Davanti WICS · Corax WMS

From ignore by default to decision ready.

theAlchemy transformed WMS buyer research into a repeatable sales and marketing system — helping the team move prospects from first contact through operational validation, ROI confidence and executive sign-off.

See the buying journeyBack to main site
Case study previewSales + marketing assets
5

day turnaround from playbook intelligence to commercial activation.

3

buyer groups mapped across Gatekeeper, Influencer and Decision Maker roles.

40+

sales assets, proof frameworks, outreach sequences and decision tools.

1

repeatable deal motion from qualification through approval.

“The output turned buyer friction into a clear commercial system — from outreach and demo planning to ROI, TCO and executive decision support.”

Testimonial draft · replace with approved client wording
Gatekeeper routing ✦Exception-first demos ✦ROI/TCO packs ✦Fit-gap matrix ✦Integration clarity ✦Executive approval ✦Follow-up cadence ✦Reference path ✦Gatekeeper routing ✦Exception-first demos ✦
The challenge

The deal was not lost at yes or no. It stalled in between.

The playbook showed that WMS deals moved when buyers saw operational proof, realistic implementation plans and financially defensible ROI/TCO. They stalled when messaging felt generic, risks were unclear or disruption appeared underestimated.

What needed to change.

Davanti needed more than feature messaging. The sales journey had to make relevance obvious, reduce perceived risk and give each stakeholder the evidence needed to move the deal forward.

Warehouse managementComplex B2B salesOperational proof
Gatekeeper friction

Vendor noise and routing uncertainty.

First contact needed to be short, forwardable and easy to route without creating work.

Influencer friction

Happy-path demos were not enough.

Operational validators needed exception-first proof, fit/gap clarity and integration confidence.

Decision Maker friction

Approval needed defence.

Executives needed ROI, TCO transparency, continuity planning and reference proof.

“
The value was turning buyer resistance into a usable deal system — one that helped the team know what to say, what to prove and what asset to use at every stage.
theAlchemy case study insightThis block can be swapped for an approved Davanti / WICS testimonial when signed off.
Buying journey discovered

Every stage needed a different proof point.

The playbook reframed the sales motion from “book a demo” into a chain of confidence: win forwarding rights, qualify quickly, validate operational reality, prove ROI, reduce risk and support approval.

Ignore
Forward
Qualify
Validate
Prove
Approve
Sign
Persona intelligence

Three buyers. Three decision systems.

Each buyer needed different evidence and a different commercial rhythm. The final output translated those needs into outreach, demos, briefs, matrices, governance and decision assets.

Gatekeeper

Protects internal time.

They block anything vague or time-heavy. The output gave them forwardable emails, routing lines, low-pressure CTAs and a 2-minute qualification checklist.

Forwardable emailsRouting logic15-min fit check
Influencer

Validates floor reality.

They needed proof that Corax could handle busy-day exceptions, adoption risk, integration complexity and operational disruption.

Exception-first demoFit/Gap matrixIntegration blueprint
Decision Maker

Approves the risk.

They needed board-ready decision clarity: ROI, TCO, continuity governance, stakeholder alignment and peer validation.

Executive packROI/TCO modelProof path
Commercial system

What theAlchemy built.

The playbook became a reusable field system: concise, forwardable, evidence-led and operationally credible.

01

Qualification engine

Fast triage questions, routing guidance and “when to involve IT” rules.

02

Outreach sequences

Initial contact, follow-up cadence, micro-CTAs and forwardable email anatomy.

03

Demo strategy

90-minute exception-first demo agenda built around RF pace and warehouse realities.

04

Integration clarity

Blueprints, ownership, failure modes, testing plans and risk language.

05

Executive packs

One-page decision packs with ROI, TCO, risk, timeline, proof and next decision.

06

Governance model

Risk registers, continuity talk tracks, acceptance gates and stakeholder alignment.

Market-ready assets

Website and marketing logic came from buyer friction.

Because the buyer journey was clear, the assets became easier to create: web copy, demo positioning, LinkedIn angles, email copy, decision materials and sales enablement.

Asset 01

Forwardable campaign copy

Short, specific messaging designed to win routing rights without pressuring the Gatekeeper.

Asset 02

Exception-first demo story

A demo narrative based on mis-picks, stock mismatch, scanning friction and complaint calls.

Asset 03

ROI/TCO decision pack

Finance-ready language around labour efficiency, error reduction, onboarding speed and cost drivers.

Asset 04

Website positioning

Messaging anchored in operational friction, predictability, visibility, scalability and transparency.

Before

Generic WMS messaging.

Buyers heard similar feature claims, delayed evaluation and struggled to understand whether the product would work in their warehouse reality.

After

A decision-ready sales journey.

Davanti gained a practical system for outreach, qualification, validation, proof, governance and executive approval.

Turn buyer friction into commercial momentum.

theAlchemy helps B2B teams extract what buyers are really deciding, then turn that intelligence into websites, campaigns, sales assets and decision-ready playbooks.

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