Level 3's Storey plans to expand Latin America, EMEA enterprise sales force

Level 3 Communications' CEO Jeff Storey told investors during the second-quarter earnings call that he sees opportunities to advance the company's revenue base in EMEA and Latin America.

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Stopping short of revealing any specific numbers, Storey said Level 3 will continue to ramp up its sales force in both regions.

"In Latin and EMEA, we continue to add sales people focused on enterprise," Storey said, according to a Seeking Alpha transcript. "So there is volume expected going forward. If you look at our results, it's relatively little coming from new sales people volume that we've added, it's mostly productivity increases and improvements, so we're pretty pleased with our efforts there and we'll continue to focus on how do we add more sales people, how do we more effectively cover the addressable market, and how do we improve their effectiveness so the productivity can go up."

During the second quarter, the service provider saw gains in both EMEA and Latin America.

Latin America was a star performer out of all of its regions, rising 10 percent to $199 million, while EMEA revenues rose 2 percent to $229 million.

Storey said that Latin America has had "consistent double digit growth for a number of quarters and so we see that resonating with customers around the world."

Despite seeing positive growth in EMEA, particularly in the UK, the service provider sees potential to expand sales throughout the region.

"While we're showing steady growth in enterprise revenue in EMEA, those results have been primarily driven by success in the UK," Storey said. "I believe we can do a much better job in the rest of EMEA."

After the tw telecom deal closes, EMEA sales will be headed up by Andrew Crouch, who takes on the new role as regional president of EMEA and the global accounts management (GAM) division. The 13-year company veteran, who has been serving as Level 3's regional president for North America and APAC, comes to the role with plenty of European experience, having served in roles at both BT (NYSE: BT) and Concert.  

For more:
- see the earnings transcript (sub. req.)

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