Building a Full-Cycle GTM Sales Team for AtoB
From 77 Customers to 7% Market Share in U.S. Trucking
The GTM Challenge
AtoB had a strong product but struggled with scaling their go-to-market strategy effectively.
Limited Customer Base
Only 77 active customers despite having a modern fuel card and payments infrastructure for fleets.
Inconsistent Outreach
Cold outreach was inconsistent, and inbound leads lacked proper follow-up processes.
No Segmentation Strategy
No system existed to segment or scale sales across different fleet sizes.
High CAC & Long Sales Cycles
Despite market pull, high customer acquisition costs and long sales cycles made scaling unsustainable, especially in a competitive market where Motive and Relay Payments were racing ahead.
The Strategic Solution
AtoB brought in Phi Consulting to architect and execute a full-stack GTM sales engine. Instead of handing off strategy docs, Phi embedded a complete sales pod — ready to operate on day one.
Outbound GTM Design
Segmented by fleet type (owner-operators → SMB fleets → enterprise)
Inbound GTM Setup
Structured lead qualification, routing, and fast follow-ups
Execution Layer
Deployed SDRs, AEs, Sales Managers, Directors & RevOps specialists
Tech Stack Implementation
Salesforce, Nooks, custom dashboards for visibility
Playbooks & Enablement
Persona scripts, objection handling, and sales training workflows
Execution Highlights
Our team focused on implementing practical solutions that delivered immediate results.
Cold Call & Email Infrastructure
Rebuilt from scratch, focused on clarity, ICP pain points, and daily testing
Vertical Expansion
Started with single-truck operators, expanded upmarket with tailored value messaging
RevOps Layer
Introduced automation, deal forecasting, and pipeline hygiene that improved accuracy and velocity
Outcomes
The implementation of our strategic solutions led to transformative results for AtoB.
Market share of U.S. trucking fleets (from 77 customers to thousands)
CAC reduced through focused outbound + channel partnerships
Sales cycle shortened, driving faster revenue realization
Series B valuation, supported by scale-ready GTM infrastructure
Phi built our GTM machine. They didn't just advise — they sold with us, built with us, and scaled with us.
Revenue Leadership Team
Executive Team, AtoB
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Let's discuss how we can help you build a scalable go-to-market engine for your business.
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