CASE STUDY

3PL Logistics: B2B Nurture Programmes on Marketing Cloud

A third-party logistics provider built B2B nurture programmes on Marketing Cloud. Long-cycle B2B win rate up 16%; sales-pipeline velocity up 24%.

May 9, 2026 · 2 min read · By admin

At a glance

Industry: Logistics
Topics: Marketing Cloud · Salesforce
Published: May 2026
Headline outcome: 16% B2B win rate on long-cycle…

Measured outcomes

What this programme actually delivered.

16%

B2B win rate on long-cycle deals: up 16%

24%

Sales-pipeline velocity: up 24%

38%

Marketing-sourced revenue: up 38%

64%

Sales-rep manual-nurture time: down 64%

The challenge

A 3PL provider had long B2B sales cycles (6-18 months). Marketing engagement during that cycle was inconsistent; sales reps did most nurturing manually.

What we built

Marketing Cloud journeys orchestrating multi-touch nurture programmes for the B2B funnel. Account-based marketing patterns. Tight integration with Sales Cloud for activity-data exchange.