ContactDB Campaign Powers B2B Logistics Brand, Seals New Deals Worth $7M

18%

decision maker reach

16%

open rate

12%

reply rate

45%

connection acceptance rate

35%

InMail reply rate

Industry

Logistics

Location

Pittsburgh, PA

Headquarters

Pittsburgh, PA

Campaign Type

Appointment Setting

Target Location

United States

Target Industry

Miscellaneous Retail, Household Furniture, Internet Retailers (Electronics and Appliances)

Target Decision makers

Logistics Coordinator, Procurement Manager, Operations Manager, Shipping Manager, Home Delivery , Operations Manager, C-level, Executives, President

About

Companies across the United States rely on the services offered by the Client, which mainly include specialized logistic solutions to manufacturing, technology, wholesale, retail, and home delivery. These services take the form, primarily, of freight management, logistics, shipping, and storage. More than 200 employees work for the Client, and annual revenue reaches over $30 million.

The Challenge

The Client has over 40 years of experience in the business under its belt. Through these 40 years, the Client has built a reputation of excellence as a logistics provider in most of the segments it operates in.

To expand its services, the Client has recently begun to ramp up its presence in the “last mile” delivery market. It rolled out a series of specialized logistics services in the last three years, aimed to support traditional retailers and e-commerce companies as they streamline their home delivery services.

The Client has also put together a comprehensive, “full spectrum” marketing plan. Its primary strategy involved a combination of digital and outbound channels deployed throughout their conversion funnel. This marketing plan is designed to help the Client in its deeper push into the US home delivery space.

As they constructed the marketing plan, the Client also decided on the division of the marketing activities between an external marketing agency, who will take care of the early-stage prospecting and lead generation activities, and their internal team, who will manage the succeeding activities further down the funnel. 

These are the specific roles which the Client wanted the external agency to perform:

  • Identifying retail business that strongly fit the Client’s business goals and services
  • Contacting key persons in charge of logistics and home delivery operations
  • Screening contacted key persons according to additional qualifying requirements
  • Scheduling qualified contacts for an introductory meeting

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