Logistics GTM Performance Divide Widens as Top Firms Pull Ahead
Event summary
- LeadCoverage's Q4 2025 Supply Chain Growth Index (SCGI) shows median Logistics Growth Efficiency Ratio (LGER) plummeted to $4.84 from $26.68 in inaugural report, while mean held at $25.74.
- Top-quartile performers reached LGER of $204.30, with several exceeding $20, driven by ABM execution and intent data adoption.
- Nearly half of tracked companies fell below $3 LGER, indicating inefficiency in GTM spend deployment.
- CEO Kara Brown attributes performance gap to delayed adoption of modern GTM strategies.
The big picture
The Q4 2025 SCGI results highlight an accelerating bifurcation in logistics GTM performance, with high-performing firms leveraging advanced strategies to generate disproportionate pipeline impact. This trend suggests a structural shift where efficiency and data-driven execution become critical differentiators in a consolidating market.
What we're watching
- Performance Sustainability
- Whether top-quartile performers can maintain their LGER advantage as market conditions evolve.
- Adoption Laggards
- The pace at which lower-performing companies integrate ABM and intent data to close the efficiency gap.
- GTM Strategy Shifts
- How legacy outbound and organic motions will be phased out in favor of data-driven approaches.