DSV is an international logistics corporation that was established in Denmark in 1976. It offers comprehensive logistics services to clients around the world.
DSV has an extensive service portfolio. For over two years, it has offered express shipment services under the brand DSV XPress in the Polish market. Until now, the organization has sold this service reactively, offering it primarily to existing clients as a complement to their logistics package. DSV approached us with the need to boost the sales of DSV XPress in Poland. It’s worth noting that, until then, the product had no dedicated marketing. We decided to help change that.
The first issue we identified was the service’s limited accessibility for potential customers. Due to various limitations of the current portal, we recommended creating a dedicated product website with a completely new URL.
This decision allowed us to achieve the following advantages for the project:
After analyzing DSV’s needs, we recommended a solution based on the popular WordPress platform due to its ease of use and the wide availability of specialists and freelancers who could further develop the site. It’s important to note that DSV XPress, as just one of many products in DSV’s portfolio, only has an operational department structure, with most tasks, such as creating the website, being outsourced. Outsourcing was one of the main assumptions of the project.
We facilitated the website developer selection process, ensuring a smooth and efficient transition. By evaluating various scenarios and gathering offers from different companies, we were able to complete the website, along with all necessary modifications, in less than three months, a testament to our commitment to the project’s success.
After a deeper analysis, we found that the team had been working with an internal corporate solution with far more functionalities than required by the XPress product. We proposed implementing and configuring the Pipedrive CRM tool, which, after appropriate customization, could be an effective solution for processes similar to those at DSV. We divided the implementation into the following stages:
Thanks to these steps, in addition to implementing the tool itself, we could map out the process within the organization, document it, and prepare the DSV XPress team members to use the new tool.
Turns out that sales process looked similar. We addressed many of these challenges through automation and notifications, speeding up the process where it was most time-consuming.
Another critical element that completes the picture is ensuring the accuracy of sales data, which leads to proper analytics. With well-configured reports, the team and managers can quickly assess the sales situation and draw the correct conclusions for further actions.
Once we knew the project would have its website and a CRM system for managing customer relationships, we decided to focus on traffic generation and lead generation. To achieve this, we divided the work into three pillars:
Organic Traffic and SEOSince traffic arriving at our website organically is typically the most likely to convert, we created a content publication plan. Based on our recommendation, DSV partnered with copywriters to produce high-quality content (case studies from previous projects and blog posts) and SEO experts to handle the technical aspects of the initiative.
Paid Traffic – Google AdsOne of the first steps worth taking when launching a new website is starting advertising campaigns in Google Ads. We helped DSV find the right person—a freelancer capable of managing the campaign—and set all the conditions regarding the ad account structure and budget for the project.
To ensure a quick start and results, we recommended working with an agency specializing in B2B lead generation. Our successful collaboration, from supporting our client during the negotiation phase to consulting on the content and strategy for the campaigns, sets a promising tone for the project’s future.
In the first month after launching the lead generation engine, with the support of a cold mailing agency, we acquired 59 B2B leads.
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