GoShare Case Study LeadCrunch helped GoShare boost its sales by 300 percent, lower customer acquisition costs, and improve ROI by 500 percent in just three short months.
WHAT IS GOSHARE? GoShare connects people that have pickup trucks or cargo vans with people and businesses needing help moving, hauling, and delivering large items on demand.
“Uber for Trucks” Founded: 2014 Founder & CEO: Shaun Savage Headquarter: San Diego Operates in: San Diego County and parts of New Jersey GoShare’s mission is to empower people to help others by sharing their personal trucks and vans. By promoting collaborative consumption, the company believes it can make the world a better place. GoShare carries a cargo insurance policy to protect the items their drivers carry for their customers. GoShare drivers are independent contractors that earn money using their vehicles and helping people in their communities. Drivers also must pass a background checks, vehicle inspection tests, and undergo training before they can start driving for GoShare.
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GoShare Truck
ABC Logistics
Goshare truck loads item to be shipped and moves
Delivers at the door of ABC’s customer
EXECUTIVE SUMMARY GoShare’s ultimate goal was to drive 30% month-over-month growth and boost it competitiveness. GoShare achieved these goals in just three short months with help from LeadCrunch's AI-based customer discovery platform. With its help, GoShare started showing impactful results within the first week. Altogether, GoShare boosted sales by 300 percent, lowered customer acquisition costs, and improved ROI by 500 percent thanks to LeadCrunch. It also helped them penetrate new markets before its competitors could react.
30% Monthly growth achieved in 3 months
300%
500%
Sales growth rate
Increased ROI
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Faster Market Penetration Low-risk Hiring
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GoShare Case Study INTRODUCTION Lead generation is among the toughest challenges for modern B2B organizations. Yesterday's methods of generating leads no longer make an impact while today's methods are changing at light speed—thanks mostly to breakthroughs in technology. These breakthroughs often produce mountains of information, providing marketers and sales professionals with dizzying amounts of data. The trick for these marketing professionals is extracting the greatest value from that data. Doing so is quite a challenge for companies going it alone. But savvy B2B companies turn to specialists, like LeadCrunch, to help extract the greatest value from this data. LeadCrunch does this by using client data, high quality data, web data, and artificial intelligence to drive precision at the top of the funnel. It drives precision through the rest of the funnel by using its on-demand concierge services to syndicate content, connect with buyers, and provide verified and qualified leads for the client, who can then book sales meetings and close deals. The GoShare application of LeadCrunch’s proven expertise is among LeadCrunch's most impressive successes.
THE CHALLENGE GoShare wanted to generate a round of much-needed capital to take the company to the next level. But to do that, GoShare had to show consistently growing sales numbers—sales numbers that were climbing “up and to the right.” The man in charge of generating these numbers was Christen Hastings, GoShare's vice president of marketing. As with many senior marketing executives, Hastings had numerous responsibilities including hiring and coaching sales staff, implementing effective sales strategies and processes, and providing actionable feedback to the product team—all while trying to meet a seemingly impossible growth target in a rapidly evolving marketplace. Obviously, Hastings time was at a premium. Like many vice presidents of marketing, he had an experienced sales team to help that was backed by a proven sales process. But limited funding hurt his efforts. It prevented him from investing in expensive sales tools or more staff to drive growth in a traditional way. He knew his best shot at achieving the company's growth goal was to tackle the most inefficient step in his sales process: top of the funnel lead conversion: “It was an incredibly time-consuming and laborious endeavor. We had a solid understanding of who our customers were and what an Ideal Customer Profile (ICP) looked like. But when we deployed search engines and web crawlers to generate lead lists, we were presented with insurmountably large lists of companies with few contacts containing missing, out of date or inaccurate contact details,” said Hastings.
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“B2B companies don’t have the manpower or expertise they need to get the most from their own data. They are also using outdated filtering and lead gen methods. This hurts their competitiveness and slows growth.” SANJIT SINGH LeadCrunch’s COO
MAJOR CHALLENGES Limited Funds Huge Competition Limited Time Ineffective data filtering
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GoShare Case Study APPROACH Phase 1:
FACTORS TO SUCCESS
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LeadCrunch's ability to deliver incredibly precise targeted accounts that were near clones of GoShare’s best customers.
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Ease of implementation and quality of information that LeadCrunch delivered to GoShare.
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Hastings methodical approach to applying LeadCrunch's platform, which he used to leverage the company’s growth strategy
GoShare replaces its existing low-performing lead gen solutions with LeadCrunch's platform. With LeadCrunch's ease of implementation and rapid results, replacing the lead gen solution took place without a hitch. The time Hastings saved previously spent generating and scrubbing lead lists allowed him to hire and train a new member of the sales team to handle the increased flow of opportunities.
Phase 2: GoShare used LeadCrunch’s insights, high precision leads, and continuous learning model to achieve the consistent 30% month-over-month growth it needed to raise the capital required to expand operations and take the company to the next level. “ LeadCrunch has a really useful feedback loop, where you can rate the “fit” of the leads provided by the platform and train the system to deliver incremental improvements with each delivery.”
Phase 3: To ensure lasting success, GoShare leveraged LeadCrunch’s model to expand into new markets before competitors could enter that space: “ Once we knew LeadCrunch had a repeatable, predictable model of our customer base to deliver high conversion leads, we simply pointed it into new territories to help us rapidly expand into new markets.”
THE RESULTS LeadCrunch came through for GoShare. In three months, it helped Hastings generate three times more sales than it had ever done before, dramatically lowering customer acquisition costs, increasing sales leads by 300 percent and boosting ROI by 500 percent. What's more, Hastings leveraged the Lead Crunch platform's model to help GoShare's penetrate twice the number of cities it had done so before—with no additional investment in sales staff. This effort was key, as expansion into new territories is a large gamble that takes careful planning and frequent adjustments. In such a competitive environment, quickly covering the chessboard was a critical factor in ensuring GoShare's lasting success.
Thanks to LeadCrunch's lead gen platform, GoShare accelerated growth significantly enough to generate the capital it need to expand operations.
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GoShare Case Study
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LeadCrunch is a B2B customer discovery platform that combines your customers’ DNA, high quality data sources, artificial intelligence, and real time intent signals to to help you target the right contacts from
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the right accounts at the right time with the right insights. This approach pays off in the end as it did for GoShare.
LeadCrunch Close 277% more of the right deals in 24% less time with a 5X ROI.
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