Case Study: Pando achieves onboarding 20 enterprise clients in two years with Rocketlane

How Pando's implementation team onboarded 20 enterprise clients in two years

Pando, a freight management SaaS, faced the challenge of scaling implementation from its first live customer to large enterprise accounts (Marico, ITC, Nestle, Tata and others) while ensuring adoption, measurable ROI, and smooth ERP/third‑party integrations. Rocketlane featured Pando in its Implementation Stories series to surface these challenges and the practices Pando used to onboard 20 enterprise clients in two years.

Rocketlane highlighted Pando’s shift from a project‑centric model to a “Value Delivery” approach: structured change‑management programs (early product access and gamification), standardized 101 documents and templates, clear client deliverables and ownership, steering committees, integration guides, a Product Council for change requests, and tiered implementation plans. Those practices helped Pando achieve rapid enterprise growth—20 enterprise clients by December 2020—improve adoption through monthly ROI reporting, and manage post‑go‑live requests (e.g., 17 change requests from Marico), outcomes Rocketlane used to share best practices with the implementation community.

Pando

Nigamanth Srivatsan

Director