XpressBees Scales Last-Mile Excellence: Powering 1M+ Monthly Shipments via Omni-Channel Demand & Partner Growth
Brand Overview
XpressBees is one of India’s fastest-growing end-to-end logistics providers, offering express parcel transportation, B2B logistics, cross-border solutions, and fulfillment services. Headquartered in Pune, XpressBees serves over 20,000 pin codes across the country and partners with leading e-commerce, D2C, retail, and enterprise brands.
With a strong focus on speed, reliability, and tech-enabled logistics, XpressBees is instrumental in the last-mile delivery ecosystem, processing over a million shipments daily.
Objectives
XpressBees aimed to expand its service footprint, partner network, and B2B client base across Tier 1, 2, and 3 cities. For one campaign period of 12 months, the goals were:
- Increase shipment volume by 30% MoM through new B2B client onboarding
- Grow the active logistics partner network (franchisees, delivery agents, fulfillment partners)
- Enhance brand positioning among e-commerce, D2C, and MSME businesses as a reliable and scalable logistics partner
- Improve tech-led delivery experience and customer support adoption
Challenges
Fragmented Market Awareness
Despite being a top logistics player, visibility among new-age D2C brands, SMEs, and regional businesses was lower compared to niche or local logistics partners.
Balancing Enterprise & SME Logistics Needs
Large e-commerce clients expect scale and efficiency, while SMEs need hand-holding and trust. Messaging and onboarding needed tailoring.
Partner Network Growth
Scaling operations across new pin codes required an aggressive push to onboard delivery partners, franchisees, and fleet providers — while maintaining service quality.
Rising Competition
New-age logistics tech startups and hyperlocal delivery providers intensified the battle for clients and last-mile control.
Our Approach
To help XpressBees meet its ambitious growth targets, we implemented an integrated B2B demand generation and partner acquisition campaign, with a strong focus on brand, performance, and regional activation.
Strategy Breakdown
1. B2B Market Segmentation & Targeting
Industry-Focused Personas
- E-commerce platforms & D2C brands (fashion, beauty, electronics)
- SME exporters and cross-border sellers
- Retail chains & omni-channel sellers
- Aggregator platforms (pharma, grocery, etc.)
Tier-Wise Geographic Rollout
- Initial focus: Tier 1 cities (Delhi NCR, Bangalore, Mumbai)
- Secondary expansion: Tier 2/3 hubs (Surat, Indore, Jaipur, Lucknow, etc.)
2. Multi-Channel Demand Generation
Thought Leadership & B2B Branding
- Sponsored webinars & whitepapers on “Scaling Logistics for D2C Brands” and “Cross-Border Fulfillment in India”
- Executive LinkedIn ads targeting founders, ops heads, and logistics managers
- Industry publication PR placements: YourStory, ET Retail, Logistics Insider
Google Search & Intent Marketing
- Bidding on keywords: “B2B logistics partner India,” “fulfillment partner for D2C,” “last mile delivery India”
- Localized landing pages for franchise, shipping, fulfillment, and express services
Social Campaigns (LinkedIn, Meta)
- LinkedIn InMail & Lead Gen Forms targeting decision-makers at mid-market and enterprise companies
- Instagram/Meta carousel & reels for small business owners: “Ship Nationwide with XpressBees,” “Pan-India Delivery in 48 Hours”
- Testimonials from happy clients (D2C brands and e-com startups)
3. Partner Acquisition Campaigns
Franchise / Delivery Partner Onboarding
- Geo-targeted ads inviting local entrepreneurs to start XpressBees delivery franchises
- Highlighted benefits: low setup cost, tech enablement, stable payouts
Case Study Driven Campaigns
- Showcased stories from successful delivery partners in regional areas — focus on earnings, community impact, and training
WhatsApp + Call Support Funnel
- Dedicated team for onboarding inquiries via WhatsApp, call-back forms, and email nurturing
4. Website & Conversion Optimization
Custom Landing Pages
- Separate funnels for:
- B2B clients
- D2C brands
- Delivery partners/franchise prospects
- B2B clients
Trust & Validation Elements
- Featured: Client logos (e.g. Flipkart, Nykaa), shipping SLA guarantees, testimonials, and pin-code reach map
UX Enhancements
- Live chat, WhatsApp integration, quick quote tools, and FAQ-rich content to reduce friction and shorten lead-to-onboard cycles
5. Retention, Support & Growth Loops
Onboarding Automation for New Clients
- Setup guides, dashboard walkthroughs, SLAs, and automated nudges for first shipment dispatch
Monthly Reporting & Client Success Reviews
- Personalized reports and quarterly check-ins to retain enterprise clients and identify upsell opportunities (e.g., cross-border shipping)
Partner Enablement
- Franchisees received branded onboarding kits, dashboards, and access to weekly performance data to encourage consistency
Results Summary: 12-Month Campaign Performance
| Metric | Result |
| Total Shipment Volume Growth | +42% YoY growth in shipments |
| New B2B Clients Onboarded | 1,100+ new D2C, SME, and retail brands |
| Franchise Partners Onboarded | 350+ new delivery partners across India |
| Website Traffic Increase | +170% growth in B2B and partner traffic |
| Lead-to-Onboard Conversion Rate | Improved from 10% to 19% |
| ROAS on Paid Campaigns | 5.2:1 across Google + LinkedIn |
| Client Retention Rate | 87% quarterly retention for new clients |
| Partner Satisfaction Score | 4.6/5 average (based on onboarding survey) |
Key Takeaways
- Logistics is not just infrastructure — it’s a brand experience. B2B clients value trust, reliability, and data transparency.
- Segmenting messaging between large enterprises and small businesses improves conversion across both groups.
- Franchisee and partner growth is as critical as customer acquisition — strong onboarding, training, and tech access are enablers.
- Thought leadership, case studies, and performance storytelling work well in trust-driven B2B environments.
- A strong digital-first funnel (search, landing pages, chat, WhatsApp) creates sustainable growth at scale.