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Enabling a Logistics SaaS company to accelerate its international go-to-market & catalyze growt
01 Dec 2022
How we helped a Logistics SaaS company accelerate their international go-to-market and catalyse their growth.
Technology 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.
he 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.

There are numerous reasons why the demand for logistics SaaS is rapidly growing:
  • Cost: SaaS-based software help in cutting costs. Businesses can select from several pricing and feature levels in accordance with their unique needs.
  • Scalability: 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 quick.
  • Increased 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.
  • Deployment: 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.
  • Other 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.
  • Almost 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.
  • Logistics 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.
Logistics 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.

Logistics SaaS players face numerous challenges in expansion and growth

  • Logistics SaaS players face numerous challenges in expansion and growth
  • Identifying the most attractive opportunities, sectors, and adjacencies
  • 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 partnerships, etc.)
  • Robust marketing and sales approach to effectively capture the growing market

  • A 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 & size

  • Reduced time to expand in international markets by ~1.5 years
  • 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

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