Case Study: Windstream achieves a modernized telecom go-to-market and increased sales with 6sense

Windstream Modernizes their TeleCom GTM Strategy with 6sense

Windstream Enterprise faced a rapidly changing communications market—fallen prices from network overbuilds, accelerating cloud and AI adoption, and a pandemic-driven shift to remote and digital buying—while also struggling with weak brand recognition, siloed sales and marketing teams, and buyers spending as little as 17% of purchase time with sellers and making 67% of decisions before contact. These forces made traditional go-to-market approaches ineffective and left reps with only a small window to influence complex B2B purchases.

To adapt, Windstream invested in a full MarTech stack and reorganized its operating model around SDRs, hunting, farming and customer success, with 6sense as the centerpiece to provide intent data and real-time insights. The new Sales–Marketing alignment and SDR-driven workflow let teams “shine a light in the dark,” feed high-quality opportunities to hunters, and drove promising improvements in pipeline velocity and sales.

Windstream

Cliff Dinwiddie

Vice President of Strategic Marketing