Texas Market Strategy
Astound Broadband
A strategic framework for driving transformational growth in Texas's competitive broadband market
The Opportunity
The Texas market presents a unique inflection point: PE-backed with a 3-year value creation window, facing intense competition from Spectrum and AT&T, operating at ~25% penetration with $500M in capital allocated, and positioned to leverage $1.5B in state broadband funding. Success requires surgical execution, operational excellence, and a deep understanding of local market dynamics.
Competitive Landscape
Understanding market positioning and strategic advantages in Texas's competitive broadband environment
Spectrum (Charter)
- • Brand recognition & scale
- • Extensive infrastructure
- • Mobile bundle offerings
- • Customer service reputation
- • Price increases driving churn
- • Limited fiber penetration
Superior customer experience, competitive pricing, fiber-to-home in key markets
AT&T Fiber
- • Fiber network quality
- • Wireless/wireline bundles
- • Enterprise relationships
- • Selective market coverage
- • Premium pricing
- • Complex product portfolio
Faster installation, simpler pricing, local market focus, comparable speeds at better value
Astound Broadband
- • Customer-first culture
- • Competitive pricing flexibility
- • Local market expertise
- • Modern infrastructure ($500M invested)
- • 25% → 35% penetration
- • Government funding ($1.5B available)
- • MDU/bulk opportunities
Competitive Strategy: Win Through Operational Excellence
While competitors compete on scale or legacy infrastructure, our path to market leadership runs through superior customer experience, operational efficiency, and strategic market selection.
Beat churn through service excellence vs price wars
Focus on high-value segments where we have infrastructure advantages
Lower CAC through territory optimization and CRM adoption
Strategic Priorities
Critical challenges identified through market analysis and leadership alignment
Shore Up Customer Experience
Fix pricing pressure, network issues, and chronic technical challenges to reduce churn and build retention
Drive Revenue Growth
Increase market share from 25% to 35% through improved penetration, dynamic pricing, and field optimization
Operational Excellence
Implement CRM systems, optimize territory management, and improve field rep efficiency (currently 16k homes/rep)
Strategic Expansion
Leverage $1.5B state broadband funding, target high-value MDUs, and expand into adjacent communities
Talent & Culture
Break down silos, build accountability, attract top performers, and foster cross-market collaboration
Channel Modernization
Transform outdated retail footprint and build affiliate/partnership sales channels
My Approach
A systematic framework rooted in proven mental models and execution disciplines
Working Backwards Framework
Year 3 Vision
35% market penetration, operational excellence across all metrics, positioned for strategic exit
Year 2 Milestones
Scale proven playbooks, optimize CAC/LTV, expand into adjacent markets
Year 1 Foundation
Fix operational fundamentals, build high-performing team, establish market presence
One-Way vs Two-Way Door Decisions
Two-Way Doors (Move Fast)
- Pilot new sales channels and retail partnerships
- Experiment with dynamic pricing models
- Test CRM adoption strategies
One-Way Doors (Deliberate)
- Major infrastructure investments
- Market expansion into new geographies
- Government funding commitments
Core Mental Models
Flywheel Effect
Compound momentum through interconnected improvements
Regret Minimization
Evaluate decisions through future lens
First Principles
Break problems to fundamental truths
Inversion
Solve by avoiding failure modes
Circle of Competence
Know what you know, partner for rest
Margin of Safety
Build buffers into projections
Strategic Partnership Ecosystem
Building relationships that unlock market insights and accelerate execution
Government & Policy
- • Texas Comptroller's Office
- • Local franchise authorities
- • Broadband Development Office
Community Leaders
- • HOA boards
- • Developer partnerships
- • Chamber of Commerce
Industry Experts
- • Broadband consultants
- • Network optimization firms
- • CX transformation partners
Technology Partners
- • CRM vendors
- • Sales enablement tools
- • Analytics platforms
90-Day Action Plan
A phased approach to establishing foundation, building momentum, and scaling impact
Days 1-30
Foundation
- Conduct listening tour across all Texas markets
- Deep-dive into customer churn data and operational metrics
- Meet key government and community stakeholders
- Assess talent and identify capability gaps
- Quick wins on highest-impact CX issues
Days 31-60
Build Momentum
- Launch CRM adoption initiative with training
- Optimize field territories and increase headcount
- Pilot dynamic pricing in select markets
- Initiate government funding application process
- Establish cross-functional collaboration rituals
Days 61-90
Scale Impact
- Roll out best practices across all markets
- Secure first MDU bulk deals
- Launch modernized retail/affiliate strategy
- Present strategic growth plan to Stone Peak
- Establish quarterly rhythm for PE board updates
Prioritization Framework
ICE Score (Impact × Confidence ÷ Effort) + Strategic Fit
CRM Adoption & Field Optimization
High impact on sales efficiency, moderate effort, enables all other initiatives
Fix Technical Hotspots
Directly reduces churn, builds customer trust, surgical investment
MDU Bulk Partnership Program
Fast path to scale, lower CAC than single-family, proven playbook
Government Funding Strategy
High impact but longer timeline, requires specialized capability build
Retail Channel Modernization
Important for brand but moderate impact vs digital/affiliate channels