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Fintech, Logistics: AtoB case study: From 77 customers to 7% market share

Phi built AtoB a full-cycle GTM sales team and embedded it from day one, taking a strong product to 7% of US trucking fleets.

AtoBFintech · Logistics

Outcome: AtoB results

From 77 customers to thousands.

  • 7%Market share of US trucking fleets, from 77 customers
  • 60%CAC reduction, through focused outbound and channel partnerships
  • 3xFaster sales cycle, so revenue landed sooner
  • $800MSeries B valuation, on a GTM system built to scale

Before Phi: The challenge at AtoB

A strong product with no way to scale it.

  1. 01

    77 customers

    A modern fuel card and payments platform for fleets, with 77 active customers.

  2. 02

    Inconsistent outreach

    Cold outreach ran in fits. Inbound leads had no follow-up process.

  3. 03

    No segmentation

    No system to segment or scale sales across fleet sizes.

  4. 04

    High CAC, long cycles

    Acquisition cost and cycle length made scaling unsustainable while Motive and Relay Payments raced ahead.

The work: What Phi did for AtoB

No strategy decks. A complete sales pod, designed, staffed and run by Phi from day one.

  1. 01

    Outbound design

    Segmented by fleet type: owner-operators, then SMB fleets, then enterprise.

  2. 02

    Inbound setup

    Lead qualification, routing and fast follow-up.

  3. 03

    Execution layer

    SDRs, AEs, sales managers, directors and RevOps specialists.

  4. 04

    Tech stack

    Salesforce, Nooks and custom dashboards for visibility.

  5. 05

    Playbooks

    Persona scripts, objection handling and sales training workflows.

Execution: How we executed

What changed on the floor.

  • Calls and email, rebuilt

    Rebuilt from scratch around ICP pain points, with daily testing.

  • Upmarket, step by step

    Started with single-truck operators, then moved upmarket with tailored value messaging.

  • RevOps layer

    Automation, deal forecasting and pipeline hygiene that improved accuracy and velocity.

Testimonial: AtoB, in their words

“Phi built our GTM machine. They didn't just advise. They sold with us, built with us, and scaled with us.”
Revenue leadership, AtoB

Talk to us: The same system, pointed at your number.

A 30-minute call on your market, your GTM and what is not working. We will tell you if Phi is the right fit.

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