How a delivery company turned competitor frustration into R1.2M ARR
Our client offers same-day and one-hour delivery for South African e-commerce brands in cosmetics, supplements and fast-moving consumer goods. The service was excellent. Getting it in front of the right businesses was the hard part.
The challenge
They had the product, the team and the demand, but no predictable way to reach the people who needed them. They were competing with national logistics providers with far bigger budgets, acquisition costs were climbing through SEO and paid, and healthy website traffic wasn't converting. Their sales reps were spending their days prospecting instead of closing.
The solution
Rather than spending more on advertising, we built a data-driven outbound engine that joined marketing and sales into one system.
Finding the competitor's customers
We didn't build a list of e-commerce companies. We built a list of e-commerce companies already using a courier that was letting them down, validated through AI-powered research, web scraping and enrichment. 136 qualified prospects, and not one of them a guess.
Messaging built from complaints
We read what people were already saying about their couriers: late deliveries, poor communication, missed promises. Those complaints became the foundation of every message.
Warm before the call
Email, LinkedIn, profile visits and behaviour-based automation, sequenced so every touch built familiarity before a rep made contact. 46% opened the first email and 83% opened the follow-up.
Scored, not sprayed
Every interaction fed an automated lead score. Only genuinely engaged prospects reached the inside sales team, so their time went where the intent was.
Impact: pipeline
What changed for the sales team
Discovery calls got shorter because prospects arrived informed. Decisions got faster. On one campaign day, a single inside sales rep converted three customers from thirty-three conversations. As campaigns matured, roughly half of all qualified prospects began booking meetings on their own.
Impact: business
Instead of hiring more salespeople, they grew by making the people they already had far more productive.