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Earthwave Inc

Business Creation and Growth

From Zero to Success

Earthwave delivers a broad range of technology solutions, including ISP and data center services nationwide, advanced data loss prevention, and cutting-edge technology solutions with 24/7 support to keeping business operations running smoothly.
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Earthwave: A Journey from Local Startup to National Tech Innovator

Overview

Earthwave evolved from a local networking solutions provider in Washington DC to a national leader in technology solutions, ISP and data center services, and advanced data loss prevention. This case study covers my 7-year journey with Earthwave, highlighting our growth, innovations, and lasting impact on the tech industry.

The Beginning: Navigating the Dot-Com Storm (2000-2001)

  • Co-founded WDND (Wireless Development and network design with a former colleague just before the dot-com crash
  • Initial focus: Local computer support and networking in the Washington DC area
  • Roles: Spearheaded Marketing, Technology Strategy, and Operations
  • First-year challenges: Navigated market turbulence, earning approximately $25,000 personally

 

 

Scaling Up: From Local Player to National Contender (2002-2004)

Strategic Pivot

 

  • After trialing a wireless point to point project connectivity project in Loudon County Virginia we partnered with Verizon, Covad, AT&T and other ILECs and began offering broadband services nationwide under a new name, Earthwave.
  • Developed core offerings: ISP, data center, and comprehensive technology solutions.
  • Both partnered and competed directly with our iLEC partners.

Key Achievements

  • Implemented innovative marketing and sales strategies
  • Achieved triple-digit year-over-year revenue growth
  • Expanded client base from local to national level

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Innovation and Market Leadership (2005-2007)

Application Development

 

  1. Sarbanes-Oxley Compliance Application
    • Client: ACA Group (global financial services company)
    • Focus: Scalable compliance solutions for Fortune 500 companies
    • Outcome: Provided an enhanced financial reporting accuracy and regulatory compliance offering.
  2. Automated Roll Call System
    • Client: Hospitality Temps (large Los Angeles union client)
    • Impact: 90% reduction in manual labor, operated without maintenance for over a decade
    • Application: Cold fusion based platform serving temporary worker management for the hospitality industry
  3. Disaster Recovery Solution
    • Client: Swiftships (Louisiana military shipbuilder)
    • Significance: Bolstered operational resilience for a critical defense industry supplier.

Flagship Projects

  • Multi-Dwelling Unit (MDU) Connectivity Solutions:
    • Scope: Cutting-edge high-speed internet and network solutions for multiple apartment complexes
    • Technologies: Point-to-point wireless projects for efficient, building-wide connectivity
    • Clients: Various residential and mixed-use developments in the Washington DC area
    • Notable implementations: The Watergate, Best Western hotels
  • Campus Private Networks:
    • Clients: National Institutes of Health (NIH), Walter Reed National Military Medical Center. 
    • Scope: Designed and implemented secure, high-performance private networks
    • Impact: Dramatically enhanced internal communications and data sharing capabilities for critical government institutions
  • Custom Integrated Management System:
    • Functionality: Comprehensive CRM, sales, and support management
    • Development: Custom-coded solution integrating internal operations with partner systems
    • Technologies: PHP, MySQL, XML
    • Results: Significantly improved operational efficiency, customer service, and partner collaboration
    • Key metrics: 20% increase in sales, streamlined provisioning processes, reduced operational overhead.

Marketing and Sales Innovations

  • Developed and executed multi-channel marketing campaigns
    • Web marketing: Implemented SEO and content marketing strategies, increasing organic traffic by 150% year-over-year
    • Direct mail: Achieved 15% response rate for targeted MDU campaigns, 4x industry average
    • Email marketing: Maintained 25% open rates and 10% click-through rates, driving consistent lead generation
  • Sales optimization:
    • Implemented a data-driven sales funnel, increasing close rates by 40%
    • Achieved 80% close rate for in-person meetings generated from direct mail campaigns
    • Developed a consultative sales approach, boosting average contract value by 35%

Leadership and Personal Contributions

  • Led marketing, technology and partnership strategy, and operations
  • Balanced high-level strategy with hands-on technical work and customer support
  • Spearheaded the development of custom software solutions to streamline operations
  • Cultivated a culture of innovation and customer-centric service

Company Exit and Transition (2007)

  • Successfully negotiated exit and sale of the company
  • Transitioned to occasional consulting role, ensuring knowledge transfer and continued growth
  • Relocated to California to pursue new opportunities in the tech sector

Key Learnings and Skills Developed

  • Strategic planning and execution in a dynamic tech environment
  • Scaling operations from local to national level
  • Balancing technical expertise with business acumen
  • Adapting to rapidly changing market conditions
  • Developing and managing high-performance teams

Long-Term Impact and Legacy

  • Earthwave continues to operate successfully post-exit
  • Innovations in MDU connectivity and custom software solutions set industry standards
  • Experience gained has informed subsequent career moves and approach to technology consulting
  • Established a network of long-lasting professional relationships across the tech industry

Conclusion

The seven-year journey with Earthwave demonstrates the potential for significant growth and innovation in the technology services sector. From its modest beginnings to becoming a respected national provider, Earthwave’s story reflects the rapid evolution of the tech industry in the early 2000s. It stands as a testament to the power of adaptable, customer-focused solutions and strategic innovation in building a successful tech enterprise.