Walk in knowing what they run today — and why it’s not enough

Sell better, faster. RadarIQ, the AI brain behind DotRadar, detects the technology fleets actually run — TMS, ELD, dashcams, and more — reads the operational truth of the fleet, and fuses growth, leadership, and vendor signals into inferred buying windows that tell you who fits your product and who’s about to move.

The fleet-tech problem

Every fleet-tech sale is a displacement sale. The first question on every discovery call is “what are you using today?” — and by then, your competitor already knew. DotRadar’s incumbent-vendor detection names the stack before the first touch, and RadarIQ learns which displacements your team actually wins — changing what you send, what you demo, and who you skip.

What you get on every carrier

What we track for the TMS persona — and where it comes from

Every signal below is derived from public, authoritative data — refreshed continuously by our own data engines — across all ~106,000 active FMCSA motor carriers. Nothing is scraped from behind a login.

The TMS-fit signals we score

Each carrier gets a 0–100 TMS-fit score and an A / B / C tier, built from the signals a TMS actually sells against:

• Business tenure — years in operation from the FMCSA authority grant date: a new entrant, a scaling 5–15-year operator (the classic modernization window), or a legacy fleet — each a different opening.
• Growth trajectory — trucks added per year, plus month-over-month fleet and state deltas; fast scaling is exactly when manual dispatch breaks.
• Tech-stack modernity — the whole detected stack (TMS, ELD, dashcam, driver-ATS) read together as a modern-vs-old-school signal: legacy ELD + no TMS reads old-school; modern telematics is a different conversation.
• Ownership & leadership — the FMCSA principal officer plus the enriched decision-maker (name, title, LinkedIn), so you reach who signs off: owner/president at smaller, owner-operated fleets; VP Ops or CIO at larger ones.
• Asset-based sweet spot — 25–250 power units, where a modern TMS has the clearest ROI. Above 500 a fleet is usually already on Trimble or McLeod, which is a rip-and-replace and a different sale.
• Multi-cargo complexity — the more cargo types, the more routing a spreadsheet can’t handle.
• Multi-state dispatch — authority and proven lanes across many states scale complexity fast.
• Revenue per truck — specialized, high-value loads make TMS ROI obvious.
• Driver-pool scale — large rosters mean real scheduling & compliance overhead.
• Compliance load — BASIC alerts, a Conditional/Unsatisfactory rating, or hazmat ops that demand automated tracking.
• Incumbent TMS — none detected = greenfield (the strongest fit), a legacy platform = upgrade target, a small player = displacement.

The “why-now” triggers

Fit tells you who to call; these timing triggers tell you when — and they lead every brief and outreach draft:

How it comes together

Pick your states and the TMS persona, and RadarIQ ranks every fit fleet by score and timing. Open any carrier for a RadarResearch brief — the stack, the gap, the why-now — plus a RadarOutreach pack that names the incumbent and the pain, aimed at the real buyer: VP or Director of Operations, COO, CIO or VP IT, and the owner/president at smaller fleets. Send the ones worth working to RadarHQ, your command center, and work the daily Leads board.

Not just TMS. These same fit-and-timing signals — business tenure, growth trajectory, tech-stack modernity, ownership & leadership, compliance load, and real operating footprint — power all eight DotRadar personas. The scoring weights shift for each buyer; the underlying carrier intelligence is shared, so a fleet that’s modernizing shows up whether you sell TMS, insurance, factoring, or maintenance.

Skip the fleets that already bought yours

Half the value of stack detection is negative: don’t pitch a fleet that already runs your product or your closest competitor’s newest deal. Rank the remainder by fit and timing, and your pipeline stops lying to you.