How WhistleDrive Scaled Leads Despite a Niche and Competitive Market
Cracking the Code: Driving Lead Generation for WhistleDrive’s Unique TAM
overview
WhistleDrive is a leading technology-driven enterprise mobility and logistics solutions provider, specializing in Employee Transportation and First/Mid/Last Mile Logistics services. They provide end-to-end transportation solutions powered by advanced AI and IoT platforms, ensuring safety, efficiency, and cost optimization for businesses. With real-time tracking, automated routing, and data-driven insights, WhistleDrive helps organizations streamline logistics of their products and a reliable and hassle-free commute experience for your employees on the transportation side.
Their offerings are:
Employee Transportation: Cabs & Buses provided in urban areas. OS provided for transportation management. End-to-end solution for Corporate transportation.
Enterprise Logistics: Focusing on Midmile and Last mile, Intracity Logistics for E-commerce, D2C, 3PLs, FMCG, Retail companies etc.
Challenge
WhistleDrive faced few pain points in their sales and lead generation operations. The WhistleDrive were active only in 5 states, limiting the TAM. For Corporate Employee Transportation, the niche target regions and low brand awareness made it difficult to scale sales pitch enterprises partnered with traditional providers, while potential clients may be hesitant to change providers to adopt new tech-driven solutions.
In Enterprise Logistics, the challenge lies in identifying companies that will be perfect fit for an advanced tech-heavy logistics solution, which is compounded by fierce competition from established players.
Our Approach
To address these challenges, we adopted a strategic and data-driven ABM approach:
Account-Based Marketing (ABM): We mapped out the universe for the target states for both use-cases across the enterprises and identified decision-makers and influencers from account lists approved by the WhistleDrive team. We created tailored content to address specific pain points in the transportation industry, to generate interest and engagement in outreach highlighting visibility features and cost-efficiency with respect to competition.
Multi-Touch Outreach Campaigns: Creating personalized use-case specific pitches for drip email sequences and warm calling scripts for both Employee Transportation and Enterprise Logistics. Utilizing campaign analytics to run warm calling campaigns to further generate and nurture leads.
Performance Metrics & Feedback: We analyzed response patterns and continuously optimized strategies to improve lead quality and conversion rates.
Key Achievements
SQL Generation: We consistently delivered 5-6 Sales Qualified Leads (SQLs) on a monthly basis from the TAM.
Enterprise Level Leads: For Enterprise Transportation, we generated leads from top enterprises, in the target regions. For Enterprise Logistics, we targeted F&B, Wine-Spirits, Dairy, Electronics, Ayurvedic, Auto-Ancillary etc. and generated leads with key influencers and decision makers.
Improved Lead Quality: Our ABM approach strategy provided a significant boost to the top-of-funnel with more than 30% leads going to advanced discussions to in-person meetings generating a healthy top-of-the-funnel.
Despite operating in a highly competitive market with a limited TAM, our strategic approach to fetching companies to target and multi-channel outreach facilitated continuous flow of sales-qualified leads (SQLs) and high-quality opportunities, ensuring consistent lead generation and pipeline growth.
Testimony
"Initially I wasn't sure as to how Kredis would work out for us as we operate in a sector which is extremely dynamic. But Kredis has done a good job at consistently generating leads and setting up meetings with the prospects. We have benefited from Kredis immensely and look forward to a continued association with them."
- Prashanth- Co-Founder & CGO, WhistleDrive
By aligning our efforts with WhistleDrive’s growth goals, we transformed challenges into measurable successes.