Acquiring New Customers for Intralogistics Software

Our client is a German software company operating in the Industry 4.0 sector. Since its founding in 2018 as a spin-off of a leading automotive group, the company has developed AI-supported control solutions for automated guided vehicles (AGVs) and autonomous mobile robots (AMRs). The company’s focus: Its software enables manufacturer-independent fleet management, providing real added value for manufacturing companies with mixed vehicle fleets.

The challenge: Acquiring new customers outside the existing network

Until now, the focus has been strongly on the parent company and its environment. In order to continue growing, it was crucial to establish new business contacts outside these existing structures. This is precisely where we came in as an experienced partner for B2B customer acquisition.

Targeted market analysis instead of wasted coverage

Our task was clear: recognize potential, identify relevant target customers and develop a tailor-made sales strategy for customer acquisition – all without replacing the existing setup.
Using our experience with SME and technology sales, we analyzed:

• Which companies have a real need for manufacturer-independent intralogistics solutions?
• Where are the specific use cases – and who are the decision-makers who are open to innovation?
• How mature is the market technologically – and where is it particularly worthwhile to start?

This data-based target customer analysis was the basis for everything else. We then developed targeted approach concepts, tailored the communication style to the respective decision-makers and systematically initiated the initial contact – by telephone, digitally and in person.

From initial contact to a resilient pipeline

The first contact is just the beginning. We focused on quickly building trust and demonstrating the added value of the solution in an understandable and tangible way. We relied on a well-thought-out combination of expertise, timing, and empathy in the dialogue — the foundation of successful B2B lead generation.

The result:

• A sustainable pipeline with qualified contacts
• In-depth market knowledge on the customer side
• A sales strategy that not only delivers short-term success, but is also sustainable in the long term

Conclusion: Structured new customer acquisition for complex B2B products

This case study demonstrates how strategic sales work and targeted sales outsourcing in B2B can help to acquire new customers, even for complex technologies.
Thanks to our systematic approach, the client was able to focus on the needs of new target groups and position its innovative solutions where they create real added value.

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Would you also like to take your B2B customer acquisition to a new level? We can support you with our market knowledge, experience and a clear focus on measurable results. More about sales outsourcing services in industrial markets.