# Logistics, Freight: TruckX case study: From $2M to $16M ARR with a new sales system

Growth had stalled at $2M ARR. Phi embedded a full-stack GTM team, rebuilt sales from scratch and took TruckX to $16M ARR in 14 months.

TruckX Logistics · Freight

## Outcome: TruckX results

A sales system built for trucking.

- $2M → $16M ARR
- 8x Revenue growth
- 12 Month timeframe
- 100% Team expansion
- #1 Cold calling became the top revenue driver

TruckX grew from a narrow fleet segment to customers across the US. CAC fell while close rates and sales velocity rose, and the playbooks now belong to TruckX's own team.

## Before Phi: The challenge at TruckX

Product-market fit without a sales system. A validated ELD, dashcam and telematics product for OTR trucking, with strong inbound and loyal early users. Growth still stalled at $2M ARR.

1. **No sales system**: Nothing to capture demand or reach new fleet segments.
2. **No outbound**: Inbound only, with no proactive outreach.
3. **No segmentation**: Every prospect treated the same, whatever their size or needs.
4. **Ad hoc pipeline**: Follow-up was inconsistent.
5. **No sales tools**: No scripts, playbooks or reporting.

## The work: What Phi did for TruckX

Phi embedded a full-stack GTM team and turned scattered effort into a repeatable sales system built for trucking.

1. **Team**: Full-time SDRs, AEs, sales managers and RevOps operators.
2. **GTM audit**: Mapped gaps in process, conversion and team capability.
3. **Outbound**: A cold-call-led motion built for how OTR buyers buy.
4. **Pipeline design**: SQL and MQL criteria, lifecycle stages and routing logic.
5. **CRM automation**: Faster deal movement and forecasting.
6. **Persona segmentation**: From 1-5 truck fleets to 100+.

## Execution: How we executed

What drove the growth.

- **Freight-specialized teams**: SDR and AE teams built and scaled from zero.
- **Enablement**: Call scripts, email templates and objection handling written for freight.
- **ICP refinement**: By fleet size, geography and compliance needs.
- **Live dashboards**: Lead conversion, rep performance and pipeline velocity.
- **Vertical strategy**: New revenue layers across the freight ecosystem.

## Testimonial: TruckX, in their words

> “We didn't just get a consultancy. We got a true GTM partner. Phi helped us sell smarter, scale faster, and dominate our category.”

Tapan Chaudhari, CEO, TruckX

## Related case studies

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- **[AtoB · Sales](https://phi.consulting/case-studies/atob-sales)**: From 77 customers to 7% of US trucking.
- **[Shipwell · GTM](https://phi.consulting/case-studies/shipwell-gtm)**: $11M in pipeline in 12 months.
- **[DataTruck · Sales](https://phi.consulting/case-studies/datatruck-sales)**: $2.5M ARR and a $12M Series A.

## 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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