SHIP.COM → 3 demos in 2 weeks; 100% ICP
We built a video-first outreach system for Ship.com, booking 3 demos in the first 2 weeks (with all 3 moving to proposal). Learn how we carved out a new segment through a partnerships-led strategy.
Client Overview
An AI-powered Shipping Platform
Ship.com provides online sellers with a simple, all-in-one platform for their shipping needs plus Ship AI, an AI "Shipping Manager" that preps, prices, and flags every order before it goes out. 10,000+ businesses use the platform, with connections across marketplaces like Shopify, Etsy, eBay, Amazon, and Walmart.
Challenges
A narrow ICP with no room for Guesswork
Alongside the core product, Ship.com runs a Partnerships program: marketplaces, SaaS platforms, and direct sales organisations can embed their shipping tools directly for their users. It's built specifically for platforms with distributed sellers.
On average, cold messages receive ~5 seconds of somebody's attention. We knew volume was not going to work for such a small TAM. Our goal was to carve out this specific market & identify the exact decision makers that would align to this campaign.
Our Approach
Video & Personalisation
We built the campaign around two things: personalised video and partnerships positioning. Messaging centered around the unique offer: embedded shipping, revenue share, and zero cost to launch - aimed at direct sales and MLM networks.
Having sourced our TAM, we sent custom, embedded Loom videos to a total of 575 decision makers; breaking through the noise and delivering about 15x more content than a regular cold email.
The content proved significant. In a space where trust is lower, being able to provide this level of detail in the first touchpoint immediately positioned our message above everyone else.
Our Results
3 Meaningful Conversations
In the first two weeks, the campaign booked 3 demos. Every one of them was a 100% ICP match, and all 3 turned into a genuine proposal for a partnership opportunity.
Qualified Meetings
3 qualified meetings landed within the first 2 weeks.
Proposals Generated
All 3 meetings turned into genuine partnership proposals.
Client Testimonial
Kenneth Parkja
Head of Marketing @Ship
Conclusion
The Future of Intelligent Outbound
The early results show what happens when outreach is built around a specific buyer. The campaign reached a hard-to-find audience & turned it into qualified conversations within weeks.
Their patrnership program continues to grow beyond marketplaces and SaaS platforms and this format is set to keep opening doors.
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