They weren't white-label. We were.
parcelLab was a white-label solution so nobody would know who our biggest competitor was or how many customers we had. But that was not the case for our biggest competitor coming from America, which was called Narvar. They didn't have a white-label solution. You can tell which clients belong to them based on the URL slug.
Testing it by hand first
When we wanted to steal some of their clients from our competitor Narvar, we needed this kind of list. What I did was test quickly by typing some competitor names into the URL slug and figuring out whether the page already existed for that brand or not. I got different meta titles and meta descriptions.
50,000 variations in Google Sheets
Now for me, what I needed to do was generate tens of thousands, probably close to 50,000, different variations through Google Sheets. Then test these in bulk and check which meta title would load as if that brand existed. I tested all of them. I ran through different variations using some free tool I found online and I found 606 brands which used Narvar in America and in Europe. A live example is still up at tracking.narvar.com/asics/tracking.
Generating the URLs
The switching campaign
Based on this we created a dedicated campaign targeting these companies, including outbound outreach, highlighting where we are better, why they should switch, and things like this. We engaged with all of them through outbound email and sales calls or other methods by creating specific campaigns. We also run ads towards them using account-based marketing strategies.
We did some person-level targeting using Influ2, and we ran paid ads as part of the same account-based programme.
In the end we engaged with many competitors and we stole quite a few, such as Bose and others.
The list took days. The first switch took months.
What did not work
I got lots of false positives, so I had to go through multiple times. Correct, learn from this, and do bulk testing again and again to go through the final list. Of course, most accounts never replied, but that's part of the game.
Also, deals: because this product's solution is very sticky because of the high integration cost, switching takes time. The pain point needs to be big enough, or annual renewal must come into play. After engagement, we had to keep it warm for a long time, sometimes a year or two before winning a client. In our cases it was faster, and we could have quicker wins.
And in other cases, even if it's the same company or brand globally, we had completely different decision makers on different continents, such as Europe or the US. We had to approach things differently, but we already understood that the company, for instance, already saw a need in the US. We just used this information while pitching in Europe.
An evergreen tactic
As long as you can identify a competitor's customers, in some creative way or the same way, you can create just a dedicated campaign to steal them by positioning why you are better and allow them to switch.
I don't find that tool anymore. Not sure if it still exists, but any kind of bulk tool or even an AI agent right now would work, as long as it can fetch a list of URLs and read the title on each one.
It still works
I checked the same pattern again in August 2026, years after I ran this. It still answers. A slug belonging to a customer returns a full branded tracking page with that brand in the meta title. A slug belonging to nobody returns the same generic fallback for any string you invent. The asymmetry that made this possible is still open.