Client stories
Defining strategic foundations for a logistics software company
Our client, a software company focused on supply chain visibility and route optimization, was struggling to grow. They had a few pilot projects but weren’t converting them into long-term customers. Their brand was scattered across too many areas in the logistics space, and they didn’t have a clear idea of where to focus their efforts.
Market Research & Opportunity Mapping
We spoke with the leadership team and conducted in-depth market research to understand specific market conditions. We also analyzed competitors and industry data in Europe and North America. From this, we identified five types of ideal customers and found new opportunities in last-mile and multimodal logistics tech.
Segmentation & Targeting Strategy
We created a model to group potential customers based on their size, operations, tech readiness, and appetite for digital change. Then we prioritized two key segments: urban logistics providers and mid-sized 3PLs looking to grow.
Positioning & Messaging Framework
The company’s messaging was too technical and didn’t speak to the real needs of their audience. We helped them shift their message to focus on the value they deliver: “From visibility to velocity.” The new message was tailored to decision-makers like operations leaders and CTOs, focusing on ROI, fast deployment, and easy integration.
Go-to-Market Guidance
We turned strategy into action. This included refining their ideal customer profiles (ICP), mapping out buyer journeys, and advising on content strategy. We also ran a workshop to get sales, product, and marketing teams aligned on the new plan.