TWC’s Business Unit Restructures for Growth

GROUP’S FIVE-YEAR MISSION: $5B IN REVENUE
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Phil Meeks took the helm of Time Warner Cable’s business-services unit on June 3, and it’s apparent that he hit the ground running.

About 90 days after he joined New York-based TWC, following five years heading Cox Business Services as senior vice president, Meeks has reshuffled the division and assembled most of a team that will shoot high — $5 billion in revenues in four to five years, more than doubling the unit’s current annual output.

Meeks, now TWC’s executive vice president and chief operating officer of business services, announced the reorganization last week, identifying the new leadership team and outlining his vision for the unit. The division is now comprised of five key teams: Sales; Marketing; Product; Operations; and NaviSite, the provider of cloud and managed business services and applications that TWC bought in 2011 for $230 million.

In a memo last week obtained by Multichannel News, Meeks said the changes aim to accelerate the unit’s revenue growth using a three-pronged strategy: continue to invest in and target small businesses; move upmarket and serve larger customers (businesses with 25- 500 employees); and expand its carrier and wholesale business.

“[T]he catalysts behind the organizational changes that we are making within Business Services are twofold: 1) build on the foundation of success that we have already attained (thank you again for 13 consecutive quarters of 20%+ year-overyear revenue growth!); and 2) build scale for the future as we double the business to $5B in annual revenues over the next 4-5 years,” the memo said.

The unit’s reorganization had no effect on head count, which stood at about 6,000 when Meeks came on board, the MSO said. “We continue to invest in growing our business services group,” including its sales force and overall headcount, a TWC spokesman said.

But the new unit and revised strategy come into play as TWC and other cable operators look for business services to serve as an important growth engine as they continue to shed video subs, struggle to add residential voice subscribers, and face the possibility of flattening residential high-speed Internet customer growth.

TWC finished the first half of 2013 with $1.1 billion in business services revenues, up 23.4% from the year-ago period, and 592,000 “customer relationships.”

TAKEAWAY
New TWC business-services chief Phil Meeks has reshuffled the unit with a revenue goal of $5 billion.

Getting Down to Business

Key members of TWC’s new businessservices team, which still has an important role to fill and will work in tandem with the company’s finance, information technology, technology, network operations and human resources divisions: 

Craig Collins, senior vice president of small and medium business sales; 

Brooks Borcherding (formerly the CEO of NaviSite), senior vice president of enterprise and carrier sales; 

Stephanie Anderson, senior vice president and chief marketing officer; 

Greg King, senior vice president and chief product & strategy officer; 

Ken Fitzpatrick, senior vice president and chief operations & transformation officer; and 

Sumeet Sabharwal, general manager, NaviSite

SOURCE: Time Warner Cable

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