Cito : Cito scales through intensive sales enablement with an…

Situation

• Company: Cito—a digital platform connecting companies with a nationwide network of logistics providers. Comparable to “Uber for logistics,” Cito enables freight orders to be handled efficiently through digital processes such as order placement and live tracking
• Industry: Logistics / platform business model
• Target customers: Companies with existing logistics processes, particularly in critical sectors such as automotive—for example VW, Mercedes, and Porsche—mechanical engineering, and manufacturing
• Team structure and roles:

• Oliver Dröge: responsible for strategy, growth, and sales teams
• More than two years of working with SalesPlaybook across several phases
• Scaling from a startup-level setup with working students to professional sales processes with a dedicated Head of Sales

Problem

• Resistance to digitization: Target customers have often used conventional logistics processes for more than 20 years.
• Platform complexity: A two-sided platform serving customers and drivers is demanding both organizationally and in terms of communication.
• Pressure to grow: The transition from a startup with product-market fit to a scalable company required professional sales structures.
• A staffing gap: A temporary vacancy in the Head of Sales role, combined with the founders’ limited capacity as they managed many issues beyond Sales.

Impact

• Time regained: Significantly more time for the Chief Growth Officer and more sales enablement for the team
• More mature processes: End-to-end sales processes improved significantly—from presales and handoff through to customer expansion.
• A stronger sales organization: Support in recruiting and onboarding the right Head of Sales as a sustainable solution.
• Team empowerment: Direct sparring and coaching for sales employees in their day-to-day work, allowing feedback loops to close faster and more effectively.
• Modular support: The engagement changed dynamically by phase—from operational coaching and strategic sparring to a temporary interim role.

Critical Events

• Initial starting point two years ago: The first engagement focused on coaching and role-play to improve the sales approach.
• Reactivation when required: Targeted support on strategic topics such as variable compensation.
• Critical scaling phase over the past six months: Intensive support while the Head of Sales role was vacant, providing operational and strategic relief at C-level.

Decision

Why SalesPlaybook?

• A long-standing relationship and trust: Established chemistry and deep knowledge of the internal structures
• Modularity and flexibility: SalesPlaybook support tailored precisely to the need and available capacity
• Expertise grounded in practice: Deep sales expertise combined with practical execution—not “PowerPoint consulting,” but active participation

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