Clint Heiden, Senior VP and President of National Accounts and Fiber Services, PAETEC (Nasdaq: PAET), has a long track record of building successful businesses almost from scratch.
A nearly 20-year veteran of the telecom industry, Heiden's knack for growing businesses can be traced back to the mid-1990s when he led organic revenue growth from $6 million to $3.6 billion at the former UUNET and then later at Cable & Wireless Americas.
More recently, Heiden continued that movement at the former Intellifiber Networks, a subsidiary created in 2008 by Cavalier Telephone. Heiden not only increased sales by 400 percent, but also decreased customer churn.
What drove growth during that period were strong sales not only to carrier customers, but also continued growth in the two other pillars of its business: enterprise and the public sector.
With a clear focus on beefing up its own fiber network reach, PAETEC not only got Intellifiber's 17,000 mile fiber network, but also a wide reaching Ethernet over Copper (EoC) network, not to mention 500 Department of Defense (DoD) customers.
In late 2010, Heiden joined PAETEC via its acquisition of Cavalier Telephone, which included the competitive provider's wholesale fiber division Intellifiber Networks unit, to run its fiber business.
Among Heiden's tasks in running Intellifiber as part of the larger PAETEC is to augment its earlier purchase of McLeod Communications and its related fiber assets.
Set as a growth engine for the company, the fiber and customer base it acquired from Intellifiber will give PAETEC greater control over the customer experience by having more of its own customers running on its own physical fiber connected to their location or nearby.
It's likely that Heiden will apply his own growth strategies to create a strategic fiber network division that will work for PAETEC.