Secrets to sales success: Will Cox talks Masergy’s winning strategy

Published on March 24th, 2020

As Masergy celebrates its 20th year in business, we salute the employees who have served our mission the longest. Here’s the story of Will Cox, Masergy’s Global Account Director.

Will Cox has worked remotely throughout his entire career at Masergy. His home office is no different than any other. Look closely, however, and you’ll find treasured mementos spanning his nearly 20-year career at Masergy: prizes from the company’s early days of rock climbing team engagement outings, an award for the company’s first million-dollar sale, and old business cards with Masergy’s original logo and branding. 

“I keep them as a reminder of the early years and what made us what we are today,” he explained.

Cox has held several titles in his 19 years with Masergy, currently serving as Global Account Director. It all started with a phone call from a former colleague who mentioned a unique startup with impressive ambitions around network innovation. 

“I flew out to Dallas and met with the team, which was about 20 people at the time,” he explained. “I saw the customer-first culture they had established early on and the technology innovation they were pursuing, and I was hooked. I knew it was going to be something incredible.”  

And it was. 

Masergy has maintained its service reputation over the last 20 years with an ability to flexibly adapt to rapidly changing technologies, all while meeting and exceeding client expectations. As one of Masergy’s longest-running veterans (only two people have been with the company longer than him), Cox has been involved with just about every company milestone including pioneering the software-defined network and facilitating the company’s first major sales deals. Masergy has grown tremendously over the last two decades. In fact, the company holds an 18-year track record of consistent, sustained financial growth.

Yet in many ways, Masergy has stayed the same. 

“We have evolved over the years, but our core focus remains unchanged,” Cox said. “From the beginning, Masergy’s business model has been based on staying ahead of the curve and building solutions that will arm our customers with what they need regardless of what the future holds.” Yet Masergy’s technical expertise played only a part in the company’s success. An unparalleled customer focus is key to its success story and has remained the same since day one. 

“Our focus has always been the customer, regardless of where you worked within the company. Whether it was part of your job or not, you jumped in, got your hands dirty, and maintained that level of customer experience at all costs.” As an example, Cox referenced his time in sales at Masergy. “I was on the sales side at the time of the launch of our Atlanta POP years ago. I got a call on a Friday night telling me I was needed at the site to resolve an operational issue. I hopped in my car, drove an hour away, and our engineers walked me through what I needed to get done to make things happen.” 

Masergy has been able to preserve its customer-first culture with an inside-out mentality. “We start with the client’s needs and corporate culture and find people that fit. That’s how we’ve been able to stay consistent from the original 20 employees to over 700 today,” Cox explained. 

“I don’t know what the future holds, but I know with certainty that Masergy is ready for what will come. We continue to innovate, focus on our customers’ needs, and hire really great people. If you can maintain that combination, you’ll be very successful. At Masergy, we’ve mastered it.” 

Ready for more Masergy employee stories? Don’t miss Mark McCann’s story or Terry Traina’s story.

Jody Gilliam

With 17+ years of experience developing marketing strategies for technology companies, Jody crafts communications to support Masergy’s marketing initiatives. Her background in journalism serves her well, as she works closely with industry analysts and Masergy’s top leaders to publish engaging content. She earned her bachelor’s degree in English and communications from Southwestern University and her master’s degree in digital marketing from the University of Denver.

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