gtmagency
gtmagency
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Previously ran growth for 500+ SaaS companies through their product launches. Our team has also worked with companies backed by
This playbook maps Freightools'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 | Global, with priority on US, UK, EU, Israel, Australia, Singapore where digital freight adoption is accelerating | Tier 1: US, UK, Germany, Netherlands. Tier 2: Singapore, Australia, UAE |
| Employee Count | 10 to 500 employees. Sweet spot is 20 to 150 where ops complexity is high but no enterprise TMS is in place | Highest priority: 25 to 100 employees. Sales team exists but quoting is still manual |
| Industry / Vertical | Freight forwarding, NVOCC operators, customs brokers with forwarding arms, digital freight brokers | Tier 1: Asset-light freight forwarders quoting ocean and air. Tier 2: NVOCCs managing large carrier contract libraries |
| Key Qualifying Signal | Manages 10 or more active carrier tariff PDFs or buying agreements per month across multiple trade lanes and modes | Highest priority: forwarders quoting FCL ocean or air with multi-carrier rate libraries and no structured rate management software |
| Tech Stack | Using CargoWise, Magaya, Shipco, WiseTech, or spreadsheet-based quoting. Absence of a dedicated rate management or quoting automation tool is a green flag | Deprioritize accounts already running Kontainers or a fully integrated TMS with built-in quoting automation |
| Revenue / Funding | Estimated $2M to $50M annual revenue. Pre-Series B if venture-backed. Bootstrapped forwarders with 3 or more sales reps also qualify | Highest priority: $3M to $20M revenue range where margin leakage is painful and a platform investment is justifiable |
| Intent Signals | Job postings for pricing analysts, quoting coordinators, or rate desk roles. LinkedIn posts about quoting turnaround or margin pressure. G2 or Capterra searches for freight quoting software | Immediate outreach trigger: job post for a rate desk or quoting operations role, indicating manual process pain |
| Dimension | Qualified | Prioritization |
|---|---|---|
| Seniority | C-Suite, VP, Director, Head of, Senior Manager | Primary: CEO or Managing Director at SMB forwarders. Secondary: Head of Operations, Commercial Director |
| Primary Titles | CEO, Managing Director, Head of Pricing, Head of Operations, Commercial Director, VP of Sales (freight) | CEO and MD are economic buyers at sub-100 person forwarders. Head of Pricing or Ops is the champion |
| Secondary Influencers | Sales Manager, Freight Operations Manager, IT Manager, Customer Success Lead | Sales Manager feels the quoting speed pain daily. IT Manager evaluates integration with existing TMS |
| LinkedIn Keywords | freight forwarding, NVOCC, rate management, ocean freight, air freight, freight pricing, digital freight, quoting automation, tariff management, FCL, LCL, freight broker | Weight profiles that mention both pricing and digital transformation. Double-weight profiles posting about quoting delays or customer experience |
| Persona | Level | KPIs | Related Challenges | Intent Signals | Related Benefits |
|---|---|---|---|---|---|
| CEO / Managing Director | C-Suite | Revenue growth, gross margin, customer retention, quote-to-booking conversion rate | Losing deals to faster-quoting competitors, margin leakage invisible until quarter close, no scalable self-service for customers | Posts about digital transformation, hiring rate desk staff, attending freight conferences such as Multimodal or TOC | Full margin visibility across all lanes, faster quote turnaround without headcount growth, branded self-service portal that competes with digital forwarders |
| Head of Pricing / Rate Desk Manager | Director / Manager | Quote accuracy, tariff update turnaround time, surcharge compliance, margin floor adherence | Re-keying carrier PDFs manually, missing surcharge updates, reps quoting off stale rates, no single source of truth for buying agreements | Searching for rate management software, posting about tariff complexity, LinkedIn activity around carrier contract season | Tari structures all incoming tariffs automatically, margin guardrails enforced at lane level, versioned rate library accessible to entire team |
| Head of Operations / Operations Manager | Director / Manager | Quote cycle time, exception rate, agent utilization, customer SLA compliance | Quoting bottleneck slows sales, ops team pulled into every RFQ, no audit trail when disputes arise | Hiring quoting coordinators, job posts mentioning TMS integration, posting about operational bottlenecks | Miles cuts quote drafting from hours to seconds, Command Center gives visibility into every AI action, full auditability on every quote decision |
| Commercial Director / VP of Sales | VP / Director | Pipeline velocity, win rate, average deal size, quote volume per rep | Sales reps waiting days for ops to return a quote, losing deals on response time not price, no self-service option to offer customers | LinkedIn posts about win rate or competitive pressure, attending freight sales events, CRM evaluation activity | Same-hour quoting with Miles, Instant Quote portal as a competitive differentiator, margin guardrails keep reps from discounting below floor |
| IT Manager / Technology Lead | Manager | System uptime, integration reliability, data security, time-to-deploy for new tools | Legacy TMS does not support quoting automation, no API to connect rate data to customer-facing tools, AI adoption risk without oversight | Evaluating CargoWise integrations, searching for freight API vendors, attending logistics tech webinars | Freightools layers on top of existing TMS without replacement, structured data outputs are auditable and reversible, AI Command Center keeps human team in control |
When a forwarder is hiring for a human to solve a software problem, they are at peak pain. We target the CEO or Head of Operations with messaging that reframes the hire as a signal that Freightools can eliminate the role or multiply its output.
LinkedIn Jobs Monitor
Indeed Job Scrape
Company Domain MatchEnrich Account Data
Find Decision Makers
Verify EmailsIdentify Buying Committee
Email
LinkedInProspects actively researching Freightools alternatives are in-market. We intercept them before they commit by targeting followers and engagers of competing platforms with a direct comparison angle.
Competitor Page FollowersCompetitor Post EngagersProfile Export to CRMEnrich Company and RoleVerify Work Email
Tech Stack CheckEmailLinkedInAnonymous visitors who browse specific product pages are showing feature-level intent. We de-anonymize the company, identify the right buyer, and reach out within 24 hours while the problem is top of mind.
Website Visitor ID
IP to Company Match
Page Intent SignalEnrich Company ProfileFind Buying CommitteeVerify Contact EmailIdentify Buying CommitteeEmail
LinkedInChampions who already understand Freightools value and move to a new forwarder are the warmest possible leads. We track their job changes and reach out within the first 30 days at their new company before they inherit the incumbent tools.
CRM Contact Export
Job Change DetectionLinkedIn Profile MonitorNew Company EnrichmentVerify New Work EmailIdentify Buying CommitteeEmailLinkedInConference attendees are in a buying mindset and away from daily operations. We scrape attendee lists and event social activity to identify freight forwarder decision makers and run a tight pre-event and post-event sequence.
Event Attendee List ScrapeLinkedIn Event Page Scrape
Hashtag and Post MonitorEnrich Attendee ProfilesFind and Verify EmailsAccount Fit ScoreBuying CommitteeEmailYou'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.
