Logistics Marketing Case Study

A custom supply chain logistics provider needed to grow at 21% CAGR, which was 3.4x the industry average, to achieve their aggressive revenue targets.

SBI identified a significant gap between the total addressable market and the ability of the current marketing organization to identify, market to, and generate the needed lead pipeline to support the sales team in acquiring the necessary number of new accounts.

SBI conducted a market analysis to identify the industries with the greatest opportunity and buyer segmentations to deploy sales and marketing resources towards those accounts with the greatest propensity to buy. SBI also led the search for a permanent marketing leader, developed a complete lead management process, and implemented a 12-month execution plan for sales and marketing.

The comprehensive market assessment and buyer segmentation analysis, and the successful executive search and onboarding of a new marketing leader to execute an effective marketing and business development strategy, resulted in a 362% increase in new customers acquired versus the previous year.