STANDVAST · MARKETING & GO-TO-MARKET LEADERSHIP

Turning operational excellence into commercial growth.

$130M Sales Pipeline Developed

Fast shipping has become an expectation, but delivering on that promise is anything but simple. For growing ecommerce brands, inventory placement, fulfillment costs, delivery speed, and customer satisfaction are all connected.

At Standvast, we had a technology-enabled fulfillment network designed to help retailers compete on speed and efficiency. The challenge was connecting those operational advantages to the right customers—and demonstrating their commercial value.

As VP of Marketing, I built and led our go-to-market strategy, connecting market intelligence, product positioning, account-based marketing, and sales enablement into a coordinated growth engine.

Within 12 months, we expanded the sales pipeline from $50 million to $130 million, helping turn operational capabilities into measurable commercial opportunity.

Finding the customers who needed us most.

Not every ecommerce brand needs the same fulfillment solution. Some compete on delivery speed, others on cost, inventory availability, or the ability to support multiple sales channels.

I developed a more focused go-to-market approach by connecting customer segmentation, competitive intelligence, and buying-intent data. Working with commercial and operational teams, we identified high-fit accounts and built campaigns around the fulfillment challenges that mattered most to their businesses.

The objective was simple: reach the right customers with a proposition worth their attention.

Giving sales a better story to tell.

A capable fulfillment network is only an advantage if customers understand what it can do for them.

I translated Standvast's operational strengths into clear commercial propositions—connecting inventory placement, two-day delivery coverage, and transportation economics to customer experience, cost savings, and growth.

Working across sales, operations, and technology, we developed differentiated messaging, account-based campaigns, competitive battlecards, ROI narratives, and sales enablement resources that helped move opportunities from initial interest toward commercial agreements.

Making the case for faster delivery.

Everyone wants faster shipping. The more interesting question is what it's actually worth.

Working with Supply Chain Dive, we explored how delivery speed and fulfillment complexity affect e-commerce performance. Across the retail segments studied, two-day delivery was associated with a median 47% increase in conversion.

That insight became more than a research finding. It gave our sales and marketing teams a compelling way to connect inventory placement, delivery performance, and fulfillment economics to the outcomes retailers cared about most.

The result was a stronger business case and a more useful conversation with prospective customers.

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Behind every delivery is a better system.

Commercial Growth Levers

  • Market Intelligence & Targeting

    Combined account segmentation, buying-intent data, and competitive intelligence to focus acquisition on high-value e-commerce brands.

    Result: Increased sales-qualified leads 170% quarter over quarter through more precise targeting and campaign execution.

  • Demand Generation & Efficiency

    Built integrated demand-generation programs across paid acquisition, content, account-based marketing, and thought leadership.

    Result: Generated 1,400+ marketing-qualified leads in year one while reducing cost per lead by 50%.

  • Revenue Alignment & Sales Enablement

    Aligned marketing and sales around shared qualification standards, pipeline reporting, competitive positioning, and account-based sales enablement.

    Result: Marketing sourced 45% of closed-won deals, contributing to a sales pipeline that reached $130M.

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