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title: From $0 to $40M Pipeline in 90 Days | LeadCoverage Case Study
---

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Case Study  ·  Account-Based Marketing

# From $0 to $40M Pipeline in Just 90 Days

How ODW Logistics built a precision ABM program that turned a standing-start frozen-foods niche into $40M in pipeline.

$40M

total pipeline created in 90 days

$28M

active pipeline

731

highly targeted accounts aligned to ODW's ICP

424

targeted accounts that actively engaged with campaigns

144

direct sales conversations with in-market prospects

The Opportunity

## A full warehouse, an empty 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.

The Solution

## Precision ABM, scaled

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.

01

### Define a Razor-Sharp ICP

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.

02

### Layer in Buying Intent

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.

03

### Personalize at Scale

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.

The Results

## $0 to $40M, in three months

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.

Learn More

## Explore more from LeadCoverage

[LeadCoverage: Leader in GTM in Supply Chain at-a-Glance Deck ](https://the-gtm-operating-layer--i42jb7h.gamma.site/) [LeadCoverage | HubSpot Implementation Partner ](https://leadcoverage-6tcko58.gamma.site/) [Lead the Market with an Index ](https://lead-the-market-rn7rgxv.gamma.site/) [Three Strategies Working in Supply Chain Marketing ](https://three-proven-strategies--aopdmjj.gamma.site/) [Why PR Matters in Supply Chain ](https://leadcoverage-pr-tu7p524.gamma.site/) [Understanding Intent Data ](https://understanding-intent-dat-zr7h1wq.gamma.site/) [Analyst Relations: Where Market Leadership is Earned ](https://analystrelations-where-m-14eomi8.gamma.site/) [The Revenue Engine Workshop with CEO, Kara Smith Brown ](https://the-revenue-engine-works-1ng6coj.gamma.site/)

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