Logistics Go-to-Market Case Study

A domestic transportation and logistics company completed a major acquisition to expand their presence globally. They were faced with significant organizational integration challenges as well as the need to take a unified brand, message, and service offering to market while optimizing the sales resources needed to achieve an aggressive revenue target.

With deep industry experience in T&L, SBI was able to profile the core organizational and sales challenges faced in this type of integration. SBI also highlighted significant opportunity to drive sales synergies based on the minimal overlap between the two organizations' customer footprint.

SBI’s initial account segmentation assessment uncovered significant cross-sell potential between the two organizations’ current clients using different providers for US and international logistics operations. SBI developed a complete go-to-market strategy to position the new company as a single global logistics provider, while prioritizing immediate execution on the cross-sell opportunity.

The organizational insights to drive a major acquisition integration and full go-to-market planning — encompassing account segmentation, sales org design, sales process optimization, marketing and brand strategy, and pricing — resulted in approximately $171M in forecasted additional revenue within the first 24 months.