The Challenge: Scaling daily outreach to new & existing shippers without increasing headcount.
While the company's existing sales engagement (Apollo) and email automation tools (Mailchimp + Instantly) helped their sales team capitalize on early demand, they soon showed limitations at scale. Prospecting and sequencing across 3 disparate tools was a time-consuming process that required endless manual data movements. As a result, the sales team could only qualify and outbound to a fraction of the growing number of shippers expressing interest each month.
After strategizing with their VP of Sales, they realized C&D Logistics needed to scale the sales team's outbound capacity without compromising personalization, while also finding a platform that would consolidate 3 tools into 1 system of action. This would require a comprehensive, automated outbound platform that could deliver on:
1. Identifying, qualifying, and sequencing cold shippers
2. Consistently nurturing old accounts and warm accounts.
3. Eliminate operational overhead caused by disconnected tools
The Solution: A unified go-to-market engine with automated sourcing and sequencing, helping the team go to market daily and convert high-intent leads located in Western Canada.
C&D Logistics partnered with Ubico to consolidate its outbound operations into a single, centralized system purpose-built for logistics sales.
During onboarding, Ubico worked with Scott, their VP of Sales, to familiarize him and the sales team with the platform’s dozens of buyer signals and its vast reserves of firmographic data, ensuring they had a 360-degree view of shippers in Western Canada.
Ubico then helped establish foundational, automated segments and campaigns targeted at qualified prospects. These campaigns make it easy to engage ICP accounts on autopilot while still layering in personalization for the relevant decision-maker and their company’s logistics needs.
Within 4 months of the partnership's start, Scott had built out campaigns targeting net-new accounts, website visitors, existing accounts, and those who had engaged with C&D's campaigns.
Results:
7K+ shipper contacts sequenced and millions in qualified pipeline growth
By partnering with Ubico, C&D Logistics engaged countless high-value shippers, shortened sales cycles, and rapidly grew its outbound pipeline by 95+ net new opportunities in 7 months.
And the 7000 prospects they’ve recently sequenced are indication, that number is only growing. Now, even more companies in Western Canada are rethinking their relationships and embracing C&D Logistics’s services.
Better yet, Scott's team made it all happen with minimal internal lift. C&D Logistics runs its outbound program 5x faster with Ubico than with its previous patchwork of solutions, effortlessly ramping up its sales efforts while staying nimble and keeping headcount lean. By making the switch, C&D Logistics consolidated 3 disparate outbound tools (Mailchimp, Apollo, and Instantly) into Ubico’s centralized system of action.
