How GNOC achieved a 20x return on their pipeline subscription with fulfilment.com

Based in Durham, North East England, 3PL business GNOC runs a 350,000 sq. ft fulfilment centre that’s trusted by more than 300 brands shipping over 1 million items each year. Through its partnership with fulfilment.com, GNOC has received ~£13M in Potential Revenue Opportunities (PROs) year-to-date, resulting in a return of 20x on their subscription investment when taking into account the annual revenue value of contracts won.

It’s also worth noting that this kind of scale doesn't just happen by accident. GNOC had the warehouse space, the team, the accuracy, and the operational capability to handle serious volume, but finding the right brands to fill that capacity was proving harder than simply just generating leads.

Highlights

• GNOC joined fulfilment.com as a network partner in early 2025

• Started their subscription on the early ‘Entry’ tier

• Have received 300+ qualified brand introductions to date

• ~£13M worth of business opportunities delivered by fulfilment.com in the past year

• Upgraded to the ‘Enterprise’ tier as introductions consistently converted

• Achieved a 20x return on their subscription investment

More time spent qualifying than closing

Before joining the platform, GNOC’s real constraint was qualification, not demand. The team was fielding a high volume of low-fit enquiries, but there was no reliable way to separate a genuine opportunity from all the noise.

“Our primary struggle was lead consistency and qualification. We spent considerable effort filtering through low volume or poor fit inquiries, making it difficult to maintain a reliable, predictable pipeline of high growth e-commerce brands.” - Andrew Race, Head of Sales, GNOC

The channels GNOC relied on before, outbound outreach, organic search, and industry networking, all carried the same underlying cost. Conversion was low and ROI was unpredictable, driven by a high volume of top-of-funnel noise and the time it took to manually vet each prospect’s operational fit.

That manual vetting also had a real opportunity cost. A substantial share of GNOC’s internal sales and business development capacity went into raw prospecting, cold outreach and basic qualification, time that could otherwise have gone into closing and building client relationships.

Why GNOC chose fulfilment.com

GNOC came in wanting a more streamlined pipeline, but they remained cautious about whether the leads would genuinely match their ideal operational profile, rather than arriving as generic contacts. What stood out first was the model itself.

“The core broker model immediately stood out. Having a partner actively scout the market to match brands directly with 3PLs aligned with their specific scale and operational needs promised much higher intent from the start.” - Andrew Race

GNOC was initially cautious about lead quality. It had seen lead-generation approaches before and wanted to know whether fulfilment.com could deliver genuinely relevant opportunities rather than generic contacts.

“We were naturally cautious about lead quality and whether third party introductions would convert. That scepticism quickly dissolved once we saw the level of pre-qualification behind the leads and met the hands-on team driving the process.” - Andrew Race

GNOC x fulfilment.com partnership

For Andrew, the value fulfilment.com brings over other channels first showed up in terms of the lead quality. 

"The lead quality has been exceptional. Compared to inbound web forms or generic lead lists, the brands introduced through fulfilment.com arrive with clear requirement profiles, established order volumes, and genuine buyer intent." - Andrew Race

Being able to define an exact client profile also changed the shape of GNOC's pipeline. Every introduction arrives tailored to GNOC's actual strengths, which shows up directly in operational alignment and a higher conversion rate.

The fit shows up directly in how fast a deal now moves, too. Because fulfilment.com sets accurate expectations early, sales conversations move straight into tailored solutions rather than basic discovery, making the transition from introduction to signed contract far smoother, and more collaborative than GNOC's previous sales cycles.

"Our sales cycle length has reduced significantly. Pre-qualified introductions remove weeks of initial back and forth, allowing our team to move directly into proposal delivery and operational planning." - Andrew Race

GNOC also credits the account support behind the platform for keeping momentum through the pipeline.

"Having both a dedicated account manager and a senior exec on our account makes a massive difference. Their proactive support, quick communication, and active involvement keep deals moving rapidly through the pipeline, and any friction points get resolved immediately." - Andrew Race

Underpinning all of this is, however, is the added visibility the fulfilment.com platform brings. GNOC's pipeline view shows brand status, last contact, and conversion tracking in one place, so nothing sits waiting in someone's inbox unnoticed. For an operation planning warehouse capacity, staffing or working capital, that visibility turns the pipeline into something they can build a monthly forecast around.

From Entry to Enterprise subscription tiers

GNOC didn’t upgrade on day one. The partnership began on the lowest subscription tier at the time, and it was the consistency of what came through, introduction after introduction, that made the case for scaling it up. As GNOC continued converting at a high rate, a larger monthly allocation of PROs stopped looking like a risk, and started looking like the obvious next step.

As an Enterprise partner, GNOC now receives a substantially higher volume of matched introductions each month, on the same qualification standard, in addition to privately tendered contracts, a route to larger, individually negotiated opportunities that sits on top of standard platform introductions.

Results that speak for themselves

Since joining fulfilment.com, GNOC has received:

• Over 300 qualified introductions to date

• ~£13M in PROs delivered in the 12 months to September 2026

• GNOC saw a 20x return on their subscription, factoring in the annual value of contracts won

For an operator planning headcount, warehouse capacity or working capital, a return like that reflects a pipeline consistent enough to plan around, month after month, rather than a pipeline that has to be built from scratch every business quarter.

Talk to us

If you want to see what a fulfilment.com partnership, Enterprise-tier or otherwise, could do for your pipeline, head to our 3PL partner's overview page, or book a call to speak with our partnerships team.