Outbound GTM Sales Execution for DataTruck
How Phi Helped DataTruck Slash CAC by 97% and Hit $1M ARR in 9 Months
The Challenge: Great Product, No Sales Engine
DataTruck, a SaaS TMS platform for SMB carriers, had product-market fit but struggled to grow predictably. Their internal sales efforts were fragmented, expensive, and slow. Without a structured outbound GTM motion, they faced:
High CAC of $1,103 per customer
No ICP clarity or pipeline visibility
Manual, inconsistent outbound outreach
Long sales cycles with poor conversion
They didn't need more leads. They needed a system to turn leads into revenue.
The Strategy: Install a Full-Funnel, Freight-Focused GTM Motion
Phi deployed a GTM Consultant, GTM Engineer, and a dedicated team of SDRs — all managed end-to-end — to design and run DataTruck's outbound sales engine.
What We Built
ICP Segmentation Framework: TAM → SAM → SOM mapped to high-intent SMB carriers
Pain-Driven Messaging: Focused on operational bottlenecks carriers face daily
Cold Outreach Systems: 8,000+ targeted calls via Aircall, 11,000+ personalized emails via Instantly, Multi-touch follow-up sequences optimized for conversion
Sales Stack & Automation: CRM setup in HubSpot, A/B tested workflows, and pipeline dashboards
The Results
Reached $1M ARR in 9 months
CAC dropped from $1,103 → $561 (97% reduction)
$207,552 ARR generated directly via Phi-led outbound
$9 in revenue for every $1 invested in Phi's GTM pod
"Phi didn't just advise — they sold. Their outbound system scaled faster and cheaper than anything we tried in-house."
DataTruck Leadership
Takeaways for GTM Leaders
You don't need a big team — you need execution-ready systems
CAC control = survival in early-stage B2B
ICP clarity + freight-native messaging unlocks pipeline velocity
Ready to Achieve Similar Results?
Let's discuss how we can help you build a scalable go-to-market engine for your business.
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