Smart People Buy Dumb Pipes
highly focused sales organization
Large Salesforce
10
10
Consistent Productivity
Sales Rep Productivity (orders per month)
Q1 2010 Q3 2023
700
Salesforce Growth
Q1 2010 Q3 2023
647
600
500
CAGR: 6.8%
400
300 262
200
100
0
8-
6
Avg 5.2
4
2
0
1234
* Acquisition of Sprint Wireline business
Systematic Process
Direct Sales Force Web Marketing Tele- Marketing
400 contacts
24 appointments
12 proposals
3.6*
orders
Salespeople typically win over 40% of
On-Net Proposals
* Rep productivity was exceptionally high in Q2 2023 at 9.2 units per month because it included 9,084 customer
connections sold to T-Mobile under a "commercial services agreement". Also contributing to the lower than usual rep
productivity is the impact of the former Sprint sales reps that joined Cogent from the Sprint Business who are not yet
fully productive.
cogent
Smart People
Buy Dumb Pipes
000000000
* Includes TMUSA "Commercial Agreement" for services consisting of 9,084 orders installed in May.
Salesforce Performance
•Simple products; robust training investment
Success at building the global sales team
• Highly leveraged compensation
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