transformation of the Bahamas.

In the face of two catastrophic events—Category 5 Hurricane Dorian, followed shortly thereafter by the global pandemic—the CBBS team drove revenue and supported the community.

FY20
107% of sales goals, remarkable given the negative impact of Hurricane Dorian (September 2019) and COVID-19 pandemic (March 2020)
Commercial cable business 182% of quota
Mobile business 155% of quota

FY21 Fixed Revenue: 111%
Total Revenues Increased 2% YoY from FY20
Hosted PBX and Voice Revenues increased 15.9% YoY from FY20
Fiber Internet Revenues increased 12.7% YoY from FY20
Data Center Revenues increased 2% YoY from FY20

FY21 Mobile Revenue: 102%
Total Revenues increased 26% YoY from FY20
Corporate Mobile & PTT Plan Revenue increased 20% YoY from FY20
Corporate Data Only Revenue increased 112% YoY from FY20

A value-based approach resulted in the CBBS team exceeding revenue targets. More important, the sales reps strengthened their relationships with top echelon customers, which led to uncovering more opportunities.

Cable Bahamas Business Solutions (CBBS) offers fixed, mobile and cloud/data center solutions to increase efficiency, improve customer service, and drive digital transformation for businesses and communities throughout the Bahamas. As a quad-play telecom operator, Cable Bahamas provides data, voice, and TV in affordable bundles.

In August 2019, CBL Group unified its Cable Bahamas (REV) and ALIV business teams into one division, Cable Bahamas Business Solutions, to provide best in class enterprise Internet of Things (IoT) technologies to enable business process optimization and improve resilience.

CBBS sales management—Charnette Thompson, Director Enterprise Solutions; Delmaro Duncombe, Head of Small & Medium Innovations; Javier Bowe, Head of Major & Government Innovation; Chantelle Sands, Head of Family Island Innovation—saw this integration as an opportunity to adopt and rally the sales team around a single sales methodology, the ValueSelling Framework.

This dynamic team expanded a year later to include Commercial Provisioning and Support, and ensure alignment between sales leads and service delivery functions. Cable Bahamas transformed itself from a commoditized “TV company” to a custom solution provider, delivering value and developing greater customer intimacy.

The Cable Bahamas Business Solutions (CBBS) team achieved remarkable results despite the full lockdowns during pandemic, revenue losses in other areas of the overall business, and zero-sum offers by aggressive competitors.

The team hosts bi-weekly webinars featuring local and regional industry leaders, who share insights and experiences that help and inspire business owners and leaders in the community to think beyond today’s challenges.

Their biggest achievements include:

Ministry of Education–Data andTabletDistribution
The team found creative ways to expand its relationship with the Ministry of Education. By partnering with the Rotary and other NGOs, Cable Bahamas kept 50,000 primary and secondary school students connected and engaged in remote learning for over a year. The solution involved over 12,000 tablets, over 5,000 mobile data plans for those without internet access, and a dedicated, 24/7 learning channel—a combined value of over $2 million.

Major Hotel–MobileContract
Using value selling strategies, the team capturedand successfully ported over 600 subscribers from the competition to Aliv Corporatemobilevoiceand dataplans with new Apple iPhones, and added over $30,000 in new monthly recurring revenue.

Major Hotel–Quad Play Hospitality Services
Over $500,000 in new annual revenue is associated with delivering Fiber Internet, Hosted PBX, Hospitality & Sports TV and Mobile Plans for this high-profile resort in The Bahamas.

These wins represent a significant accomplishment given the significant challenges of the past 2 years.

Annual Report: CBL-AR-2021-1.pdf
Please refer to pages 17-19 for list of business solutions developed to support Bahamian businesses.

Video: CBBS Discusses the Team’s Response to Support the Bahamian Community During COVID Pandemic https://vimeo.com/499286472/e29af291fe
Video: CBBS Sales Mgmt Discusses the Impact of Sales Training https://vimeo.com/499302503/1ccdac27a4

Quotes from the interviewees:
“ValueSelling Associates engaged and challenged the participants at their level, helping them to achieve their potential. Even a year later, the ValueSelling Framework still resonates and we’re still getting a lot of value from the training.” - Charnette Bullard-Thompson, Director, Cable Bahamas Business Solutions
“We wanted a robust sales training as we were bringing the sales teams together. We selected ValueSelling to improve revenue, strengthen our relationships with customers, and uncover opportunities. That has made all the difference.” - Delmaro Duncombe, Head of Small & Medium Innovations, Cable Bahamas Business Solutions
“ValueSelling gives our team the ability to ask the right questions, get to the underlying business issues, and provide the best solutions to the clients. The more you listen, the more you learn, the better you can sell.” - Javier Bowe, Head of Major Accounts, Cable Bahamas Business Solutions