High-Impact Discovery Questions for Selling to COOs in Logistics

Summary:

In logistics, the COO carries the weight of ensuring operations run seamlessly—from fleet optimization and route planning to supply chain visibility and cost efficiency. They constantly face pressure to reduce delivery times, control rising costs, and adapt to disruptions while scaling operations. An AI-powered analytics SaaS solution can be a game-changer, providing real-time insights, predictive analytics, and automation that directly impact margins and customer satisfaction.

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Here’s a curated set of 30 discovery questions spanning early discovery, qualification, and deep needs analysis tailored to logistics COOs

Early Discovery (Context & Current State)

How do you currently track and monitor logistics operations across regions?
What are your top priorities this year, cost reduction, faster delivery, or customer experience?
What KPIs do you rely on most when evaluating operational performance?
How do you handle unexpected disruptions in your supply chain today?
What’s your current visibility into fleet performance and utilization?
How much of your logistics decision-making is data-driven vs. experience-driven?
Which areas of your operations do you feel lack real-time visibility?
How are you currently managing delivery SLA compliance?
What role does automation play in your logistics processes today?
What’s the biggest operational bottleneck your teams face daily?

Qualification (Fit, Investment Readiness, Priorities)

How do you measure the ROI of technology investments in logistics?
What analytics platforms or BI tools are you currently using?
How satisfied are you with the accuracy of your demand forecasting?
Do you have centralized dashboards for tracking supply chain KPIs?
How do you evaluate new logistics technologies—pilot projects, ROI analysis, or peer benchmarks?
Who apart from you is involved in decisions around operations technology?
How do you prioritize efficiency improvements and cost reductions?
How often do you revisit your logistics tech stack for upgrades?
What challenges do you face in integrating data across systems (ERP, TMS, WMS, etc.)?
Are you actively exploring AI-driven analytics solutions this year?

Deep Needs Analysis (Pain Quantification + Business Impact)

What percentage of your logistics costs are predictable vs. variable?
How much does route inefficiency impact your delivery timelines?
How do delays currently affect customer satisfaction and retention?
What’s the cost of missed SLAs or penalties in your operations?
How much manual effort is required to consolidate operational reports?
How do you currently identify patterns leading to supply chain delays?
What’s the financial impact of underutilized fleets or warehouses?
How do you evaluate trade-offs between cost savings and service quality?
What would real-time predictive analytics mean for your decision-making?
If you could automate one area, forecasting, fleet management, or reporting which would you prioritize first?

How Pepsales AI Makes Discovery Smarter

Modern logistics COOs don’t just need reports, they need predictive intelligence. Pepsales AI provides:

Real-time visibility into fleet, supply chain, and delivery operations
Predictive demand and disruption forecasting to reduce risks
Automated performance dashboards tied to KPIs like SLA compliance, cost per delivery, and utilization
Decision intelligence that directly improves margins and customer experience

With AI insights, COOs shift from reactive firefighting to proactive strategy, turning logistics into a competitive advantage.

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‍Ready to Redefine Logistics with AI?

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