The global freight and logistics company XPO recently launched a suite of successful premium services to its customers. With that success came the challenges of scaling — including forging cross-functional alignment to support the new offerings. Pricing, marketing, sales, and operations all had to move in lockstep, which was far easier said than done.
Vice President of Sales Operations Daragh King describes how Forrester helped XPO achieve that aim. Acting as an extension of XPO’s team, Forrester helped thread the narrative that put the customer at the center of every decision. Their guidance ensured that disparate teams rallied around a common purpose, enabling XPO to maintain momentum and avoid fragmentation. By combining industry expertise with actionable insights, Forrester helped XPO achieve, in King’s words, “escape velocity” and sustain its growth trajectory.
