How ODW Logistics built a precision ABM program that turned a standing-start frozen-foods niche into $40M in pipeline.
ODW faced a unique situation with one of its distribution centers dedicated to frozen foods. Despite running at full capacity for nearly five years, the team saw a need to improve efficiencies and take on additional customers. The catch: they were starting from scratch with a $0 pipeline in this niche, and needed a strategic way to attract new clients.
Having already succeeded with a 1:1 ABM program across 17 accounts, ODW was ready to scale the approach to more than 700 targets. LeadCoverage partnered with ODW to stand up a robust 1:few program across three moves.
The team built target lists with data aggregators, then went further: visiting supermarkets and photographing product backs to source addresses for additional companies. The lesson held throughout: knowing who to reach matters as much as what to say.
With a sharp ICP in place, LeadCoverage and ODW used intent tools to surface in-market accounts, then layered those signals on top of known pain points to shape cohesive messaging and campaign strategy.
Combining intent signals, on-the-ground insights, and tailored value-proposition messaging, the team built a personalized blanket approach that lifted awareness and engagement across every targeted account.
In just 60 days, the campaign generated $20M in potential service-revenue pipeline, turning a non-existent pipeline into a thriving opportunity. Tight collaboration between ODW's marketing, sales, and operations teams was central to the result. As conversions materialized, the team continuously tracked and optimized messaging, using early wins to refine the approach. That iterative loop added another $20M in the following 30 days, reaching an unprecedented $40M in pipeline growth in just 90 days.
