Truckstop.com case study

The team from Sagemount actively partnered with the Truckstop.com management team to drive value enhancement in multiple growth areas.

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Sales Acceleration

  • Promoted senior sales executive to CRO (responsible for all sales, retention and marketing)
  • Boosted inside sales capability by increasing team headcount from 24 in 2015 to 85 in December 2018 and elevated executive from InsideSales.com to run all capabilities driving 3x bookings increase
  • Re-built website from online brochure to ecommerce engine, leading to dramatic increase in number of new customers enrolling on Truckstop.com from 1% to 30%
  • Implemented single sign on and IP address verification to curb overuse
  • Vastly improved lead generation and meeting scheduling capability using AI-based outbound strategy

Offer Optimization

  • Reworked packaging to Basic ($35), Advanced ($125), Pro ($149) to drive $12 million in upsells
  • Completed detailed competitive intelligence analysis, which led to the development of a comprehensive pricing / offer strategy with potential to unlock $36 million in incremental profitability
  • Initiatives increased average monthly revenue per user from $79 in 2015 to $128 in 2018

Talent Leadership

  • Recruited new CFO, President of Payments and Chief People Officer
  • Recruited three tech VPs (software, database, infrastructure)

Tech & Process Innovation

  • Further investment in innovation and new product offerings such as Truckstop Pro and Digital Freight Matching, using block chain and AI technologies
  • Introduced LoadPay, a payments platform, to launch an industry-wide payments solution
  • Invested in internal systems (Salesforce, Zuora, Domo, etc.) to drive productivity

M&A / Exit

  • Structured and closed the acquisition of D&S Factors to enter the
  • payments business:
  • Completed Truckstop’s full-service ecosystem with a factoring and quick-pay offering
  • Sagemount estimated over ~$1.6B of potential payments revenue per year within Truckstop’s existing carrier base
  • Also led two additional bolt-on product acquisitions: TMS (ITS Dispatch) and trucking software tools (Grizella)
  • Led exit planning strategy, including timing, exit forecast model, management presentation and executive coaching