The achievement comes thanks, in part, to the cable operator’s channel partners. But reaching that $1 billion threshold took some serious strategy on Cox Business’s part, too. For one thing, the company had to put together a dedicated, internal business-to-business team, which it did, said Steve Hilton, head of the enterprise and small enterprise research unit at Analysys Mason.
“It’s not acceptable treating the small and medium business market as an off-shoot of a residential business," he noted. That approach “will fail miserably."
Cox Business further built its sales and support channels as it sold products; that allowed the provider to adjust as needed. And the products available to business customers have remained top-notch, Hilton said. Take, for example, the range of services offered – Ethernet, security, Internet access, voice, mobility and carrier backhaul.
Finally, Cox Business has continued to pride itself on customer satisfaction and service, Hilton said.
“Cox has shown amazing levels of operational excellence and foresight," he added.
Cox Business was formally established 10 years ago and reported about $100 million in sales that first year. The offshoot of pay-TV operator Cox Communications now serves 260,000 businesses. Vertical Systems Group says Cox Business is the fourth-largest business Ethernet services provider in the United States, and J.D. Power and Associates recently ranked Cox Business as highest among small/midsize business data service providers.
Cox Business is the first cable operator to announce that it’s reached the $1 billion revenue mark.