Canada · Digital agency
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Interested replies
12 months
Engagement length
$750K+
Pipeline sourced
◇ Case study · Delivery orchestration
Logistics
Carriyo.
Carriyo builds delivery orchestration for eCommerce brands that ship across borders. Growth had come from inbound, and every previous attempt at outbound had produced nothing worth repeating.
So we treated the whole engagement as an experiment: three decision-maker groups, a value proposition written for each, and over a hundred micro-campaigns run to find out which ones held.
◇ Snapshot
- The brief
- Find out which value propositions and offers work, and leave behind a repeatable outbound process per persona.
- Who they needed to reach
- Operations, technology and customer-experience leaders at eCommerce brands.
- Market
- United Arab Emirates, selling to international eCommerce brands.
- Channels
- Cold email, webinars and events, and content.
- Timeline
- Nine months, 2024.
30
Qualified leads
100+
Micro campaigns run
5
Markets prospected
Before
- Growth arriving through inbound alone
- Previous outbound attempts that produced nothing repeatable
- Three decision-maker groups, each needing a different argument
- No evidence about which offers earned a reply
After
- Over 100 micro-campaigns run across the three personas
- Brands identified by the carriers and delivery footprint they already ran
- Webinar, ebook, demo and prototype offers tested against each other
- A repeatable process, documented per persona
◇ Challenge
The challenge
Carriyo aimed to build and test a scalable outbound sales funnel. Their growth had been primarily inbound, and previous outbound efforts hadn't yielded results. The goal of this engagement was to experiment with a range of value propositions and tactics to identify what resonated best—ultimately creating a repeatable outbound process tailored to their different customer personas.
◇ Approach
One persona at a time, tested.
- 01
How we ran it
Our strategy for Carriyo focused on running multiple micro-campaigns tailored to different decision-maker personas across operations, technology, and customer experience. This added complexity, as each persona required distinct value propositions. We used Storeleads to identify eCommerce brands, specifically those using shipping carriers and offering international delivery. Once the right accounts were identified, we targeted the relevant persona groups with varied CTAs—including webinar invites, ebook features, product demos, prototype pages, and more. The goal was to experiment systematically and uncover what messaging and offers resonated most with each audience segment
◇ Results
A hundred experiments, and an answer.
Running more than a hundred micro-campaigns in nine months is what made the answer trustworthy: each persona got its own value proposition, and each offer was compared against the others rather than assumed.
The output was a process rather than a single campaign — which persona to open with, what to offer, and what to stop sending.
Have you tried outbound and got nothing repeatable back?
Book a 30-minute audit →◇ In their words
“Working with the Growth Rhino team was a great experience. They helped us run over 100 micro-campaigns, allowing us to rapidly experiment and refine our messaging”
João Vieira · Founder
◇ Let's talk
Want to know which message actually works?
We run outbound as a series of tests with a documented answer at the end, not a campaign you have to take on faith. Thirty minutes to scope it.