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HomeTelecomConstructing Momentum with Buyer Focus with Monnie McGaffigan of ExteNet

Constructing Momentum with Buyer Focus with Monnie McGaffigan of ExteNet

Now realizing what you needed to be if you develop up is a dilemma to some individuals. In search of a secure profession path and succeed on it’s one thing all people goals of. As we speak, Carrie Charles interviews Monnie McGaffigan, the Chief Income Officer of ExteNet Techniques, a number one nationwide supplier of converged communications infrastructure and providers addressing outside, actual property, communities and enterprise superior connectivity wants. Monnie shares her success story and the way she acquired began in telecom. She additionally talks about her imaginative and prescient for her workforce and the corporate, and the customer-focused tradition at ExteNet.

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Constructing Momentum with Buyer Focus with Monnie McGaffigan of ExteNet

I’ve an exceptional episode for you. I’m completely happy to have as my visitor, one among my mates and in addition a girl that I’ve monumental respect for, Monnie McGaffigan. She is the Chief Income Officer of ExteNet Techniques. Monnie, thanks a lot. I’ve been desirous to get you on the present ceaselessly. Thanks for approaching.

Carrie, thanks for having me. I’m thrilled to be right here.

We’re going to have a blast. I can’t wait to get into every little thing with you. We’re going to have enjoyable. First, let’s begin with, how did you get to the seat that you’re in?

It was an extended journey. My story is that I acquired into the telecom world and it was my second job out of faculty. I used to be a little bit Cal state woman out of California and didn’t know what I needed to be once I grew up. I had a pal that discovered their means right into a telecom that mentioned, “There are some good job alternatives over right here. Have a look.”

I began as a area door-knocking salesperson again within the day with Dash. It was great. There have been fabulous individuals and nice coaching. I acquired the telecom bug. I labored my means up the ladder at Dash. I did gross sales coaching, took on a administration function, moved a few occasions, took a director function primarily in B2B gross sales, enterprise gross sales, strategic gross sales and people sorts of issues and had a good time. I did a little bit knowledge middle stuff there and dipped my toe into all components of the enterprise.

My final task was I used to be accountable for the wireline enterprise unit, which was a couple of $4 billion enterprise unit. I had strategic alliances which had been Microsoft, IBM and Cisco, these sorts of relationships or partnerships and go-to-market methods. I did a whole lot of fascinating issues. I had a good time after which the corporate and I had been going via some transitions. Years later, I raised my hand and mentioned, “I’m able to get off this hamster wheel for some time and possibly check out doing one thing a little bit bit totally different.”

I took a few months of break after which discovered my means over to the infrastructure facet of issues. One among my good mates and mentors who runs Federated is the one which advised me to have a look at this firm. He mentioned, “Why don’t you go take a look at Mobilitie? They’re in your yard. It’s a smaller firm. They’re on the infrastructure facet. You may like this facet.”

I went and talked to Mobilitie and ended up working with them for a few years and studying this facet of the enterprise. That was very fascinating going from a really giant firm to an organization that had offered a bunch of property and was in a rebuild. We did our factor, went out and did a whole lot of venues collectively. That was enjoyable and I discovered loads.

I then went off to do a startup, which was one other entire factor. This was a privately funded startup with no non-public fairness behind it. It was a man that had a very good checkbook and imaginative and prescient. I labored with 5 bars. We went out and did a bunch of DAS Wi-Fi initiatives and massive ones like NRG Stadium which hosted the Tremendous Bowl. We had been assembly with the NFL, doing a little thrilling issues and constructing a Wi-Fi system in Angel Stadium and a few of these different huge offers. We offered that off to Connectivity after which did a reboot and labored with jurisdictions. We had been doing a whole lot of 5G small cells in the best of means.

5TT 80 | Customer Focused Culture
Buyer Centered Tradition: It’s at all times buyer first and placing that on the high of thoughts for each assembly and dialog. What does the client need, and what are they saying?

I discovered the jurisdiction facet, work with a municipality, all of the ins and outs of public coverage and every little thing else that comes with that. I’ve acquired this huge firm background, small firm background and a startup. I acquired a name from somebody that mentioned, “ExteNet is in search of some new management.” I keep in mind pondering on the time, huge, small, possibly excellent. It’s just like the Goldilocks factor. Let’s discover a medium-sized firm the place I can sink my tooth in, take all the teachings I’ve discovered from company America and startup the place you’re bootstrapping it and calling on CEOs however you’re additionally emptying the dishwasher on the finish of the day. Additionally, placing all of it collectively.

I assumed, “I wasn’t positive what ExteNet stood for. I knew they had been on the market within the market. I competed with them every so often however by no means head-to-head.” My notion was they had been a little bit bit misplaced. There was an awesome alternative there. I used to be like, “I wish to verify this out and see if possibly this may be a chance to make a distinction and put my model on one thing.” I started speaking to Wealthy Coyle and was very impressed with him. He’s such a pleasant man. Once I say good, not a pushover good however a form man and really good. He’ll outwork anybody. There was a belief that was constructed in a short time there.

That’s my journey. It’s been a little bit little bit of a windy highway. Throughout all that point, I used to be elevating a household and doing all of the issues that we do as ladies. What I at all times cherished about this business is each couple of years, whether or not I had a brand new job or not, I at all times felt I had a brand new job as a result of the know-how was altering proper within the centerpiece of all of it. I like it nonetheless.

Discuss a little bit bit about who ExteNet is. We have now had your CEO, Wealthy Coyle on our present earlier than. It’s an unimaginable episode. He’s great. Lots of our readers in all probability know who ExteNet is however there may very well be possibly 1 or 2 individuals on the market that don’t. If you happen to might give us a little bit details about them.

ExteNet, primary, is an unimaginable firm. It’s one of many largest privately-held infrastructure firms within the nation, in all probability the world for that matter. We have now over 35,000 nodes. We’re the business’s best-kept secret in a means as a result of we personal a whole lot of property. We’ve acquired over 4,000 route miles of fiber. We’re within the indoor and outside enterprise. We’ve accomplished some huge initiatives like Cowboys Stadium, Barclays, Empire State Constructing, which is in our portfolio, Library of Congress in Washington, DC and a few cool initiatives like that. We’re awarded the MGM portfolio.


Thanks. It’s big. It’s arguably the biggest indoor challenge occurring within the nation. It’s over 50 million sq. toes, 27 high-end marquee properties that everybody thinks about with MGM and Bellagio however additionally they acquired Cosmopolitan. It’s an enormous plethora of properties. They’ve some in Washington DC, New Jersey, Biloxi, Mississippi and a few casinos.

We couldn’t be extra thrilled with that award as you possibly can think about. We’re working very carefully with our mates and companions over on the MNOs to place the system collectively. It’s a very good one. We then additionally had been awarded Fontainebleau. That could be a huge brand-new challenge coming to Las Vegas, which is cool. You understand that out of your a part of the world. They’re an enormous model in Florida.

We’re doing every kind of stuff outside for the carriers constructing small cells. We’re constructing a number of hundred small cells in Las Vegas, Seattle, Detroit, Chicago, Lengthy Island and New York. We’re in all places however at the very least from my perspective, I had no concept that ExteNet was doing all these things. We’re gaining some actual traction and momentum. You’re going to listen to much more about our model sooner or later.

Our job as ladies is to assist help different ladies huge time.

Congratulations. That’s superior. Inform me about your function at ExteNet. What’s your day-to-day work? What are you accountable for? What I’d wish to know is a little bit bit about your imaginative and prescient for the corporate and in addition in your workforce.

My title is Chief Income Officer, which candidly, I like to consider it extra as Chief Relationship Officer as a result of my imaginative and prescient for this function and firm is to take what’s been historically considered the third-party operator or 3PO mannequin. Perhaps the enterprise mannequin stays the identical however the notion adjustments. What I imply by that’s I wish to be including worth to our prospects and relationships each step of the way in which. If we aren’t quicker, extra predictable or simpler to do enterprise with, then our largest competitor out there may be for the carriers to construct it themselves.

We’ve acquired to each day be fascinated by how we’re including worth to our prospects, making their lives simpler and permitting them to speed up construct plans, handle their budgets, give us the issue, allow them to stroll away and go do what they do finest. That’s what I’m fascinated by each day. I’m making an attempt to take away complexity and what’s a really complicated enterprise. There are a whole lot of dangers related to it. We work with nice companions like your self to make it possible for once we’re in difficult construct markets, we’ve acquired the best individuals in there that may do the work and get the work accomplished.

To reply your query, my imaginative and prescient is I need us to proceed on the trail that we had been in. We had been constructing a high-performance tradition but additionally speed up a whole lot of these worth propositions that I’m fascinated by. To do this, we’ve acquired to be collaborative, extremely communicated and clear with each our worker base, companion base and buyer base.

Are you able to go in a little bit deeper into the ExteNet tradition? What does it really feel wish to work at ExteNet?

I’d think about that individuals are excited however a little bit bit anxious. We’re going via an enormous transformation. Plenty of these ideas that I talked about are velocity to market, simple to do enterprise with or what’s our price proposition. It’s not that it’s essentially a brand new idea nevertheless it hasn’t been a part of the material of the tradition. It’s been extra of an operationally wonderful firm, good on the operations and the deployment.

By way of the communication again to the market and buyer, rating carding and ensuring these processes are environment friendly and getting buyer suggestions like, “What do you want? What would you like? Are we doing issues the best means,” now we have alternatives for progress there. We’re in the course of that. We’re making a tradition of collaboration, bringing the teams collectively, breaking down silos and understanding that with out the client, now we have nothing. It’s at all times buyer first.

Placing that high of thoughts for each assembly and dialog is like, “What does the client need? What are they saying?” We had a gathering and that is humorous however individuals relate to it. I mentioned, “We don’t wish to be blockbusters in a Netflix world. We acquired to get on with it. Their fashions are altering. The best way we’re constructing is altering. The best way indoors and DAS is being constructed is altering. There’s DRAM know-how, 5G, millimeter wave, advertising and marketing charges, these kinds of issues need to be considered and we have to hearken to our prospects.”

You might have been an distinctive gross sales chief for therefore a few years. You’ve acquired all this expertise in constructing and rising high-performance gross sales groups. Inform me your secret.

5TT 80 | Customer Focused Culture
Buyer Centered Tradition: We lose a whole lot of innovation and nice concepts once we seek for perfection. You wish to make individuals really feel snug to allow them to give their concepts ahead.

I’ve no secret sauce or something like that. Foundationally, it’s about constructing belief along with your teammates, prospects and staff. I don’t take into consideration individuals working for me. I take into consideration the individuals working with me. I’m working for them is the way in which I see it. I’m serving my staff. We’re serving one another and our prospects. I give it some thought that means.

I can inform you locations and I’ve definitely had my justifiable share of failures. I’ve had a couple of successes alongside the way in which however the place I’ve had probably the most enjoyable and success is once I’m working with individuals who have a excessive diploma of belief. That means that folks can present up as themselves and that’s okay. You be you and say what you bought to say. I observed many occasions in my profession when individuals are anxious, nervous or every little thing must be proper they usually’re trying to find perfection, we lose a whole lot of innovation and nice concepts. You wish to make individuals really feel snug to allow them to give their concepts ahead.

We had been speaking about that in a gathering. I used to be like, “Carry us your concepts. It doesn’t matter what, don’t second guess it or audit it.” The opposite factor I really like that you just mentioned is that we’re working along with our workforce. They don’t work for us. They work with us. We have now a broad workers. We don’t say direct stories. We are saying direct help. We’re aligned in that space. I really like that. Hiring salespeople typically or anybody in gross sales is difficult. It’s a really tough ability to vet. What are your methods for hiring gross sales leaders and in addition creating them?

First off, as a result of I’ve been within the business so lengthy, I’ve a very good community of trusted relationships that I can pull from. Second, it’s working with individuals like your self and different skilled recruiters which can be on the market that know the enterprise higher than I do. That’s your candy spot. That is my candy spot. It’s counting on trusted companions to assist carry ahead and perceive, “Monnie, I get you. I do know what you’re in search of.”

Thirdly, particularly in our world the place we’re making an attempt to broaden our profile and usher in variety, forged a wider internet once we’re wanting. It doesn’t all need to be individuals from the business or individuals we already know. Take an opportunity and get to know individuals. The fourth level can be that we’ve acquired to construct the bench. We even have some age gaps within the enterprise. We’ve acquired to be bringing individuals ahead and attractive individuals out of faculty or youthful individuals into this enterprise.

The enterprise facet or the enterprise facet does a reasonably good job as a result of they’re recruiting on campuses and issues like that. Expertise is fairly horny and stuff that’s occurring with Fb, Microsoft, augmented actuality and digital actuality. The appliance facet or our facet isn’t as a lot. We’ve acquired to perform a little extra work to get individuals over to the infrastructure facet and understand it’s a price add. There’s worth within the proposition, buyer relationships, loads that may be dropped at the social gathering and a pleasant profession path.

I wish to be taught extra about you as a frontrunner and go a little bit bit deeper right here. What’s it wish to be in your workforce?

There are in all probability good days and dangerous days. I’m powerful however I’m truthful. I’ve very excessive expectations however I like to consider myself as enjoyable, direct and proper to the purpose. I’ve no downside calling proper into the individual that owns the chance, downside or resolution and bypassing a couple of steps to say, “What’s occurring with this? How can we do it now?”

I’m a really decisive chief. It took me a couple of years to get right here however I transformed years in the past that if there are 10 selections to make, I’d relatively make all 10 and get 2 or 3 flawed than make 4 and have all of them proper as a result of I acquired a pair extra additional selections. Time is cash and velocity issues. I pushed on my workforce to decide. “If you happen to already know the reply, be assured and I’ll at all times have your again. We are able to make errors however we have to hold shifting.”

If you fail, that’s when all the training occurs, and that’s okay.

You’ve acquired expertise in facilitating change in ExteNet. How do you efficiently create change in an current firm, are available in and get all people rowing in the identical route?

It’s a course of and it’s tough. When Wealthy and I had been speaking early on and I got here on, he’s like, “We want an enormous transformation. We’ve acquired some challenges that we’ve skilled over the previous few years. We’ve had some government turnover. I want any person that may are available in and break the glass.” For the primary 30 to 60 days, I used to be making some huge adjustments and pushing onerous. I’m breaking some glass. It wasn’t well-received to be very candid with you. Individuals had been excited nevertheless it was scary.  It’s like, “Who’re you to inform me how to do that once I’ve been doing it this manner?” It’s a course of.

Weapons are blazing and I wanted to again off for a little bit time. It’s like a forming-storming-norming state of affairs with the workforce. We’re in all probability within the storming piece. Persons are a little bit tipped again however we’re seeing outcomes. We’ve acquired the MGM and the Fontainebleau win. We resigned Circuit of The Americas. We’ve our cell community operators or carriers listening to us a little bit extra attuned. They love what Wealthy is doing. We’ve acquired a brand new CHRO, Anithea. She’s a rock star and unimaginable. She introduced in some very fascinating expertise, like a Karen session, who’s acquired a whole lot of authorities affairs and public coverage that’s watching the infrastructure invoice and connecting these dots.

We’ve acquired some fascinating issues occurring however as an individual that possibly has been there for lots of years, I used to be like, “This can be a lot of change.” We additionally want to provide individuals a minute to digest, acclimate and understand that this can be a lot of change nevertheless it’s a very good constructive change. If there’s a secret, it’s to remain constructive and enthusiastic. It’s like, “We acquired this. We are able to do that. We acquired you. I do know it’s loads however we will do it.”

What I really like is you’re echoing precisely what Wealthy Coyle mentioned in our interview, which is that transparency. He was being that and you might be being that, which is unimaginable alignment with tradition with ExteNet. Transparency is so refreshing in our world. It’s the future and candidates search for that. They demand it. They wish to know the long run, current and objective at a gathering. I cherished that that’s coming throughout. The ExteNet management and tradition have these qualities. As a girl in telecom, in a male-dominated business, I at all times ask questions like this. What challenges did you face, if any, in your journey to the highest? How did you cope with them?

Candidly, I don’t assume I spent a whole lot of time fascinated by that as I went via my journey. I can solely take into consideration a few totally different occasions in my profession the place I used to be like, “Am I not being responded to as a result of I’m a gal?” I can solely consider a handful and that may be my character. I used to be like, “No matter. Transfer alongside individuals.” It’s an actual factor.

I’ve had, as I’m positive you could have and many ladies in our enterprise, lots of of conferences the place I’ve been the one lady within the room. I attempt to use it as a aggressive benefit. It’s like, “I’m the one one who appears a little bit totally different so I’m going to see if I can get my voice to be heard.” There are occasions the place it’s been previous boys’ membership and I’ve been minimized, not heard or I’ve given an concept and it acquired shoved to the facet to be resurrected some other place. That’s life. That does occur.

Our job as ladies is to assist help different ladies huge time. We’ve acquired to do extra recruiting for this house. It’s an thrilling and nice enterprise. It’s screaming for extra variety. It’s a very operationally centered enterprise and that worth proposition. I’m in all probability stereotyping however ladies are typically extra nurturing. It’s very pure for us to assume, “How are you feeling about this? Do you want what we’re doing?” Versus the economics, “Do now we have a deal?”

What errors are firms making when they’re attracting and retaining ladies in your notion?

5TT 80 | Customer Focused Culture
Buyer Centered Tradition: Firms typically are making a mistake by making an attempt to draw with the greenback solely. If you do an awesome job, the cash will observe.

First off, to bifurcate from ladies, firms, typically, are making errors by making an attempt to draw with the greenback solely. I’m a agency believer that should you do an awesome job, the cash will observe. Individuals must feed their households, thrive and be paid pretty, if not on high of their expertise for his or her resume. Typically, it’s an emotional buy-in. “Do I really feel linked with you? Do I really feel tied to the larger objective? Can I make a distinction in that firm? Am I a part of the transparency piece or the interior circle? What does success appear like? If I do my half, how do I do know that that’s getting the entire state of affairs and our firm to maneuver ahead?”

I’m an enormous believer in sharing fairness throughout the entire firm. If in any respect attainable, do a whole lot of recognition and share a whole lot of gratitude and appreciation. Reaching means down, means up, sideways, this manner, saying thanks to your buyer, companion, recruiters, the individual that introduced within the breakfast within the morning and the individual that locked the door on the finish of the day. Each little half issues. If individuals fill that, then they’ll wish to stick with the corporate and that begins to deal with the retention piece as a result of they’re like, “I like it right here.”

I at all times say, “The place do they go flawed in relation to attracting and retaining ladies?” You mentioned, “Let’s discuss human beings. How do you appeal to and retain human beings?” We’re all people who’ve very related wants. I really like that you just took it there as a result of the extra that we take into consideration that, the retention turns into a little bit bit simpler at that time. You’re proper on with that. We’re speaking a little bit bit about being a girl in telecom. What recommendation would you give to a younger lady who’s studying this and needs to be within the C-Suite sometime?

First, I’d say, “Go, woman.” Visualize your self there. Get your plan collectively. Be sure to know your aim. Half of the battle is realizing the place you wish to go. Work in your plan and be sure to increase your hand. As Sheryl Sandberg mentioned, “Lean in. Ask the questions. Don’t fear about being good.” I can solely converse from my expertise.

I can consider occasions in my profession once I’ve not gone for it as a result of I inform myself, “You’re in all probability not prepared. You won’t be good sufficient or adequate. You didn’t know the financing half, this half and that half.” It’s like calling BS on that and saying, “Sure, you do. You’re fairly good at what you do.” Getting that younger lady to see that and say, “Take it on.” What’s the worst factor that may occur so that you fail? That’s when all the training occurs and that’s okay. The quite simple phrase can be, “Elevate your hand and say sure. Go for it.”

Each particular person must put these phrases of their toilet mirror and take a look at them each single day. These are sensible phrases for profession success and development. This has been improbable. I do know you’re hiring as a result of we’re a companion with ExteNet on the hiring facet and staffing. It has simply been phenomenal working with you. There are numerous jobs accessible. The place can individuals go to seek out out extra about ExteNet jobs or be taught extra about ExteNet, typically? Our web web site has all the knowledge on it. We’re in search of nice expertise to affix the group. Attain out to me on LinkedIn or to Anithea Dorch on LinkedIn, our CHRO. Elevate your hand.

Monnie, thanks. This has been so enjoyable. I discovered loads. I really like your authenticity, transparency and realizing who you might be and the ExteNet management workforce. You’re on a rocket ship so good luck. All of your goals are going to return true. I’m excited. Thanks for being on the present.

Thanks, Carrie. It’s been my pleasure. I admire you taking the time so we’ll see you quickly.


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About Monnie McGaffigan

5TT 80 | Customer Focused CultureMonnie brings a wealth of business experience to ExteNet. Most lately, she has been centered on giant scale wi-fi turnkey deployments in the best of means, working with municipalities and cell community operators. Previous to ExteNet, Monnie was instrumental in rising and promoting 5 Bars and launching XG Communities from its inception to a multimillion-dollar telecom engineering and building firm that managed the construct for lots of of 5G small cells. Monnie started her telecom administration profession at Dash the place she was accountable for a $4.3B line of enterprise together with wi-fi and wireline applied sciences. Monnie’s expertise contains delivering telecom options in Sports activities & Leisure, and Business Workplace verticals. She has additionally labored with jurisdictions to engineer and deploy Small Cells, Distributed Antenna Networks and Wi-Fi options.

ExteNet’s gross sales, gross sales enablement, and bid & proposal groups report into Monnie.

Monnie is a California native, and holds a Bachelor’s diploma in Advertising from California State College, Lengthy Seashore.


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