Pros
A lot of freedom for sales to perform autonomously. KPIs to hit, but messaging / strategy for outbound is mostly able to be personalized. Tools are given to help with outbound and achieving KPIs. Zayo has for the most part the largest and most capable infrastructure available in North America. Has services and capabilities beyond what most competitors can offer/deliver. Very strong partner of world's largest organizations and particularly hyperscalers. Commission structure is generous, typically dollar for dollar of monthly revenue sold.
Cons
Nearly all services sold by Zayo are commoditized, resulting in often losing deals to lower bidding competitors. Few unique differentiators with Zayo. Zayo does have a great managed SDWAN offering but severely over complicates the solution to customers. Service delivery struggles immensely with delivering on time, often without strong communication internally to reps or externally to customers. Sales works very hard to bring in new business only for service delivery to severely damage customer relationship on fumbling install. Go to market strategy is very unclear and generally unsuccessful. Extremely difficult for most reps to get anywhere near quota. Quota also ~2x of reps at other carriers. Frequent layoffs, typically 2 layoffs a year, one usually right before holidays. Practically zero culture at Zayo Internal processes are constantly changing, internal team responsibilities very unclear. Frequent reorganizing of account modules / teams.
