Sensified builds smart temperature loggers for cold-chain monitoring across logistics-heavy industries. Entering 2024, the company had no reliable pipeline, an unsuccessful sales hire, and unclear positioning across multiple potential verticals.

Despite a strong product, early outbound failed to generate meaningful signal. Messaging was generic, ICP definition was broad, and sales conversations consistently defaulted to a familiar but unproductive pattern: after founder-led calls, prospects were offered free tags to “try,” with little follow-up, no visibility into usage, and no clear understanding of whether the problem was real or urgent. The result was activity without learning and no repeatable traction.

GTM Nexus was brought in to rebuild go-to-market from first principles. The work focused on diagnosing why prior efforts failed, running controlled GTM experiments across verticals, and identifying where real buyer urgency existed. Through this process, Sensified uncovered its strongest early signal within specialty and functional medicine labs, where compliance and temperature validation created a clear entry point.

The GTM motion was restructured around pilot-first conversations rather than demos, resulting in Sensified’s first repeatable traction and a GTM system designed to scale intentionally.