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Our client wanted to better understand how it compares against key competitors in the highly competitive last mile delivery market, particularly an assessment of competitor sales lifecycles, proposal generation speeds, deal structures, and customer procurement behaviours.
The objective was to evaluate competitor go-to-market pitches, proposal turnarounds, pricing deal economics, and client win/loss dynamics from the perspective of active last-mile logistics sales operators and enterprise retail shippers.
10EQS conducted qualitative interviews with former competitor leaders, active customers, and internal experts, alongside targeted secondary research, to benchmark competitive last-mile sales lifecycles. The study evaluated competitor margin thresholds, risk tolerances, deal structures, and accessorial pricing mechanics to identify strategic pathways for maximizing the client's proposal win rates.
The research revealed that the market has become increasingly commoditized, with customers placing significantly greater weight on operational execution and reliability than on sales messaging, technology claims, or contractual guarantees. The study also identified specific competitive perceptions, pricing dynamics, and capability gaps influencing win/loss outcomes, providing leadership with a clear roadmap to strengthen positioning, better articulate value, and align commercial strategy with evolving customer priorities.
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