Phase 1: Discovery & Setup
Deep-dive discovery into current logistics workflows and buyer personas, TAM building for shippers and 3PLs, deliverability audit, and creation of a 30-page logistics-focused sales playbook and initial email cadences.
All case studies
Logistics / Supply Chain Technology
Real-Time Logistics Visibility SaaS Platform
32 Meetings Booked Total
Over a focused 3-month engagement, SalesHive partnered with a logistics visibility SaaS startup to stand up an email-only outbound program targeting operations and logistics leaders at mid-market shippers and 3PLs. Leveraging SalesHive’s AI-powered email outreach, eMod personalization, and custom playbook, the campaign booked 32 qualified meetings and created 14 new opportunities while validating the client’s ideal customer profile and core use cases. The client exited the engagement with a proven outbound engine and a data-backed messaging framework tailored to the logistics and supply chain market.
Company size
24 Employees
Company type
SaaS
Headquarters
Chicago, IL
Timeframe
3 Months
Channels
Email
0
Meetings Booked Total
0
New Sales Opportunities Created
0%
Average Email Open Rate
0
Custom Sales Playbook Pages Delivered
The challenge
Where they started
Before working with SalesHive, our client relied on founder-led outbound and a small referral network to sell their logistics visibility platform into shippers and 3PLs, resulting in an inconsistent pipeline and long gaps between qualified meetings. Their technical messaging focused on APIs and data feeds rather than core operations metrics like on-time performance, detention costs, and chargeback reduction that logistics leaders care about. Deliverability issues from previous cold email attempts meant a portion of their ideal buyers were never even seeing their outreach. As a lean startup without an SDR team, they needed a predictable, scalable way to validate their ICP in logistics and supply chain and quickly get in front of busy operations leaders who are inundated with vendor pitches.
What we did
How SalesHive built the outbound engine
A managed program run on our own platform, tuned every week by a dedicated strategist.
01
Implemented SalesHive’s risk-free onboarding process to build a custom 30-page sales playbook outlining logistics-specific pain points (low shipment visibility, rising transportation costs, chargebacks), detailed ICPs, and objection handling tailored to VPs of Operations, Logistics, and Supply Chain.
02
Used SalesHive’s list-building services to compile and validate a highly targeted TAM of U.S.-based shippers and 3PLs moving high shipment volumes, focusing on titles like VP of Operations, Director of Logistics, and Transportation Manager and removing risky or invalid domains to restore email deliverability.
03
Launched an email-only Starter package campaign through SalesHive’s AI-powered email outreach platform, leveraging eMod personalization to reference specific logistics challenges (missed OTIF targets, detention and demurrage fees, lack of real-time status) in the first lines of each email.
04
A/B tested multiple logistics-specific value propositions and CTAs across 4-6 touch email cadences, comparing responses to themes like cost reduction, on-time performance improvement, and exception management to identify which resonated best with different sub-segments (retail, eCommerce, 3PL).
05
Monitored campaign performance in real time via SalesHive’s platform and collaborated weekly with the dedicated U.S.-based strategist to refine copy, narrow in on top-performing industries, and adjust targeting toward accounts with complex, multi-node supply chains.
06
Documented winning messaging, objection handling, and persona insights into an updated sales playbook that the client’s internal team could continue to use after the initial 3-month engagement, creating a repeatable outbound motion for future email campaigns.
The timeline
From kickoff to compounding pipeline
Phase 2: Initial Outreach
Launched AI-powered email campaigns using eMod personalization to targeted VP and Director-level logistics contacts, managed replies and objections, and began booking early discovery meetings to validate messaging and ICP assumptions.
Phase 3: Optimization
Analyzed performance by industry and title, refined subject lines and value props around on-time performance and cost savings, tightened the target list to highest-yield verticals, and documented learnings into an updated playbook for the clientu2019s ongoing outbound efforts.
The results
What it added up to
- Booked 32 qualified meetings with senior logistics and supply chain decision-makers at target shippers and 3PLs in just 3 months using email-only outreach.
- Created 14 net-new pipeline opportunities and influenced over $900K in projected pipeline based on the clientu2019s average contract value.
- Validated two high-conversion ICP segments (mid-market retailers and eCommerce-focused 3PLs) and three core use cases to guide future outbound and product marketing.
“SalesHive helped us go from ad hoc, founder-led outreach to a structured email program that consistently put us in front of the exact logistics leaders we'd been struggling to reach. In just a few months, we had more qualified conversations than we'd managed in the previous year and a clear playbook for scaling outbound on our own.”
VP of Sales
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