The guy who started Fidelity wanted to connect his customers in the city of London, but couldn't get a deal from the telecoms company. He started his own and called it COLT (City of London Telecom).
While the 25,000km fibre optic network was mostly built when I started in 2002, no one had figured out how to sell managed data services yet. In New Zealand we'd solved that already, so I helped COLT build a £58 million product line in 4 years.
I delivered 200+ presentations around Europe to customers and sales teams. I led the way and that inspired them to stop selling minutes and megabytes and start selling managed services (that and the generous sale incentive plan). Up went COLT's margin and Owner Ned was happy.