There are many different routes to becoming a C-level executive at a telecommunications company. Some spend their careers at the big enterprises working their way to the top through the sales or commercial or product teams.
Others come at it from the technology angle, taking an interest in the development of exciting new platforms and services, and taking the plunge with their own start-up.
Others again, in a similarly entrepreneurial vein, see the commercial potential in telecoms. They recognise the value in the various markets which make up the industry, and like all good business people, set out to make the most of it.
Matt Newing falls into the latter category. Asked why he got into telecoms, he gives a very business-like answer – the residual income streams. Asked what he would go back and do differently, he says he would have started on the acquisition trail sooner.
Born and raised in St Helens, a town on Merseyside most famous for its rugby league side, Matt founded Elitetele.com in early 2000. In true start-up style, he launched the company from his own bedroom, selling bespoke phone numbers to businesses across the UK.
The company grew quickly. A year later, it moved into its own premises, with two members of staff on board, and made its first foray into vending business telephone systems, call features and fixed telephone lines. Matt recognised that the deregulation of the telecoms market in the late 90s had created a huge commercial opportunity. Instead of being fixed to a single carrier, businesses like his could step in offering bespoke flexible services which matched what customers were looking for.
Wind the clock forward 16 years, and Matt has certainly made the most of that opportunity. Elitetele.com is now a leading and award-winning Unified Communications provider which has appeared four times on the Sunday Times Tech Track 100. Offering a wide range of services including UC cloud hosting, business mobile, connectivity and data centre management, it employs 165 people at eight offices, including one in Madrid.
Make Their Day
Asked to describe the culture which has driven Elite’s rise, Matt gives a succinct three word answer – “Make their day.” For him, service is a key differentiator for the company.
“It’s all about the experience,” he says. “We are officially in the UK’s Top Ten Telecoms and Network Peer Group, I think that speaks for itself.”
That experience offered to the customer is built around choosing the right people. “We have an amazing team with great experience in both business and the industry,” said Matt. “We look for people with drive, ambition and great people skills.”
Matt plays a very hands on role in mentoring all of the people earmarked for senior positions in the company, and is keen to reward ambition. “We also manage to keep hold of good people because they have the freedom to flourish, and from a career point of view the opportunities within our business are endless.”
Maintaining a broad view of business matters to Matt, both on a personal level and as an integral part of his strategy to build a successful brand. He views the strength of the communications products and solutions his business sells in straightforward terms any business person can understand – he wants to give customers the best possible return on their investment, and to achieve that return quickly.
It is a strategic focus which has served him and Elite well.
The second cornerstone of Matt’s business philosophy is the importance of acquisition if you want to achieve growth. Outside of telecoms, he has various business interests and owns several companies in a number of different markets. But he has also used acquisition as a way to ensure Elite could adapt to a changing telecoms market.
In particular, he has used acquisitions to help to reposition Elite in the wake of the emerging Cloud and UC markets. Realising that demand for fixed line telephones was on the wane as new technologies and new models of service provision took hold, in 2008 Elite completed its first buy-out, of fellow Lancastrian firm GP Telecoms.
That sparked a furious burst of activity on the acquisition scene over the next few years, which eventually lead to Elite taking over or partnering with 11 different businesses. The strategic focus was always clear – to make purchases which would give Elite the strongest footing to grow in the emerging cloud and big business connectivity markets.
Having achieved all of that, many entrepreneurs would be packing their golf clubs and patting themselves on the back for a job well done. But you get the feeling Matt Newing isn’t close to being finished.
Asked what his greatest achievement to date has been, he replies: “I’m still working on that. I will let you know when I get there.”
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