Ken Johnson
Former SVP Worldwide Sales
We knew we could provide expertise and bottom-line value to our customers, but we were having problems initiating and closing sales so we brought in OverDrive Services to help us figure out what was wrong.
End-To-End Logistics
SmartLabel® Creator, Full Spectrum 3PL and E-Commerce Giant
Based in Austin, Texas, Newgistics is the premier provider of intelligent returns management solutions for the retail, medical supplies, healthcare, service parts, telecommunications equipment and computing industries. Newgistics has developed the most extensive returns management network in the industry that spans the entire return cycle and includes dynamic barcode integration with customer data at the point-of-sale, advanced returns notifications, optimized return transportation and customized reporting for inventory management, processing and disposition.
Situational Analysis
Since its founding, the company experienced significant difficulty in accessing key targets, initiating sales dialogues and closing new sales. Additionally, Sales and operations were not operating seamlessly and struggled both sell and deliver the complex Newgistics Value Proposition to senior decision makers in a compelling way which directly impacted five client technology platforms.
The OverDrive Solution
Newgistics asked OverDrive for help with sales and operations strategy to jump start sales and market share capture in an entirely new and complex environment. Overdrive created and executed new go-to-market and operations strategies, enterprise-wide processes and new people to bring them to life.
OverDrive then implemented the OverDrive processes and a variety of new supporting tools and techniques needed to drive the new strategy. Next, OverDrive optimized the company’s allocation of resources, augmenting the sales team with pre-sales executives, inside sales professionals and additional sales executives.
OverDrive built a comprehensive account management plan and process, compensation models, a new cultural language, and measurement and reward systems that greatly enhanced teaming, performance and accountability. Once the Sales and Account Management Teams were deployed, OverDrive provided ongoing advice and field coaching to drive results. We also trained the sales staff and provided ongoing coaching and mentoring for the Sales Leader’s sales staff.
In the first 90 days following implementation, the firm closed three major deals and doubled its pipeline. In 18 months, Newgistics gained numerous landmark clients, developed a predictable pipeline of realistic opportunities, shortened its sales cycle by 40% and increased new top line sales from almost zero to $22 Million and $200 Million by the end of year two.
Newgistics commands the largest share of the dedicated return business in the multi-channel retail industry with over $1Billion in revenue.
Ken Johnson
Former SVP Worldwide Sales
OverDrive brought insight, superior process and greater performance to our efforts. The results have been immediate and sustained. They reduced our sales cycle time 40%. And we went from almost zero revenue growth to $26 Million in new top line revenue the first 18 months and to $200 Million in year three. Overdrive’s world class thinking, processes and thought leadership made the difference and today the business is a $ Billion division of Pitney Bowes.”