Digitising Africa’s Freight Ecosystem — One Fleet at a Time
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Case Study · B2B Lead Generation
3,000+ Verified Leads/Month
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ClientChargel
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IndustryLogistics · Freight Tech
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DurationOct 2023 – Sep 2024
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ServiceB2B Lead Generation
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↑700%
Growth in monthly lead volume
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92%
Avg. data accuracy rate
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↓83%
Reduction in prospecting time
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↓74%
Lower cost per qualified lead
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About the Client
Digitising Africa’s Freight Ecosystem — One Fleet at a TimeChargel is a technology-driven freight platform operating in the rapidly growing logistics space in Africa. The company connects fleet owners, logistics managers, and cargo businesses through its digital platform, targeting high-volume commercial clients who manage fleets of 10+ vehicles. Its clients include global shipping giants Maersk and Grimaldi. Chargel raised a $2.5M seed round led by Logos Ventures — with participation from Ventures Platform, Foundation Botnar, DFS Labs, and Seedstars — to scale its logistics platform across Francophone Africa. Prior to engaging BigClicks Boon, lead acquisition was primarily inbound and referral-based, resulting in an inconsistent pipeline that could not keep pace with the company’s growth ambitions. |
ICP Targeted Francophone Africa · Freight & Logistics Fleet operators, third-party logistics providers, freight aggregators, and cargo businesses managing 10–500+ vehicles. 🚛 Fleet Operators
📦 Logistics Providers 🔗 Freight Aggregators 🏭 Cargo Businesses |
The Challenge
Five Bottlenecks Blocking Chargel’s Growth Engine
Chargel’s sales pipeline couldn’t scale on inbound alone. Without a structured outbound process, the team was stuck in a cycle of manual effort and inconsistent data.
Our Approach
A Three-Pillar Strategy Built Around Chargel’s ICP
BigClicks Boon developed a three-pillar lead generation strategy tailored specifically to Chargel’s Ideal Customer Profile: fleet operators, third-party logistics providers, freight aggregators, and cargo businesses.
Execution Snapshot
By the Numbers: What We Built
| Resource | Details |
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| Dedicated Team Size | 3 Research & Data Analysts |
| Hours per Week | 45 hours per resource |
| Prospecting Tools Used | 7 — LinkedIn Sales Navigator, Hunter.io, Apollo, Clearbit, Lusha, ZoomInfo, NeverBounce |
| Lead Volume Committed | 3,000 leads/month |
| Accuracy Guarantee | 90% data accuracy (achieved 92% avg.) |
| Delivery Format | CRM-ready Excel/CSV with enriched fields |
| Refresh Cycle | Every 30 days |
Results
Before vs. After — Across Every Metric That Matters
Over the 12-month engagement, BigClicks Boon consistently delivered against — and in most cases exceeded — all agreed KPIs.
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Before: ~400 leads/month (inbound) ↓ 3,200+ ↑ 700% Monthly leads delivered |
Before: ~55–60% accuracy ↓ 92% ↑ 32 pts Data accuracy rate |
Before: 18 hrs/week ↓ 3 hrs/wk ↓ 83% Sales team prospecting time |
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Before: ₹45L/quarter ↓ ₹1.8Cr ↑ 4× Pipeline value per quarter |
Before: ~30% contact rate ↓ 78% ↑ 48 pts Decision-maker contact rate |
Before: ₹850 per lead ↓ ₹220 ↓ 74% Cost per qualified lead |
Key Highlights
What Made This Engagement Different
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38,000+ Verified Leads Delivered Consistently above the 3,000/month commitment across all 12 months of the engagement. |
92% Average Data Accuracy Surpassed the guaranteed 90% accuracy threshold across all delivery batches throughout the year. |
340+ ICP-Matched Companies Identified and delivered contacts for companies in Chargel’s exact ICP, including fleet operators managing 50–500 vehicles. |
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3× Sales Call Quality Improvement Chargel’s sales team reported a 3X improvement in call quality, attributing it to richer lead context provided by BigClicks Boon. |
6 Enterprise Fleet Contracts The engagement directly contributed to Chargel closing 6 enterprise fleet contracts in Q1 2024 alone. |
↓83% Less Time on Prospecting Sales team reduced prospecting time from 18 hrs/week to just 3 hrs/week — freeing capacity for revenue-generating activities. |
Client Testimonial
I have had the pleasure of working with Lisa and her exceptional team at BigClicks Boon for the past two years across various organizations. Their expertise in Lead & Demand Generation, Digital Marketing, and Business Intelligence & Analytics has consistently exceeded expectations. Lisa’s strategic insight and dedication to delivering results are unparalleled. I highly recommend Lisa and BigClicks Boon to any organization looking to elevate their marketing strategy and drive growth. Working with them has been one of the best decisions we’ve made.
Marie Mbow
Marketing and Growth Director · Chargel
A Fully Operational Outbound Engine — Built From the Ground Up
This engagement demonstrates BigClicks Boon’s ability to build and execute a high-volume, high-accuracy B2B lead generation programme from scratch — customised to an industry-specific ICP with rigorous quality control at every step. For Chargel, this translated into a fully operational outbound sales engine within weeks of kick-off, a dramatically more efficient sales team, and a measurably stronger revenue pipeline.