Find the Secure AI revenue in logistics.
A full-day working session for Ingram Micro Microsoft partners. How hauliers, forwarders and logistics operators make money, where AI could help, who signs the order, and how to reach them. Included with Cumulus Practice and Executive. £500 per MSP for Community members, up to 2 seats.
Microsoft co-op funding. Subject to eligibility, you may be able to claim back up to 100% of the £500. We give you the invoice and the proof-of-execution paperwork the claim needs. Check with Ingram that you qualify before you rely on it.
You sell the same technology to every industry. You cannot sell the same business case to every industry.
The same Microsoft work sells differently to a haulier than to a manufacturer, because their money is made and lost in different places.
A penny a drop is £2,400 on 240,000 drops. That is how the year is won here. Net margin runs at two to four per cent, so nobody will accept a rounded number, and a business case that cannot be audited line by line gets dismissed. This sector responds to precision, not ambition.
Commercial consulting goes deep into one sector. Technology implementation works largely the same way across all of them. Both matter, and they are bought by different people.
They need measurable business outcomes.
They need IT policies and change management.
Secure AI adds a business conversation above the technical one. Neither is better. An MSP needs both, and needs to know which one it is in.
Answers: I already know Microsoft, so why do I need a logistics workshop? You already sell across the horizontal. This workshop builds the vertical.
This is how Cumulus reads the sector. It comes from our own model and from interviews with people who run these firms. Treat it as a pattern to test on your own customers, not a fact.
Being brought in after the business decision has already been made.
That decision gets made in a conversation about the customer’s business, not their IT. This workshop is about how to get into that conversation.
We only hear about it when they ask us to quote.
We built exactly what they asked for, but there was no next conversation.
Whoever leads the commercial conversation writes the requirement everybody else quotes against. A requirement written without you leaves you competing inside somebody else’s decision, often on scope and price rather than business value.
Three numbers a logistics board watches.
Most technical sales conversations do not begin with these. If yours does, you have a much stronger reason to speak with the people who answer for the economics.
£283 vs £292
The fully loaded cost of one delivery against the rate charged for it. The gap is the business.
22 to 30%
Unloaded miles as a share of total miles. The purest waste in the sector, and every mile is one nobody pays for.
50 to 65 days
Days sales outstanding, plus the value sitting disputed. An invoice queried for six weeks is money already earned, and the operator is funding it.
Five kinds of operator. One method.
All five move somebody else’s goods on thin margin, so one model covers them all. What changes is where the pennies leak.
Which one you are in front of changes the examples, not the method.
Answers: will this cover the operators I actually sell to? The worked example is a general haulier with contract work, because that is where the service calls are worst.
The 4-Step Vertical Business Outcomes System, applied to logistics.
One method, applied to a different sector each month.
Know the sector
How these operators make money, the numbers their board watches, and where pennies, miles and cash get lost.
Open the door
The customers you already have, the firms worth targeting, and how to get a meeting with the person who signs. This is not a cold-calling list.
Find the AI opportunity
Where AI could make them more money, free up time, or cut risk. Then how a customer moves through the four steps, starting with a free assessment.
Build the case
How the work should run afterwards, what it is worth, and how to prove it if they ask.
Know the sector → open the door → find the AI opportunity → build the case
Answers: what will the day teach me to do? Sector knowledge, then trusted access, then a customer opportunity, then a commercial case.
Where the opportunity sits in a logistics operator.
Five places to look. They are not equal, and the biggest one is usually not where you start.
The one worth most is often the one they cannot build yet. Telling them apart is the job.
Answers: where would I actually start? Sizing any of this in an operator’s own numbers is what the Secure AI Business Case & Process Design does, not the workshop.
Who you need in the room at the customer.
These vary by sector. In logistics they are usually:
Answers for cost per drop
And the plan. Ask what a penny a drop is worth on their volume, and let them do the sum.
Answers for cash collection
Knows how many invoices sit disputed, and will check your arithmetic before anyone else does.
Answers for empty running
Knows where the empty miles come from. Nobody ever asks them about it in money.
Holds the licence personally
Not the company. They can lose their repute, which ends their career. They can stop anything, and where compliance is concerned they should. Ask for them by name.
How MSPs usually get ready for a sector.
All three are sensible. Here is where each one stops being enough.
You get the size of the market and the growth rate.
Your engineers learn the product properly, and usually for free.
You get a list of things AI can do, with examples.
The workshop gives you the part none of them cover. How a logistics operator makes money, where AI could help, who signs the order, and 200 operators to call.
Four things these operators say.
If you have sold into logistics you have heard at least two of them. Each one is pennies a drop, and none of them sounds like an AI problem.
Agents look the same order up in three systems to answer one call.
Planners spend half the day answering phones.
Invoices sit disputed for weeks and nobody codes why.
We run empty on the way back and everyone knows it.
Their words beat your list every time. The workshop covers what each one costs, and which of them AI can do something about.
What you leave with on the day.
The five sub-sectors, the three board numbers, and the eight processes that carry the money.
One opportunity packaged into something your team can quote.
Four roles, what each one answers for, and the number each is measured on.
Up to 200 named UK hauliers, forwarders and logistics operators, picked to match the kind of operator the workshop covers. Enough to start booking meetings.
What to say first, and what to ask before you propose anything.
How to move a customer from a first conversation to an implementation, without asking them to commit early.
Three priced steps, then the build.
The customer only buys the next step if the last one was worth it.
- 1 Secure AI Opportunity Assessment Free. Find where Secure AI could create value.
- 2 Secure AI Business Envisioning Workshop £2,500. One day with the leadership team. Find the business needs, rank the Secure AI opportunities, and agree which one moves forward.
- 3 Secure AI Business Case & Process Design From £15,000. Four to eight weeks. Build the business case, redesign the process and produce the high-level solution design needed to decide on the build.
- 4 Secure AI Implementation Your price. You complete the detailed technical design, then build, deploy and integrate it, and run it for a monthly fee.
One day does not make you a logistics consultant. It does let you open the right conversation and work out whether there is a deal in it. If a real opportunity needs deeper work, Cumulus does the commercial side. Your customer stays yours.
Practice and Executive members pay nothing, because this workshop is included. Community members pay £500 per MSP, plus VAT, and that covers two seats.
Eligible partners may be able to use Microsoft co-op funding. Check your eligibility and the claim route with Ingram Micro before you count on the money.
Book your MSP’s place.
Four short steps. Two seats are included, and you can add the second person later.
Ten sectors. One workshop a month. Transport & Logistics is the seventh.
Book Transport & Logistics for £500. Or join Cumulus Practice for £3,500 a year and get all ten workshops plus the complete 5P System. Ten workshops bought separately would cost £5,000.
Win the business case before you win the build.