Platforms whose buyers ship at volume
Freight technology sells to logistics leaders who run shipping operations every day. The BuyCo programme needed fluent speakers who understood container shipping operations, not generic SDRs reading a script, so the caller briefing matters as much as the list.
This page is based on two programmes, BuyCo and Kpler. Both are ocean container shipping products. We have no published case study for road freight marketplaces or last-mile tools, and we say so rather than stretch the proof.
What callers are briefed on before they dial
On BuyCo, every caller was briefed on container shipping workflows: bookings, vessel selection, SI/VGM documentation, demurrage and detention costs, and ETA reliability. On Kpler, callers were trained on container tracking use cases and the specific pain points of managing ocean freight visibility, and every conversation centred on the buyer's current tracking gaps.
The conversation was about diagnosing how the buyer handles shipping today, not pitching. That is the same approach we describe on the supply chain SaaS page.
BuyCo and Kpler side by side
| BuyCo | Kpler (MarineTraffic) | |
|---|---|---|
| Product | Ocean container shipping platform for large shippers | Container tracking solution |
| Buyers | VP and Director level logistics leaders at EUR 250M+ manufacturers and consumer goods companies | VP and Director level logistics and supply chain leaders at large manufacturers and shippers |
| Markets | Seven European markets | Europe, North America, Middle East and Asia |
| List basis | Companies shipping thousands of containers a year | 69,000+ contacts filtered by container volume and logistics team structure |
| Qualified on | Container volume, logistics team structure, decision-making authority | Container volume, existing tracking solutions, decision-making authority |
| Result | 67 qualified demos, 13+ a month on average | 19 qualified demos a month |
Note.Sources: the BuyCo and Kpler case studies on this site.
Lists are built on shipping volume, not company size alone
For both programmes the list was filtered by how much freight the company moves and how its logistics team is organised. Qualification used the same inputs: on BuyCo, container volume thresholds and decision-maker seniority were tightened as the weekly reviews showed what converted.
On Kpler, calling and email were coordinated. Region-specific sequences went to manufacturers in North America and Europe, and dedicated callers worked to turn email engagement into booked demos. Kpler booked 19 demos in the first month from a standing start.
Results from freight tech clients
BuyCo
67 qualified demos in five months across seven European markets, with logistics leaders at companies including Siemens, Ferrero and thyssenkrupp.
Kpler
19 qualified demos a month for the MarineTraffic container tracking solution, with logistics leaders at companies including Nestlé, Ford and Stellantis.
Alpega Group
A transport management platform. 80+ qualified demos a month across six languages and six European markets.
Questions we get asked
Which freight tech buyers do you reach?
VP and Director level logistics and supply chain leaders at shippers and manufacturers. On BuyCo these were EUR 250M+ companies shipping thousands of containers a year. The exact titles and filters for your product are agreed at onboarding.
How do you build a list for a freight platform?
By shipping volume and logistics team structure, not just headcount or revenue. The Kpler list covered 69,000+ contacts at manufacturers and large shippers across four regions, filtered on container volume.
Do your callers understand freight?
They are briefed on your product and the buyer's workflow before the first call. For BuyCo that meant bookings, vessel selection, SI/VGM documentation, demurrage and detention, and ETA reliability.
Is it email first or calling first?
Both run together. Email campaigns are built in week one and calling is live by week two. On Kpler, dedicated callers worked to turn email engagement into booked demos.
Do you cover the US and Asia as well as Europe?
Kpler's programme ran across Europe, North America, the Middle East and Asia. Our primary coverage is Europe and the US. Calling languages are English, French, German, Spanish, Italian and Portuguese.
How long until the first demo?
Typically around week three. Kpler had 19 demos in its first month.