How to sell to IT Directors at Logistics companies
IT Directors in logistics are primarily measured on system uptime and operational efficiency. They respond to outreach that demonstrates a clear understanding of their current technology stack, including specific challenges with integration between freight management systems and supply chain software. Addressing their need for seamless data flow can prompt a positive response.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 549 logistics company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- integration issues with legacy systems
- data silos across departments
- inconsistent freight tracking
- limited visibility into supply chain
The playbook
- 01
Identify recent technology upgrades
Look for logistics companies that have recently announced upgrades to their IT infrastructure, such as cloud migrations or new ERP systems. Use news articles or press releases to gather this information, as it indicates a willingness to invest in technology that can enhance operations.
- 02
Research pain points in freight management
Dive into forums and industry reports to uncover common issues faced by IT Directors in logistics, particularly around freight management inefficiencies. Documentation of these specific pain points will help tailor your messaging to resonate with their daily challenges.
- 03
Craft messages around integration challenges
When reaching out, focus on how your solution can address integration challenges between existing systems and new technologies. Highlight specific scenarios where IT Directors faced difficulties, and propose how your offering can streamline their operations.
- 04
Leverage industry events for follow-up
After initial outreach, identify upcoming logistics trade shows or webinars where IT Directors might be attending. Use these events as a reason to follow up, referencing the event and offering to discuss insights gained or challenges faced during the sessions.
- 05
Propose a pilot project based on current needs
In your outreach, suggest a pilot project that aligns with their recent upgrades or identified pain points. Clearly outline how this pilot can demonstrate tangible improvements in system uptime or operational efficiency, making it a low-risk opportunity for them.
Can logistics companies even receive your mail?
We measured the DNS of 549 logistics companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 22.3% of 1–10-person companies against 83.3% of the largest — 61 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Improving freight integration
- Enhancing supply chain visibility
- Streamlining logistics operations
Questions
- Why do IT Directors in logistics ignore outreach about new technologies?
- IT Directors often receive numerous outreach messages, many of which fail to address their specific pain points. If the outreach does not demonstrate a clear understanding of their logistics challenges or the complexities of their existing systems, it is likely to be overlooked.
- What challenges do IT Directors face with data management?
- Data management in logistics is complex due to the need for real-time updates and integration across various systems. IT Directors struggle with ensuring data accuracy, maintaining system uptime, and managing the flow of information between different departments and platforms.
- How can I effectively engage IT Directors in logistics?
- To engage IT Directors, focus on their specific challenges, such as integration issues or data silos. Providing insights or solutions that directly address these pain points, along with industry-specific examples, can significantly increase your chances of a response.
- What role does system uptime play in logistics operations?
- System uptime is critical for logistics operations, as any downtime can lead to delays in freight movement, increased costs, and dissatisfied customers. IT Directors prioritize solutions that enhance reliability and minimize disruptions to maintain operational efficiency.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
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