Logistics Leader
Unlocking Growth in Ecommerce: A Clear GTM Strategy for Market Leadership
A global leader in logistics and fulfilment (a global 3PL) identified fast-growth ecommerce brands as a strategic growth opportunity. However low awareness in the sector, existing brand perceptions tied to parcel delivery and unclear differentiation results in potential customers struggling to see how they could support their business. To change this and accelerate market expansion, the global leader partnered with Magnus Consulting to develop a structured GTM strategy to generate qualified pipeline and improve win rates.
Our Role
Magnus partnered with the 3PL to develop an effective GTM strategy – empowering the sales and marketing teams with the market and customer insight, targeting and strategy needed to achieve ambitious growth targets. Key areas of impact included:
Market sizing, customer and competitive insight – Identified the greatest opportunities for the business to establish a leadership position, allowing the team to prioritise high-potential customer segments and focus resources where they have the greatest impact.
Ideal customer profile (ICP) and decision-making unit (DMU) definition – Defined a clear ICP and mapped all relevant stakeholders to help the 3PL’s sales and marketing teams focus their efforts on the most relevant ecommerce brands and decision makers.
Value proposition development – Crafted a clear and compelling narrative that positioned the 3PL as an essential partner for scaling brands, strengthening customer confidence and differentiating the organisation’s offering from competitors.
GTM execution strategy – Built a high-impact marketing and sales enablement approach that aligned marketing efforts with commercial objectives to increase direct engagement, shorten sales cycle and accelerate pipeline velocity.
The Impact
The GTM strategy has positioned the 3PL as the unseen growth engine behind ecommerce brands, simplifying supply chain complexity so businesses can scale without limits. By redefining its market proposition and ensuring messaging and outreach is mapped to the end-to-end customer journey, the business can now engage potential customers with greater clarity, ensuring smoother first interactions and stronger relationships with senior decision-makers.
With a structured approach, the commercial teams are better equipped to communicate value effectively and drive qualified pipeline. Sales enablement tools provide teams with the confidence and consistency needed to strengthen customer conversations and improve market visibility. Additionally, the strategy supported the 3PL’s integration with a business they recently acquired a control interest in, reinforcing a seamless end-to-end fulfilment solution that enhances its market presence and long-term growth potential.
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