top of page

How Phi Consulting Scaled DataTruck to $1M ARR & Reduced CAC by 97%

Writer: Mahad KazmiMahad Kazmi

DataTruck Case Study


The Challenge of Scaling B2B Sales


Many B2B startups struggle with predictable revenue growth despite having an outstanding product. Without a well-structured Go-To-Market (GTM) strategy for B2B, customer acquisition becomes inconsistent and costly.


This was the case for DataTruck, a transportation management software (TMS) provider. Despite having a powerful SaaS sales playbook, their customer acquisition cost (CAC) was unsustainable, and they lacked an efficient B2B outbound sales strategy to drive consistent revenue.


Before Phi Consulting:


No structured GTM strategy – No defined sales funnel or lead nurturing.❌ High CAC – In-house sales hiring cost $1,103 per customer. ❌ Ineffective lead generation – No automated outbound workflow.❌ Slow conversions – Long sales cycles due to unoptimized outreach.


After Partnering with Phi Consulting:


$1M ARR milestone reached within 6 months.✅ 97% CAC reduction – From $1,103 to $561 per customer.✅ $207,552 in ARR generated directly through outbound sales.✅ Scalable B2B lead generation strategy – High-volume, data-driven outreach.


💡 The key lesson? Even the most innovative SaaS solutions need a structured GTM strategy to scale efficiently.


Why Great Products Fail Without a GTM Strategy


A Go-To-Market strategy for B2B is essential for converting interest into revenue. DataTruck initially faced challenges that many tech startups encounter:


1. No Structured Sales Funnel


  • No ICP (Ideal Customer Profile) defined, leading to wasted outreach (learn about bottom-up market sizing for better targeting).

  • Lack of lead qualification resulted in lower conversions.


2. High CAC & Slow Market Cycles


  • Inefficient sales team hiring drove up costs.

  • Cold outreach lacked personalization, reducing engagement.


3. Unscalable Lead Generation


  • No automation – Manual outreach limited sales efficiency.

  • No CRM system – Tracking leads and follow-ups was chaotic.


💡 Phi Consulting solved these challenges by implementing a high-impact B2B outbound sales strategy tailored to DataTruck’s target market.


How Phi Consulting Built a Scalable B2B Outbound Sales Engine


Step 1: Identifying the Ideal Market & Customer Segments


Phi Consulting began by refining DataTruck's B2B lead generation strategy through market segmentation frameworks:


📊 Total Addressable Market (TAM) – The full industry-wide opportunity.📊 Serviceable Addressable Market (SAM) – The realistic target audience.📊 Serviceable Obtainable Market (SOM) – High-intent leads most likely to convert.

By defining conversion-ready segments, Phi Consulting helped DataTruck prioritize high-value prospects and streamline lead generation.


Step 2: Optimizing Outbound Sales Workflows for Maximum Conversion


To create a repeatable, scalable outbound sales model, Phi implemented:


Cold Outreach Optimization:


  • 8,145 targeted calls to logistics decision-makers.

  • 11,447 personalized emails with tailored messaging.

  • 10,588 minutes of talk time focused on conversion.


Sales Funnel Optimization & Lead Nurturing:


  • Automated email sequences powered by AI-driven sales automation.

  • CRM integration to track responses & engagement.

  • A/B testing on messaging & subject lines for better conversion rates.


💡 Result: Higher engagement, lower churn, and an automated system for lead qualification and conversion.


Step 3: Reducing CAC & Maximizing ROI


Phi Consulting’s approach significantly lowered customer acquisition costs while increasing revenue efficiency.


Cost Comparison – Phi Sales vs. In-House Hiring


Sales Model

CAC Per Customer

ROI Per $1 Spent

Phi Sales Outsourcing

$561

$9 ROI

In-House Hiring

$1,103

Lower ROI

📈 High ROI Sales Strategy:


  • $9 revenue generated for every $1 invested in Phi’s sales team.

  • $207,552 ARR driven directly through Phi-led outbound sales efforts.


With a scalable outbound sales model, DataTruck achieved sustainable growth at a fraction of the in-house cost.


From Zero GTM to a Predictable Revenue Machine


The transformation was both rapid and measurable:


🚀 Key Performance Metrics:$1M ARR milestone achieved within 12 months.✅ Over $207,552 ARR generated through outbound efforts.✅ High-Intent Pipeline – Predictable, scalable lead flow.


💡 Before Phi: Unstructured GTM, high CAC, inconsistent conversions.💡 After Phi: A fully automated, data-driven outbound system powering revenue growth.


Beyond Sales: Customer Success as a Growth Lever


Revenue growth isn’t just about winning new deals—it’s about building customer success into your DNA. Phi Consulting helped DataTruck:


  • Implement a structured onboarding team for seamless customer adoption.

  • Reduce churn through proactive engagement strategies.

  • Enhance product education, driving faster adoption and long-term retention.


💡 By integrating sales with customer success, DataTruck improved retention and revenue predictability.


Scaling to $4M ARR: What’s Next for DataTruck?

With a structured B2B outbound sales strategy, DataTruck is now on track to hit $5M ARR in 2025.


Next Growth Steps:

  • Expanding Phi-Driven Sales Operations – Increasing SDR headcount.

  • Leveraging Strategic Partnerships & Events – Driving organic growth.

  • Enhancing CRM & Lead Automation – Further optimizing nurturing.


💡 With continuous GTM execution, DataTruck is positioned for exponential revenue acceleration.


Key Takeaways: How to Scale Your B2B Sales


  • A structured outbound sales model creates predictable revenue.

  • Outsourcing sales reduces CAC while driving higher efficiency.

  • Automated CRM tools enhance lead conversion & retention.

  • Customer success is critical for long-term growth.


🚀 Stop Losing Revenue – Let’s Build Your Scalable Sales Engine Today!


You’ve seen how Phi Consulting helped DataTruck scale to $1M ARR and slash CAC by 97%—now it’s your turn.


🔹 Imagine a world where:


Your sales pipeline is always full—no more revenue unpredictability.

Your CAC is cut in half—so every dollar you invest works harder.

Your outbound sales engine runs on autopilot—driving scalable, repeatable revenue.


The only difference between you and DataTruck? They took action. Will you?


💡 Exclusive Offer: Book a 15-minute strategy call and get a free GTM audit. 🚀


📅 Spots are limited! Our B2B sales experts work with a select group of high-growth companies each quarter.


👉 Click below to book your demo now and see how we can 10X your revenue.



 
 
 

Comments


bottom of page