gtmagency
gtmagency
×
Previously ran growth for 500+ SaaS companies through their product launches. Our team has also worked with companies backed by
This playbook maps Add On's ideal customer profile across account, prospect, and persona dimensions, then lays out 5 signal-based outbound plays. Each play fires on a specific buying signal so your outreach lands the moment a prospect is most likely to act.
| Dimension | Qualified | Prioritization |
|---|---|---|
| Geography | United States, Canada | Prioritize US-based carriers in the South, Midwest, and Southeast where AS/400 adoption is highest among mid-market fleets |
| Employee Count | 50 to 2,000 employees | Sweet spot is 100 to 800 employees, indicating an established fleet with IT budget but without fully custom in-house dev teams |
| Industry / Vertical | Truckload carriers, flatbed carriers, dry van carriers, temperature-controlled carriers | Prioritize asset-based truckload carriers running their own drivers and equipment |
| Key Qualifying Signal | Running an iSeries AS/400-based TMS such as TMW TL2000, McLeod, or similar legacy platform | Highest priority: accounts confirmed on AS/400 TMS with no modern telematics or mobile integration layer |
| Tech Stack | TMW TL2000, McLeod LoadMaster, Geotab ELD, Eleos mobile, PeopleNet, or similar legacy telematics | Prioritize carriers using Geotab or Eleos for telematics but lacking real-time AS/400 integration |
| Revenue / Funding | $10M to $500M annual revenue, bootstrapped or private equity-backed | Prioritize $25M to $200M revenue carriers actively investing in operational efficiency and driver retention |
| Intent Signals | Job postings for IT Director or Transportation Systems Analyst, attendance at TCA or ATA conferences, searches around ELD compliance or driver pay software | Prioritize accounts showing active vendor evaluation behavior or posting roles related to dispatch software or fleet systems |
| Dimension | Qualified | Prioritization |
|---|---|---|
| Seniority | VP, Director, C-Suite, Senior Manager | Prioritize VP of Operations and VP of IT who control vendor selection and software budgets |
| Primary Titles | VP of Operations, VP of IT, Director of Transportation, Director of IT, CIO, COO | VP of Operations and COO are highest priority as they own driver productivity and detention pain directly |
| Secondary Influencers | Director of Safety, Fleet Manager, Dispatch Manager, Controller | Engage Fleet Managers and Controllers as they quantify detention and fuel tax pain and influence purchase decisions |
| LinkedIn Keywords | truckload operations, AS/400, iSeries, TMW, McLeod, driver pay, fleet management, ELD compliance, telematics integration, carrier operations | Target profiles with AS/400 or TMW in experience history as these indicate direct familiarity with the integration gap AOS solves |
| Persona | Level | KPIs | Related Challenges | Intent Signals | Related Benefits |
|---|---|---|---|---|---|
| VP of Operations | VP | Driver utilization rate, tractor detention costs, on-time delivery percentage, driver turnover rate | Drivers sitting idle at shipper docks with no automated detention alerts, manual tracking of out-of-route miles, difficulty linking driver pay to real performance data | Searching for driver detention software, posting roles for operations analyst, attending TCA annual conference | Automated tractor detention alerts reduce idle time, real-time driver out-of-route monitoring cuts fuel waste, driver pay integration improves retention |
| VP of IT / CIO | VP / C-Suite | System uptime, integration reliability, IT project delivery on time and on budget, vendor support quality | Aging AS/400 platform lacks modern API connectors, custom integrations break when vendors update their systems, no mobile layer for drivers | Evaluating telematics middleware vendors, posting for iSeries developer roles, researching ELD integration options | Plug-in iSeries interfaces eliminate custom dev work, pre-built connectors for Geotab and Eleos reduce maintenance burden, web application layer extends AS/400 without a full replatform |
| COO | C-Suite | Overall fleet profitability, cost per mile, driver retention, compliance incident rate | Lack of real-time visibility into fleet activity creates reactive management, driver dissatisfaction driving up turnover costs, compliance gaps in HOS and fuel tax reporting | Reading industry articles on driver retention, engaging with content about fleet efficiency, evaluating new TMS modules | Real-time fleet management suite gives COO a single operational view, automated HOS and fuel tax reporting reduces compliance risk, improved driver satisfaction metrics lower turnover |
| Director of Safety and Compliance | Director | HOS violation rate, DOT audit outcomes, driver scorecard accuracy, incident frequency | Manual hours of service tracking prone to errors, difficulty pulling accurate fuel tax mileage data, ELD data not feeding back into AS/400 for reporting | Searching for HOS management software, posting safety analyst roles, registering for FMCSA compliance webinars | Automated HOS management module syncs ELD data directly to AS/400, fuel tax mileage reporting with online transaction editing reduces audit risk |
| Fleet Manager / Dispatch Manager | Manager | Load acceptance rate, driver check-in frequency, trailer utilization, detention claims recovered | No mobile connectivity to drivers in the field, trailer locations tracked manually or not at all, detention claims lost due to lack of automated timestamps | Posting for dispatch coordinator roles, searching for driver mobile app solutions, attending regional trucking association events | TapTap mobile platform gives real-time driver connectivity, trailer tracking and detention automation capture recoverable revenue, load optimization reduces empty miles |
We identify carriers whose tech stack confirms active AS/400 TMS usage but shows no modern telematics integration layer, then reach out to VP of Operations and VP of IT with a message anchored on the specific integration gap their stack reveals.
Detect AS/400 TMS Stack
Cross-Reference Carrier DB
Validate Tech SignalsEnrich Company Profile
Find Contact Emails
Verify Email DeliverabilityIdentify Buying Committee
EmailWe capture truckload carrier attendees from TCA events, enrich them against AS/400 TMS stack signals, and reach out immediately after the event while vendor evaluation conversations are live.
Scrape TCA Attendee List
Cross-Match LinkedIn ProfilesPull Company Fleet DataEnrich Attendee ProfilesSource Decision-Maker ContactsVerify EmailsEmail
LinkedInWe monitor job boards daily for TL carriers hiring roles that indicate AS/400 or fleet software investment, then target VP of IT and VP of Operations before they build internally or commit to a competitor.
Monitor Job PostingsScrape LinkedIn JobsFlag Qualifying RolesEnrich Hiring CompanyFind VP and Director ContactsVerify DeliverabilityIdentify Buying CommitteeEmailWe track every known AOS customer contact and past champion, and the moment they land at a new carrier we reach out within days while their credibility is high and they are actively shaping the new employer's tech stack.
Track Champion Job ChangesMonitor LinkedIn Updates
Cross-Reference CRM HistoryConfirm New Employer DetailsFind Buying Committee at New CompanyVerify EmailsIdentify Buying CommitteeEmailLinkedInWe monitor LinkedIn daily for posts from TL carrier operators expressing operational pain that AOS directly solves, then reach out within 24 hours while the pain is top of mind and the prospect is demonstrably active.
Monitor LinkedIn PostsScrape Relevant CommentsScore and Flag PostsEnrich Poster ProfileFind Work EmailValidate Company FitBuying CommitteeLinkedInYou'll have qualified demos booked in your calendar within 45 days: infrastructure, sequences, and live campaigns installed for you.
You don't pay a retainer. Everything we build belongs to you from day one: data, playbooks, and infrastructure.
If by day 45 you aren't seeing qualified demos booked in your calendar, we keep working completely for free until you do.
We build and install a fully automated, signal-based outbound system, outbound, ads, and content, in a 45-day sprint. No retainer, and you own everything. Demos booked in 45 days or we work free until they are.
