Enabling Scalable Growth for an IoT-Driven Logistics Intelligence Platform

Client Overview

A fast-scaling logistics technology company is transforming global supply chains using real-time IoT sensors and AI-powered analytics. Their platform enables predictive visibility across end-to-end logistics operations, especially in industries with critical compliance and traceability needs such as pharmaceuticals, food perishables, and high-value electronics.

Despite robust engineering and deep sensor tech, the client struggled to achieve predictable revenue growth. Their internal marketing teams were grappling with fragmented data, suboptimal ICP coverage, and a disconnected pipeline-to-revenue journey. To address this, they partnered with LakeB2B to re-engineer their data ecosystem and lead generation engine.

Client Profile

• Industry: Logistics Tech (AI + IoT)
• Markets Served: Global – APAC, Europe, Middle East, and North America
• Use Cases: Cold Chain Monitoring, Tamper Alerts, Real-Time GPS, Predictive Maintenance
• Tech Stack: IoT sensor grid, ML-powered dashboard, cloud-native architecture

Challenges

• Inconsistent ICP Identification: No structured segmentation of leads by verticals, logistics type, or sensor maturity.
• Low Conversion on Outbound Efforts: High bounce rates, generic contact records, and poor engagement.
• GTM Expansion Bottlenecks: Lack of region-specific data alignment for expansion across Singapore, UAE, and Germany.
• Fragmented CRM Data: Multiple duplicates, invalid contacts, and limited firmographic or technographic enrichment.
• Limited Campaign Impact: Outreach messages lacked personalization based on buyer journey or industry compliance drivers.

LakeB2B Solution:

1. Data Strategy & ICP Blueprinting LakeB2B conducted discovery workshops with the client’s product and GTM teams to define high-resolution ICPs for three primary verticals:
   • Pharma Cold Chain: Focused on TGA/FDA-regulated transport chains.
   • F&B Perishables: Time-sensitive and compliance-driven customers.
   • Battery & Electronics Freight: High-value, tamper-sensitive cargo
     Each ICP profile included role-based segmentation (Operations Head, Digital Innovation Officer, Logistics Director) with mapped triggers like recent expansion, tech adoption signals, and compliance events.
2. Data Enrichment & Hygiene Automation
   • Cleansed and standardized over 120,000 records across APAC, EMEA, and North America.
   • De-duplicated existing CRM entries using fuzzy logic and validation algorithms.
   • Enriched each account with:
     • Account enrichment
     • Freight type (dry, cold, mixed)
     • Warehouse Details
3. Smart Lead Delivery Engine
   • Delivered 18,000+ MQLs across 12 months
   • Tiered delivery:
     • Tier A: High-intent, high-fit (top 20%)
     • Tier B: Educable but low touch
     • Tier C: Nurture streams
   • Geo-specific segmentation: Singapore, Dubai, Berlin, Melbourne, Houston
4. Outreach Acceleration Support
   • Created vertical-specific messaging playbooks for SDRs
   • Designed subject lines aligned with use cases (e.g., “Temp Excursion Risk in Biologics?”)
   • Supported email + LinkedIn + call cadences for better intent engagement
5. Attribution & Impact Measurement
   • Built dashboards tracking Lead→MQL→Revenue
   • Integrated campaign tagging CRM for full-funnel visibility

Outcomes

Strategic Business Impact

• Accelerated Go-To-Market: Opened 3 strategic regions in 2 quarters
• Pipeline Velocity: Doubled sales-ready pipeline volume
• Data Confidence: Clean, compliant CRM for targeted ABM campaigns
• Engagement Precision: Higher resonance in messaging = lower CAC