They’re a small business that started out big. Just more than 10 years old, Lansing-based Arialink is a leading provider in connectivity for enterprise and medium-sized businesses in and around the city.

“Our strategy was to target large customers first,” said President Jason Schreiber of his quest to be the biggest fiber optic network in the region. “Once we have our larger footprint, it will give us the ability to target smaller businesses.”

That’s no minute task when your goal is to build an infrastructure for delivering service--rather than leasing or reselling one that that already exists.

“We’re an infrastructure owner,” said Schreiber. “We’re literally building a network, and working to become an alternative telecommunications provider.”

Laying the groundwork

Arialink’s offices in Lansing’s Old Town district symbolize the new frontier for business and residential communications.

Half the suite on the riverfront is new-build, the other old. Decorated in contemporary oranges and blues, the interior is a juxtaposition of century-old brick and steel with modern furnishings and equipment.

“We’ve worked hard to make it comfortable and high tech,” said Schreiber. “We have an open floor plan with lots of open space. It’s very team-oriented.”

Thirty-seven employees and growing, Arialink has experts in customer care, engineering and sales. Although headquartered in Lansing, the company is investing heavily in western Michigan, as well as all points east, including Flint and southeast Michigan.

Arialink currently has 200 miles of fiber optic lines under construction in different parts of the state. In Greater Lansing, fiber optic lines connect customers to a range of telecommunication services including Internet, telephone, high-speed data networking and various wireless services.

“The majority of our customers are buying a bundle of services,” said Schreiber, describing how fiber optic lines permit unlimited capacity compared to older technologies. “We can also connect offices on both sides of town.”

Among Arialink’s customers in modern connectivity are the cities of Lansing and East Lansing; Lansing, East Lansing and Haslett public schools; Lansing Community College; Michigan Virtual University; Accident Fund; Dental Dental; and TechSmith.

“Our customers realize dramatic savings,” said Schreiber, comparing higher speed technologies enabled by Arialink to lower speed services through third-party providers. “Many tell us the savings are so substantial that it can justify restructuring.”

Challenges of a new frontier

Schreiber readily admitted there was no lack of Internet exuberance when Arialink launched in the mid-’90s. After several transformations, the company emerged at the turn of the century to compete in what Schreiber described as an underserved market.

“There was certainly no shortage in demand, but there was no investment in developing these types of networks,” said Schreiber. “We saw a unique opportunity to serve the Lansing area, and since then have expanded our network hundreds and hundreds of miles.”

While access to capital can be the biggest challenge for emerging business, Arialink has benefited from ongoing support from the Michigan Broadband Development Authority. Established by the State of Michigan, the authority advances capital to help companies develop telecommunications projects and infrastructure.

“It’s a wonderful program that has allowed us to develop in a market that’s so competitive,” said Schreiber. “So far, we’ve committed millions to build the fiber optic and wireless networks throughout the region.”

That investment began in 2001, and continues today.

Looking ahead, Arialink will roll out wide-reaching wireless Internet access to both urban and rural areas.

“Wireless is one way to fulfill our quest to own the infrastructure that we use to deliver our products,” Schreiber said, referencing several projects to provide wireless Internet access to “hot spots” in cities like East Lansing and Muskegon. “For a competitive telecommunications to exist, they will need to build their own infrastructure. Those that rely on a resold infrastructure will find it much more challenging.”

Attracting and retaining talent runs a close second to Arialink’s number one challenge of securing capital.

Because of proximity, Arialink relies heavily on Michigan State University and Lansing Community College for newly minted graduates and students.

“But it’s difficult to retain them,” Schreiber said. “Many get wooed to Boston, Chicago and California. If you’re a young person with a high-sought after skill set, it’s hard to keep you here.”

To strengthen area bonds, Schreiber encourages all employees to become involved in community service projects.

As part of the Old Town district, Arialink regularly participates in neighborhood activities, including packaging and delivering holiday meals to needy families.

“Personally, I think if you’re part of the community, you need to help out in any way you can,” said Schreiber. “Plus, it’s such a morale boost. Lots of employees actually thank us for pushing them to get involved.”

Author: Ann Kammerer
Photography: Terri Shaver