Question 4
A clear GTM strategy
Start where restrictions hurt most, a day trip from Milan
- ≈2,350 offices in the North to start with: a day trip from Milan, sold in Italian
- 92 companies and 87 people already named from public sources
- 4 pilots of four weeks, measured against the office’s own process
Who paysOwners of hauliers with 6–100 trucks and weekly lanes to DE, AT, CH, FR or PL, mostly over the Brenner. The dispatcher who plans tomorrow is the daily user.
Where firstLombardy, Veneto, Emilia-Romagna, Piemonte and Trentino-Alto Adige: about 2,350 offices. Then the South–North long haul hit by blockades, then Austrian, German and Slovenian hauliers on Italian lanes.
HowFounder-led, in Italian. A short WhatsApp or call, a 30-minute visit to review one recent disruption, then a free pilot with a written success criterion.
Already done92 companies in the starting provinces and 87 named people to interview (owners, traffic managers, forwarders, associations), from public sources. Personal first messages drafted in Italian.
First 10 weeks
Bars to scale. Conversion rates are targets: 20%, 30%, 33%, 50%.
Channels, by expected share of year-1 customers
Direct · 60%The national register of hauliers, Google Maps, LinkedIn and trade-fair exhibitor lists.
Associations · 25%FAI Conftrasporto, CNA Fita, Confartigianato Trasporti, Fedespedi. A free member webinar on the Brenner in 2027.
Bulletin · 10%A free weekly list of bans, dosing days and strikes, on WhatsApp and LinkedIn, in Italian.
Partners · 5%Italian TMS vendors and telematics resellers, 20% referral. TEF and Bocconi introductions for the first pilots.
Outreach templates and the lead list: outreach/ in the repository · plan in docs/05-go-to-market.md