What they do & who they serve
OptiLogix develops AI-driven supply chain optimization solutions for mid-to-large manufacturing and distribution companies. They focus on enhancing operational efficiency through advanced analytics and automation.

How big are they?
OptiLogix has 500+ employees and has raised $80M in Series C funding.

Current business situation & recent shifts
Recent press releases highlight their aggressive expansion into the European market and a new partnership with DB Schenker, a major logistics provider. Their blog consistently emphasizes efficiency and predictive analytics. While we have no direct prior business, our success with similar clients such as UPS and XPO Logistics in reducing inventory costs and optimizing logistics provides strong references.

Sources: Company Website, LinkedIn, 10-K Earnings Calls, News, Salesforce CRM

‍OptiLogix is heavily focused on digital transformation of their supply chain, specifically leveraging AI and automation. Jane Rhone is likely tasked with significant operational improvements.

Apollo data shows a recent spike in their “predictive analytics” research, indicating they are actively seeking solutions. Their aggressive market expansion creates pressure for operational efficiency and scalability. Investment in in-house AI capabilities suggests they are acutely aware of current limitations.

Sources: News, Job Postings, 10-K Filings, Calls, Apollo

Help them articulate quantifiable success metrics (6–12 months post implementation). Examples include:

• Reduction in operational costs (e.g., logistics, inventory).
• Improved delivery timelines or order fulfillment rates.
• Increased accuracy of demand forecasts.

Ask how they currently measure efficiency and what a specific improvement (e.g., a 10% reduction in forecast error) would mean for OptiLogix.

Sources: News, 10-K Earnings Calls, Salesforce CRM, Gong

Given their challenges, relevant use cases likely include:

• Predictive Inventory Management: Reducing stockouts and overstock via accurate forecasting.
• Logistics Optimization: Streamlining routes, cutting costs, and improving delivery times.
• Demand Forecasting Accuracy: Enhancing precision for better production planning.
• Supplier Risk Management: Using AI to anticipate and mitigate disruptions.

Be ready to explain how your AI-powered platform addresses each briefly. Share 1–2 concrete success stories from similar manufacturing/distribution clients (e.g., “A similar client saw a 15% reduction in inventory holding costs.”).

Sources: Company Website, Product Documentation, Case Studies, Salesforce CRM

Beyond Jane and Mark, anticipate additional stakeholders:

• Economic Buyer: Likely the COO (Mark Phelps) and CFO (Amy Johansson), who control the budget.
• Technical Buyer: Ask about IT leads or architects assessing integration, security, and scalability.
• User Buyer: Ask about key managers and teams using the software daily.

Motivations:

• Mark Phelps (COO) will focus on efficiency and scalability.
• Amy Johansson (CFO) will seek ROI.
• IT Security prioritizes data privacy and compliance.

Sources: LinkedIn, Salesforce CRM, Gong

• “Jane, what are the biggest challenges you foresee in maintaining supply chain visibility with your move into Europe?”
• “Mark, from an IT perspective, what current system limitations do you face as you scale?”
• “If you could wave a magic wand, what’s the one thing you’d change about your supply chain operations?”
• “How do you currently measure supply chain efficiency, and what would a 10% improvement in days in inventory turn mean for OptiLogix?”
• “What strategic initiatives is OptiLogix most focused on in the next 12–18 months?”

Sources: Email, Slack, Gong, Salesforce CRM

Opening: Acknowledge their recent expansion and Jane’s new role. “Jane, congratulations on your new role. With OptiLogix’s recent European expansion, I imagine supply chain efficiency is more critical than ever. What prompted this specific conversation today?”

Demo Focus: Tailor the demo to the 1–2 most relevant use cases identified during discovery, focusing on how our solution solves the problems mentioned.

Next Step Plan + Watchouts:

• Ideal Next Step: Aim for a follow-up with additional stakeholders (e.g., technical deep dive with IT, business value discussion with Finance).
  “Based on our conversation, exploring the ROI for [specific use case] with your finance team might be a valuable next step. Would that be helpful?”
• Watch For: Lack of budget discussion, avoidance of internal process questions, or immediate deferral to procurement without concrete next steps.
• Competitive Landmines: Proactively ask: “Are you currently exploring other solutions to address these supply chain challenges?”

Sources: News, 10-K Earnings Calls, Salesforce CRM, Gong