How DHL identified £270M+ in strategic account pipeline in 16 weeks.
A global logistics leader needed to accelerate growth in the fast-growth ecommerce segment. Magnus embedded an AI-powered strategic account programme that identified and qualified a weighted pipeline in weeks, not quarters.
identified
pipeline qualified
account intelligence
A high-growth segment. No structured way to find or convert it.
DHL's ecommerce division was growing fast, but the account team had no systematic way to identify which prospects had the highest commercial value, or how to prioritise and sequence the engagement. The sales motion was reactive. The intelligence layer didn't exist.
The pipeline existed. The problem was they couldn't see it, or sequence it fast enough to convert it.
Four workstreams. Sixteen weeks.
ICP definition and account selection
Defined the ideal customer profile for the ecommerce segment: firmographic, behavioural, and commercial signals. Built the account selection model that identified the top 150 target accounts from a universe of thousands.
AI-powered account intelligence
Deployed Magnitude to build always-on intelligence on each target account: buying signals, decision-maker mapping, commercial triggers, and competitive displacement opportunities. Live data. Not static research.
Strategic account programme design
Designed the engagement model for the account team: outreach sequences, value proposition by segment, and the commercial play structure that moved prospects from signal to conversation to qualified pipeline.
Embedded delivery and team capability
Worked inside the commercial team to embed the programme, train the account managers on the new intelligence-led model, and build the capability to run it independently after Magnus stepped back.
£270M+ in weighted pipeline. A commercial team with a system that scales.
"Magnus didn't just show us the opportunity: they built the system to find it, qualify it, and keep it moving. The account team operates completely differently now."
Commercial Director, DHL Ecommerce
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