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Plastics Trading Platform

Matium

How Lynn helped a plastics trading infrastructure platform book 42 demos with procurement and sales leaders at companies like DuPont, ExxonMobil, and Jabil.

Markets: North America (US & Canada)

42
demos booked
14
demos per month
5
campaign segments
VP/Director
average seniority
Enterprise plastics pipeline
DuPont, ExxonMobil, Jabil, Saint-Gobain, NOVA Chemicals, Huntsman
The Challenge

Breaking into a fragmented industry that runs on relationships and spreadsheets

Matium is the operating system for the plastics market — connecting buyers and sellers with real-time data, auctions, and transaction infrastructure. But the plastics industry is notoriously relationship-driven, and most companies still manage pricing, sourcing, and deals through emails, phone calls, and personal networks.

Matium needed to reach procurement managers, sales directors, and CEOs at compounders, converters, traders, and resin producers across North America — and convince them that a platform could improve outcomes without replacing their existing relationships.

  • Highly fragmented industry with deep resistance to new platforms
  • Buyers and sellers operate on personal relationships and trust
  • Most prospects had never heard of a "plastics trading platform"
  • Needed to reach both buy-side (procurement) and sell-side (sales/commercial) personas
  • North American market with wide company size range ($50M to multi-billion)
What We Did

Consultative outbound positioning Matium as infrastructure, not a marketplace

We trained callers to lead with curiosity — asking how prospects currently buy and sell plastics, where they see friction, and what visibility they have into market pricing. The pitch was never "replace your network" but "see the market clearly."

1
Persona-specific campaigns
Built separate campaigns for compounders (procurement/sourcing), compounders (sales/marketing), and converters. Each had tailored messaging for buy-side vs. sell-side pain points.
2
Caller training on plastics industry
Callers briefed on resin types, compounding vs. converting, margin dynamics, and common objections ("we already know everyone," "sounds like a marketplace"). Positioned Matium as infrastructure, not a marketplace.
3
High-volume consultative calling
Daily calling focused on diagnostic conversations: "How do you currently find new buyers?" / "Do you have real-time visibility into market pricing?" Every call aimed to qualify, not pitch.
4
Rapid iteration on messaging
Refined scripts weekly based on what resonated. "Real-time pricing visibility" and "verified buyer/seller network" consistently outperformed generic value props.
The Results

42 qualified demos in three months — including Fortune 500 names

Matium went from cold-starting outbound in North America to a consistent pipeline of 14 demos per month with decision-makers at companies ranging from mid-market compounders to Fortune 500 chemical and manufacturing giants.

42
qualified demos booked
14
demos per month average
5
campaign segments
VP/Director
average seniority level
Why It Worked

What made this engagement successful

  • Industry-specific training — callers understood compounding, converting, resin grades, and margin dynamics
  • "Infrastructure, not marketplace" positioning — neutralised the #1 objection before it came up
  • Dual-persona campaigns — separate messaging for procurement (cost savings, supplier discovery) and sales (market visibility, new buyer access)
  • Consultative approach — led with questions about their current process, never a hard pitch

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