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 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. Having tried outbound in the past, their attempts typically stalled at the reply stage.
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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