Lookalike marketing powered by artificial intelligence

LeadCrunch N. America HQ, 3830 Valley Centre Drive, Suite 705 PMB 823, San Diego, CA 92130 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]

Lookalike marketing powered by artificial intelligence

About Odyssey Logistics & Transportation Odyssey

Technology

managed, and international transportation

Corporation (Odyssey) is a global logistics

services. The company operates in all

provider with a freight network of $2 billion.

modes of transportation including TL/LTL

Recognized

deep

trucking, ocean, rail, air, bulk transport,

expertise and advanced technology, the

ISO Tank, railcar, and tanker as well as

company provides best-in-class solutions

food-grade product lines.

using

Logistics

the

worldwide

industry’s

&

for

most

its

innovative

Odyssey provides solutions that cut costs,

strategies. Headquartered in Danbury, CT,

boost process efficiencies, and increase

Odyssey ranks high in Inbound Logistics

freight spend visibility. Its Global Logistics

Top 100 Third-Party Logistics report and

PlatformTM offers clients a management

Gartner’s 2017 Magic Quadrant for Third-

solution that supports the safe, reliable,

Party Logistics North America report.

and efficient delivery of products. While its WINTM (Web Integrated Network) solution

Odyssey

serves

the

chemical,

retail

offers a scalable technology solution with

consumer, energy, food, medical, metals,

accelerated deployment and faster time to

industrial, and manufacturing industries.

value. These solutions streamline and

With operations in North America, Europe,

simplify

and the Far East, Odyssey provides

management.

logistics

and

transportation

companies with intermodal, trucking, LeadCrunch N. America HQ, 3830 Valley Centre Drive, Suite 705 PMB 823, San Diego, CA 92130 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]

Lookalike marketing powered by artificial intelligence

Executive Summary When Odyssey Logistics & Transportation

44 percent into appointments for demos, a

Corporation (Odyssey) needed to find new

big boost over the industry average of 9

opportunities in its increasingly complex

percent.

industry, it did something it had never done before: partnered with a lead generation

LeadCrunch[ai] also generated a list of

company. LeadCrunch[ai] ran Odyssey’s

lower funnel prospects that Odyssey could

best

artificial

nurture and eventually convert. When all

intelligence-powered predictive targeting

was said and done, LeadCrunch[ai] helped

engine to create a list of lookalike sales

Odyssey accelerate its pipeline process by

targets. LeadCrunch[ai] then syndicated

over 34 percent, boosting revenues, as

Odyssey’s thought leadership content to

well as its list of lower funnel prospects.

this

LeadCrunch[ai]’s

customers

lookalike

through

its

audience.

What

engine

were leads that were not only a good fit but

insights, detailed personas, and critical

Odyssey’s

engagement metrics. Today, Odyssey is

content. Odyssey was able to then take

well positioned to grow in the hotly

these

contested

also

engaged

marketing

with

qualified

leads

that

included accurate contact details and turn

provided

logistics

deep

targeting

LeadCrunch[ai] delivered back to Odyssey

were

also

predictive

and

customer

transportation

industry.

LeadCrunch N. America HQ, 3830 Valley Centre Drive, Suite 705 PMB 823, San Diego, CA 92130 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]

Lookalike marketing powered by artificial intelligence

The Challenge Surviving in the $1.4 trillion logistics industry isn’t easy. Companies in the industry must battle fierce competition and numerous external challenges, like overcapacity, rate pressures, sluggish demand, and political doubt, if they want to grow and thrive. With expenditures declining for the first time since 2010 and logistics spending constraining economic growth, many logistics companies are finding it harder and harder to deal with the industry's growing complexity and internal chaos.

Even long established leaders, like Odyssey,

Odysseys partnered

are feeling the pressure within the industry.

with LeadCrunch[ai] to

Savvy companies like Odyssey stay leaders by finding

new

business

opportunities.

help it find new

But

Odyssey’s old method of doing so—which

opportunities in the

included following up on leads generated at

logistics industry.

trade shows and cold calling purchased lists— —no longer cut it. It was inefficient, cumbersome, and slow. Unhappy with the method, Odyssey tried something it had never tried before. It used a lead generation company. Odysseys

hesitant to commit to it. But after speaking

partnered with LeadCrunch[ai] to help it

to a sales representative and researching

find new opportunities in the logistics

its history, we felt confident LeadCrunch[ai]

industry. Since it was the first time that

could

Odyssey had worked with a external

Christopher

demand gen company, it wasn’t sure what

Business Development Leader.

After

an

internal

review,

deliver

on its promises," says LaValle,

Odyssey's

to expect. But LeadCrunch[ai] made it easy. “At first, we weren't sure how the program worked, so we were rather

LeadCrunch N. America HQ, 3830 Valley Centre Drive, Suite 705 PMB 823, San Diego, CA 92130 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]

WIN

Lookalike marketing powered by artificial intelligence

LeadCrunch[ai] Launches Multi-Step Campaign Partnering with LeadCrunch[ai] paid off. It

names of 25 of Odyssey’s best customers

launched a multi-step guaranteed content

into its DeepFind™ predictive targeting

engagement campaign that would uncover

engine. This proprietary lead gen tool is

new

powered by artificial intelligence.

opportunities

for

Odyssey.

The

strategy behind the campaign was simple:

DeepFind™ analyzed millions of data

Build an audience of prospects similar to

points across the digital footprints of

Odyssey's top customers, engage those

Odyssey’s best customers and produced a

prospects with thought leadership content,

holistic data model. It contained Odyssey’s

then verify engagement with real human

best

interaction. LeadCrunch[ai] would then

LeadCrunch[ai] leveraged the model to

help Odyssey by providing buyer journey

find highly relevant matches to Odyssey's

and engagement data as well as nurturing

best customers, then created a hit list of

the

key targets for Odyssey's sales team to

leads

to

ultimately

drive

higher

conversions.

customer

“DNA

blueprint.”

target. The list also contained prospective Odyssey’s

buyers at each company that Odyssey

campaign by first generating a targeted

could engage with its thought leadership

lookalike list of companies to target as new

content and eventually sales outreach.

business opportunities. To create the

Efficient and effective, the approach saved

lookalike list, LeadCrunch[ai] fed the

Odyssey time and money.

LeadCrunch[ai]

kicked-off

LeadCrunch N. America HQ, 3830 Valley Centre Drive, Suite 705 PMB 823, San Diego, CA 92130 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]

Lookalike marketing powered by artificial intelligence

Outreach Program Boosts Credibility Next,

LeadCrunch[ai]

an

Odyssey's sales team then reached out to

outreach program designed to increase

prospects on the list armed with insights

Odyssey's credibility with companies on

from

the

program

program. This phase of LeadCrunch[ai]’s

positioned Odyssey as the “go to” provider

campaign helped the sales team convert

in

the most relevant and engaged leads on

lookalike

the

hit

industry.

implemented

list.

The

The

effort

included

LeadCrunch[ai]'s

syndicating thought leadership content with

the

lookalike

list

key strategic touch points. LeadCrunch[ai]

engagement data.

Best

using

Practices

buyer

and

also created a content hub on its thought leadership

website

to

It also helped Odyssey determine lower

generate digital engagement through both

funnel prospects. The team then contacted

organic SEO and email for Odyssey. This

prospects and scheduled demos. Odyssey

content

closes 25-50 percent of prospects that

hub

InfoCrunch™

provides

informative,

intelligent research on top technology

receive demos.

topics.

LeadCrunch[ai] also helped Odyssey find lower

A

key

element

prospects.

Those

not

LeadCrunch[ai]’s

interested in demos got a mix of content in

engagement campaign was measuring

a nurturing cadence based on proven best

precisely

how

of

funnel

and

how

long

practices. This means they were provided

with

Odyssey's

80 percent thought leadership content and

content. Unlike other lead gen companies,

20 percent sales outreach emails. Thought

LeadCrunch[ai] provides complete visibility

leadership content included white papers,

and transparency within the campaign, so

by-line articles, eBooks, and eGuides as

Odyssey knew where its program stood at

well as webinars, case studies, industry

all times. In addition, LeadCrunch[ai] used

reports,

human

content

Odyssey's sales team continues to follow

Odyssey

up on these prospects with a goal of

prospects

often

engaged

validation

engagement.

That

to

verify

helped

accurately assess the level of interest of

and

comparison

scheduling a demo.

buyers at all the key prospects. LeadCrunch N. America HQ, 3830 Valley Centre Drive, Suite 705 PMB 823, San Diego, CA 92130 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]

guides.

Lookalike marketing powered by artificial intelligence

The Results Partnering with LeadCrunch[ai] paid off for Odyssey with a 30X ROI. The effort accelerated Odyssey’s pipeline appointment process by over 34 percent. Within 45 days of initiating

LeadCrunch[ai]’s Intelligent Campaign, the company booked 44 percent of the leads from its target list to live demos—an unprecedented rate for the company and one well above the industry's average of 9 percent. LeadCrunch[ai]’s campaign also provided Odyssey with a list of lower funnel prospects accompanied by deep customer insights, detailed personas, and critical engagement metrics. To drive continuous improvement, LeadCrunch[ai] feeds prospects that generate demos as well as sales back into its DeepFindTM engine. This allows its clients like Odyssey to benefit from the artificial intelligence-driven engine. The predictive engine gets smarter and more

targeted with each campaign since it recursively learns from each prior campaign. The results of this learning are more precise leads and insights and, ultimately, lower acquisition costs. Thanks to LeadCrunch[ai], Odyssey is well positioned to remain a leader in the logistics industry: "LeadCrunch[ai] delivered solid leads for us just as they said they would,” says LaValle. "The people at LeadCrunch were great to work with throughout the process. They kept us informed and up to date on everything from start to finish so we could make sound decisions.” Today, Odyssey's future looks bright.

For further assistance, please contact us. We hope you found this information helpful. Please contact us if you would like more information about this case study or our services www.leadcrunch.ai LeadCrunch N. America HQ, 3830 Valley Centre Drive, Suite 705 PMB 823, San Diego, CA 92130 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]