Leo Martinez, VP Sales, Celerity Fiber

August 2026 —Invest: spoke with Leo Martinez, regional VP of sales at Celerity Fiber, about the company’s expansion, the role of fiber as core infrastructure, and why early planning is essential for developers and municipalities. “The most important thing for me is connectivity for the owners,” Martinez said.

What have been some of the key milestones and changes for Celerity Fiber over the past 12 months?

We have expanded outside of our Florida footprint. We are now expanding into Texas and the Midwest, while continuing to target builders and developers. We lay down what should be considered one of the most important utilities, alongside water and electricity, which is internet.

Connectivity is the backbone for everything we plan to connect now or in the future. With the emergence of AI and all the connected devices people use at home, it has become an expectation to have connectivity. Some people work from home, some learn from home, and internet connectivity is more important than ever.

It starts with the infrastructure commitments we give builders and developers. We also want owners to approach infrastructure differently, where telecom is an asset, an add-on, or a net operating income (NOI) addition. It is important for builders and developers to think about infrastructure and telecom agreements from that perspective.

We can provide fiber in a bulk setting where everything is already connected before a resident moves in. The internet is already there. We bill the owner at a lower amount because they are buying in bulk, and then the owner can bill the resident at a lower rate than the open market. The difference between what we charge the owner and what the owner charges the end user becomes an NOI addition.

In a 300-unit property, an additional $30 to $40 of NOI per unit per month can increase the value of the property through additional revenue. Especially with the economy and interest rates where they are, we want to be a value add by providing that additional NOI opportunity and taking care of telecom infrastructure needs with fiber.

We also want to be a technology partner. It is not just about the individual home. It is connectivity as a whole, including general areas, access controls, camera systems, and other property needs. That can all be taken care of through one provider. That shift in mentality is what we have seen over the last year at Celerity Fiber.

What opportunities are you seeing for Celerity Fiber in Florida and other high-growth markets?

We are based out of Miami, and Miami is one of the fastest-growing real estate markets in the country. We see people moving from California and New York into Florida because they may have less favorable environments there to build or live.

It is not only South Florida. We see a lot of growth in what I call the Central Florida corridor. Orlando is the biggest market in Central Florida, but Tampa is seeing tremendous growth. A lot of developers that traditionally built in South Florida are now saying there is a big opportunity and a lack of housing in Central Florida. We see them transitioning and building in the Orlando and Tampa area.

I saw that growth in my AT&T days, and we are seeing it now at Celerity Fiber. Texas is also one of the fastest-growing areas in the country when you think about new multifamily and single-family units coming to market, whether in planning, prospective stages, or full build-out. That is why we made the strategic decision earlier this year to open the Texas market.

Some owners and developers are based out of Miami but are now looking at Texas. They need to have a presence there and look at projects and land. Having the ability to work with a provider that works in both markets is why we made that strategic decision.

How important is early collaboration between internet providers, developers, and architects during the planning stages of a project?

Developers have traditionally looked at telecom as a box to check off. They choose one, two, or three providers, the provider lays fiber and infrastructure, and that is it. But many are not looking at connectivity holistically.

We want to be an adviser to owners, not just sell fiber. If you plan connectivity not only on the residential side but for everything else in the development, you can avoid problems later. That includes access control, business account needs, connectivity in general areas, and all the services layered on top of the internet.

In the worst case, I have seen a developer have up to 10 different vendors providing some type of service that needs to be connected to the internet. Without planning, there is no clear way to get connectivity to all the areas where it is needed.

When a builder or developer looks at connectivity before a shovel goes in the ground, and works with one telecom provider that can fulfill the needs of every IoT (Internet of Things) device, we can plan fiber infrastructure everywhere they need it. If we are at the forefront of that planning, we can avoid retrofits and change orders close to the Temporary Certificate of Occupancy (TCO), right before people start moving in. Those late changes increase project costs.

Planning upfront helps ensure connectivity in general areas for IoT devices, access controls, cameras, and water meters, which are a big thing right now. We connect water meters to the internet. Another example is a developer in Orlando who wants smart locks so someone can open a unit remotely for a tour without a leasing person there. That needs connectivity. Because we are working with him before construction begins, we are planning for those smart locks to connect to our fiber infrastructure throughout the apartment buildings.

What role can broadband investment play in supporting smart city initiatives and long-term regional resilience?

Broadband investment is very important. In my previous role with AT&T, smart city planning was a big focus. We worked with cities and municipalities to make sure they had the appropriate infrastructure in place.

When a smart city is being set up, cities think about traffic capacity, water meters, water systems, new developments, fire stations, and police stations. Connectivity needs to be part of that same discussion. I am starting to have those conversations now with cities in South Florida.

When planners are thinking about electrical, water, and traffic needs, they should also think about connectivity. Can we run fiber optic infrastructure right next to those utilities? It can sit there as dark fiber until connectivity is needed. Then, when a public park or new development needs connectivity, that fiber is ready to deploy.

That is important for cities and municipalities to think about. Are we taking care of the future? I like to call connectivity the fourth utility. We need to look at connectivity needs not just for 2026 or 2027 but for 2037.

What are Celerity Fiber’s key goals and priorities for the next two to three years?

We want to continue expanding our fiber footprint throughout the Florida market and in the new Texas market. We want to keep working with builders and developers and solve their connectivity needs throughout their properties.

The most important thing for me is connectivity for the owners. Owners need to feel comfortable with the internet provider they choose, and know that if they work with us, we will take care of all connectivity needs in their community, property, or development. We also want to continue doing that in all the properties they plan.

I am a strong believer that if you do it right the first time, and you work with somebody on one property and they like your process and what you have done, they will want to replicate that throughout their portfolio.

My goal is to continue working with builders and show them there is an option outside the big players. When people think about connectivity, they often think about companies like Verizon or AT&T. I come from AT&T, so I know how people think about connectivity. But I want owners and developers to think about Celerity Fiber as their one-stop shop for connectivity in the state of Florida. That is my goal for the next two to three years.