B2B Lead Generation for WMS/TMS Solutions
How we generated business opportunities in the logistics and manufacturing sector in italy
How we generated business opportunities in the logistics and manufacturing sector in italy
A company specializing in software solutions for warehouse and transport management (WMS/TMS) launched a lead generation campaign to expand its market in Italy, focusing on the central-northern regions. The goal was to engage companies in the logistics, distribution, e-commerce, and manufacturing sectors with revenues above 40 million euros, interested in optimizing their operational flows.
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Objectives
• Identify and engage target decision-makers to propose integrated WMS/TMS solutions
• Increase brand visibility among logistics operators, retailers, and industrial companies
• Generate qualified leads to initiate commercial meetings
• Build a strategic database for future marketing and sales activities
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Activities
• Targeted database and geolocation of 4,600 Italian companies in the target sectors
• Active telemarketing with profiling of decision-makers (IT, Logistics, Supply Chain)
• DEM and nurturing campaigns with targeted content and invitations to request more information
• LinkedIn outreach with personalized messages and direct connections with key managers
• Advanced phone follow-ups to nurture the most promising leads and schedule appointments
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Results
• 1,262 companies contacted by phone with 864 decision-makers identified and 931 valid emails collected
• 905 unique clicks on the main DEM campaign link, with open rate ~45% and CTR ~20%
• Over 50 LinkedIn interactions with an acceptance rate of 40%
• 11 qualified leads with scheduled commercial meetings
• 5 companies interested in the medium term, added to the pipeline
• 645 contacts to nurture with future follow-ups, representing over 50% of those contacted
• Only 571 outright refusals, confirming the high market interest
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Value
• Profiled database with over 1,200 qualified contacts and detailed information on decision-makers
• Concrete business opportunities, already activated with 11 leads
• Strong future pipeline thanks to hundreds of contacts to follow up
• Market feedback useful for refining the offering and adapting it to real needs (e.g., stand-alone TMS, ERP integration, budget constraints)
• Increased brand awareness in the logistics and manufacturing sector, thanks to brand exposure to hundreds of target companies