Glo Fiber Martinsburg and Charles Town: 368 customer orders in five months on a 12,900+ home footprint
Between February and July 2026, Velocity One launched door-to-door sales for Glo Fiber's build in West Virginia's Eastern Panhandle: Martinsburg, Charles Town, and Ranson. Three travel blitzes opened the market; a sustained local team compounded it. Result:368 customer orders in a footprint of 12,900+ serviceable homes, about 2.8% of the footprint in orders from a standing start. All figures snapshotted 2026-08-14 from our operations database (methodology).
Challenge
| Market | Martinsburg / Charles Town / Ranson, WV (Eastern Panhandle) |
|---|---|
| Provider | Glo Fiber (Shentel), new FTTH build |
| Footprint | 12,900+ serviceable homes (provider serviceability file, March 2026), ZIPs 25401-25438 |
| Situation | Brand-new network in incumbent cable territory; zero existing fiber subscriber base; the provider needed orders the week homes went serviceable |
| Deployment | Three 1-2 week blitzes (Feb-Mar 2026) + sustained local team (ongoing) |
| Window | February 16 - July 2026 |
Approach
The launch followed our Blitz and Hold model. Serviceable addresses were mapped into our canvassing platform and cut into territories by density and drive time before reps arrived. Then three successive travel blitzes worked the footprint at increasing intensity as the team learned the market, followed by a permanent local team to hold callbacks, work not-homes, and catch new construction phases. Every order was entered in the provider's ordering system and reconciled against the provider's records.
Results
| Deployment | Orders / rep / selling day | Share of market's orders |
|---|---|---|
| Blitz 1 (Feb 15-23) | 2.7 | 24% |
| Blitz 2 (Mar 1-8) | 4.0 | 41% |
| Blitz 3 (Mar 8-16) | 3.7 | 22% |
| Sustained local team (ongoing) | n/a | 13% |
Orders are counted as of the 2026-08-14 snapshot; a rep-selling-day is a day a rostered rep recorded at least one order.
Footprint penetration
| Customer orders | 368 |
|---|---|
| Serviceable homes in footprint | 12,922 |
| Orders as a share of footprint | 368 ÷ 12,922 × 100 = 2.8% |
| Time elapsed | Five months from first knock |
Context for that figure: Shentel reported Glo Fiber penetration of about 18.8% across its expansion markets at the end of 2024, built up over years of marketing and field sales. Five months of door-to-door on a brand-new footprint put this market 2.8 points of the way there in orders alone, before the provider's own marketing and referrals compound. How take rate is defined and benchmarked is in the take-rate explainer.
What the numbers say
- The second blitz beat the first by 68% on orders with a smaller roster. Same footprint, same offer. The difference was market learning: refined territory cuts, tuned pitch, and momentum from neighbors who had already signed up. Launch sequencing matters more than headcount.
- Per-rep production climbed as the market matured. The follow-up blitz ran 4.0 orders per rep per selling day versus 2.7 for the opening pass, a 48% lift in average output.
- The local team is the quiet compounder. Its orders come without blitz intensity (callbacks, revisits, and new phases), and they keep arriving month after month, long after the travel crews have moved on.
The playbook, generalized
Blitz to open. Local team to hold. Map everything, warm every neighborhood before knocking, and measure per-rep-per-day, not vibes. The same model has since run in 20+ markets across 15 states, and we now sell for 8 providers.See how a launch would work in your footprint →
Frequently asked questions
How long did it take Velocity One to launch door-to-door sales in Martinsburg?
The first blitz was on doors on February 15, 2026, the day before the first customer order, working from a serviceability file mapped and cut into territories before reps arrived. Three blitzes ran between mid-February and mid-March; the local team has been in the market since.
How many orders does a fiber sales blitz team produce?
In Martinsburg, the three launch blitzes ran 2.7, 4.0, and 3.7 orders per rep per selling day. Across all of our 2026 blitz deployments the average was 3.3, and the best sustained deployment ran 4.5.
What did the Martinsburg launch cost the provider?
A per-order dealer fee on orders that complete, with no retainer. The provider paid for customer orders, not for headcount or time on the ground.
What happens after the blitzes leave?
A sustained local team stays to work callbacks, not-homes, and new construction phases. In Martinsburg that team produced 13% of the market's orders through July 2026 and is still in the market.
Launching a market like this one?
This playbook (blitz to open, local team to hold) is repeatable. Let's map your footprint.
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