United StatesTechnology and telecom2025 – ongoingFrontier Communications
AI lead prioritization and contract analysis for business sales
Frontier Communications' B2B sales rose 20% in new logos after it adopted AI lead prioritization
Problem
Frontier's data was siloed and insights came slowly while demands on the business grew. The fiber provider wanted to centralize its data and modernize its infrastructure.
Approach
Frontier moved its data onto Databricks. Its B2B sales team now uses AI-powered lead prioritization to pick prospects. The wholesale business uses generative AI to analyze its contracts and look for revenue it had not yet captured.
Results
Takeaway
The sales result came from pointing the team at better-ranked prospects, which needed the data work to be done first.
Categories
- Size
- Large enterprise
- Industry
- Technology and telecom
- Business function
- Marketing and sales
- Innovation type
- Process innovation
- AI technology
- Predictive analytics and MLGenerative AI
- Adoption
- Off-the-shelf tool or platform
- Evidence
- Vendor case study
Sources
Source summaries
Databricks describes Frontier's move to Databricks and two AI uses: lead prioritization for B2B sales and generative AI review of wholesale contracts. It reports a 20% rise in new logo sales and more than 40,000 contracts analyzed. It does not give the period over which sales rose.
Full details are in the original sources.