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UVL Robotics
Revolutionizing Warehouse Logistics with Drones
About UVL Robotics
UVL Robotics is an innovative international startup developing high-tech drone-based solutions for warehouse inventory and delivery.
Using advanced IT developments, the startup offers inventory and industrial monitoring services, targeting distribution center directors, logistics directors, operations directors, transportation directors and project managers.
Using advanced IT developments, the startup offers inventory and industrial monitoring services, targeting distribution center directors, logistics directors, operations directors, transportation directors and project managers.
Client's Challenges
UVL Robotics faced a complex set of challenges in its quest to revolutionize warehouse logistics through drone technology. To navigate these obstacles and achieve its objectives, the company had to address several key issues:
- Conservative Industry Dynamics: Warehouse logistics is a sector characterized by its reliance on manual labor and traditional processes. Breaking into this market required not only showcasing the efficiency and accuracy of drone technology but also overcoming entrenched operational habits and skepticism towards new solutions.
- Rapid Market Research for Global Expansion: The company aimed to quickly understand the warehouse logistics landscape in Russia and the CIS to facilitate entry into markets in the Middle East, North America, and Western Europe. This required a swift and thorough analysis of potential clients, including foreign companies operating in these regions, to gauge market readiness and identify entry points.
- Focus on International Brands for Credibility: To enhance their portfolio and credibility for Western markets, UVL Robotics prioritized engagement with internationally recognized brands with operations in Russia, such as FM Logistic and DHL. This strategic focus meant that less attention was given to Russian manufacturers and warehouse operators, despite their potential as clients.
- Identification and Engagement of Key Decision Makers: The target audience for UVL Robotics' services consisted of high-level executives in large companies, such as directors of logistics centers, logistics directors, operations directors, transportation directors, and project managers. Successfully reaching and engaging these individuals required a nuanced approach, leveraging professional networks and social media platforms like LinkedIn and Facebook.
- Automation and Personalization of Outreach: To efficiently manage and scale their outreach efforts, UVL Robotics needed to implement automation tools that could handle vast quantities of connection requests and messages without triggering platform restrictions. Simultaneously, maintaining a personal touch in communications was crucial for engaging potential clients and converting leads into demo meetings and contracts.
Solution
UVL Robotics developed a comprehensive strategy that effectively addressed the multifaceted challenges of entering and expanding within the conservative and manual labor-driven warehouse logistics sector. Here's how the strategy was implemented:
- Market Analysis and Strategic Planning: The team initiated an in-depth analysis of the current and potential client base, which included both ongoing negotiations and established relationships. This analysis led to the creation of an extensive database containing detailed information on industry sectors, operational focuses, potential inventory volumes for drone inventory, and the likelihood of contract finalization. This meticulous planning enabled prioritization of key prospects and streamlined the outreach process.
- Targeted Segmentation and Engagement: Recognizing the crucial role of direct engagement with decision-makers, UVL Robotics optimized its team's LinkedIn and Facebook profiles to showcase the company's capabilities, work examples, and video demonstrations. A content plan was established for regular updates, highlighting the team's fieldwork, test flights, and behind-the-scenes R&D efforts. Initial outreach focused on logistics directors through personalized invitations, expanding to a broader audience including project managers and operations directors, enhancing the network through referrals and shared contacts.
- Automation and Personalization of Outreach: To scale their efforts efficiently, UVL Robotics utilized an automation platform for LinkedIn messaging, carefully timing the outreach to avoid detection and respecting potential clients' time zones. The response analysis led to refined messaging strategies, leveraging LinkedIn's features to avoid repetitive introductions. Communication was led by the BDM and CCO, whose profiles were rich with relevant information, facilitating quicker engagement and response from prospects.
- Comprehensive Client Engagement Strategy: Over four months, more than 1,550 connection requests were sent, with the team initiating weekly calls and meetings with potential clients. This strategy not only demonstrated UVL Robotics' innovative approach to warehouse logistics but also effectively engaged high-profile prospects previously considered unreachable.
- Achieving Key Business Objectives: This multifaceted approach resulted in significant business milestones, including securing contracts with major international and domestic brands, which not only validated UVL Robotics' market strategy but also positioned the company for successful entry into targeted global markets.
Results
- 1550
New contacts in Linkedin - 50%
Accept rate - 30%
Positive responce rate - 20
New demo booked - 9
Deal closed
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