HiTech IT and Tech
Enabling a Logistics SaaS company to accelerate its international go-to-market & catalyze growt
01 Dec 2022
we helped a Logistics SaaS company accelerate their international go-to-market
and catalyse their growth.
is playing a pivotal?role in shaping the logistics industry – empowering
businesses to cater to the ever-growing consumer expectations! This has led to the emergence of logistics
SaaS platforms that act as a unified cloud tool for delivery and fulfillment,
and help businesses optimize customer experience and logistic operations. These
platforms?allow retailers and logistics providers to implement novel delivery and
fulfillment strategies that enhance consumer experience & logistical
processes while enabling business channels for expansion.
demand for these platforms has been rising, and businesses across continents,
large and small, have been adopting SaaS solutions to cut costs and provide a
frictionless customer experience. However, to tap into this opportunity,
Logistics SaaS companies need a robust, streamlined, and effective GTM
strategy. At Praxis, we work with SaaS firms to discover specific growth opportunities
and sharpen go-to-market strategies. We help them expand?in existing markets
& enter new geos across the globe. We also help?in identifying
adjacencies?across the value chain via structured frameworks coupled with deep
industry expertise. To know more, read our recent case study on how we
supported a logistics SaaS firm to expand in international markets.
are numerous reasons why the demand for logistics SaaS is rapidly growing:
SaaS-based software help in cutting costs. Businesses can select from several
pricing and feature levels in accordance with their unique needs.
As the business grows or expands, one needs to make changes to the logistics
software as well. A SaaS-based product makes the whole process hassle-free and
focus on customer experience: Customer experience has become paramount.
SaaS-based platforms are providing a white-labeled and branded delivery
experience to the end customers, greatly improving customer satisfaction.
SaaS-based software products can be deployed in a much lesser time frame (due
to their customizable nature) as compared to traditional on-premises software.
factors: Customizability, accessibility, and ease of maintenance are some of
the other benefits and features provided by SaaS-based software, which have led
to disruption in the logistics of businesses.
all consumer-centric, goods-based companies would potentially benefit from a
logistics SaaS platform by optimizing their supply chain and logistics
operations. However, their needs may differ according to industry, scale, and
customer segments served.
SaaS platforms are being used by customers across sectors like grocery &
retail, e-commerce, big & bulky, consumer electronics, and many others!
From large enterprises like Coca-Cola and Dominos to SMBs like small-scale D2C
brands, the adoption of logistics SaaS platforms has been across the board.
SaaS companies can adopt either organic (sales channel partnerships, product
innovation, marketing, pricing optimization) or inorganic (acquisition)
strategies. With any of the options available, it is important for players to
spend resources mindfully while expanding to new geographies, acquiring more
customers, and expanding capabilities. It becomes imperative to have a critically
designed Go-To-Market strategy and have/build the capabilities & resources
to execute it.
SaaS players face numerous challenges in expansion and growth
- Logistics SaaS players face numerous challenges in expansion
- Identifying the most attractive opportunities, sectors, and
- Identifying the right cluster of target clients
- Resources and time spent on testing and R&D of market
- Identifying the route to market (inorganic, organic, channel
- Robust marketing and sales approach to
effectively capture the growing market
leading Indian logistics SaaS company sought to expand in the US and Europe
markets and wanted to identify target opportunities & clients to help it
scale rapidly in the next 3 years
- We sized the US and Europe markets for logistics automation
and SaaS and identified the total addressable market. Further, we analyzed
opportunities pertaining to centralized value-chain visibility, warehouse &
distribution logistics, last-mile delivery, and reverse logistics
- We conducted several in-depth interviews (N=~30) with
experts who were buyers and product owners of logistics SaaS to identify key
customer needs & pain points and analyzed relevant sectors by performing
deep-dive sectoral analysis
- We shortlisted the key sectors based on the quantum of
addressable orders and competitive intensity
- We worked closely with the client team to map and identify
the right-to-win SaaS opportunities & target clients across the first-mile,
mid-mile, and last-mile logistics
- Based on the sectors shortlisted, we did a comprehensive
market scan to identify relevant clients and categorized them by need, type
- Reduced time to expand in international markets by ~1.5
- The client is expected to grow at ~1.5 X – 2X
their current annual CAGR in US/Europe for the next 3 years
- Provided deep insights into the US and Europe SaaS logistics
landscape and identified the use cases & type of technologies leveraged
- Gave the client a detailed view of the GTM
opportunities, highlighting the key customer pain points and needs, mapped them
to the value proposition to be offered and the cluster of customers (large and
SMBs) to focus on