Building a Revenue Engine in Logistics with Kara Smith Brown

Building a Revenue Engine in Logistics with Kara Smith Brown

From Supply Chain Connections by Chain.io

April 15, 2025 · 31 min · Season 2 · Episode 40

About this episode

Kara Smith Brown discusses building effective revenue engines in logistics with Brian Glick.

In this episode, Kara Smith Brown, Founder and CEO at LeadCoverage, joins Host Brian Glick, CEO of Chain.io, to break down how logistics companies can build go-to-market engines that are precise, scalable, and grounded in what actually moves the needle. They cover: * How to build a revenue engine that focuses only on customers you can actually help * The difference between having a controversial POV and having a useful one * What intent data actually is (and why supply chain companies are finally catching up) * Why logistics marketing has to stay grounded in the physical movement of goods * How strong partnerships can accelerate growth without burning out Kara Brown is the Chief Executive Officer at LeadCoverage. In 2017, after senior roles at SEKO Logistics, OHL (now Geodis), and Rubicon Global, she co-founded LeadCoverage with Will Haraway to bring modern go-to-market strategy to the logistics industry. Read The Revenue Engine [https://therevenueengine.com/#:~:text=Kara%20Brown%20is%20the%20Chief,release%20%5BNYSE%3A%20ECHO%5D.] Connect with Kara [https://www.linkedin.com/in/karasmithbrown/] Connect with Brian [https://www.linkedin.com/in/briansglick/] Follow…

People in this episode

Hosts: Brian Glick, Brian

Guest: Kara Smith Brown

Topics covered

  • revenue engine
  • logistics
  • go-to-market strategy
  • intent data
  • marketing
  • partnerships

Keywords

  • supply chain
  • customer focus
  • growth
  • physical movement of goods

Mentioned in this episode

Products: LeadCoverage

Books & works: The Revenue Engine

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