CASE STUDY
Revolutionising European fleet telematics with data analytics, a new market proposition, and optimised operations
Company
HQ
Germany
SIZE
Large enterprise
INDUSTRIES
Technology
VALUE CREATION
Customer acquisition, People & talent, Product market fit
INVESTOR
Privately owned
What they wanted
As a leading European provider of telematics systems specialising in unlocking the potential of managing vehicle fleets through data analytics, the emphasis on the large enterprise customer segment as a key strategic growth pillar involved identifying and addressing critical product gaps for success.
What we did
We initiated the analysis of internal data to promptly formulate key hypotheses for necessary changes. These hypotheses underwent testing through internal and customer interviews.
Subsequently, we identified a comprehensive long list of 60 gaps spanning various business areas. Further prioritisation, definition of key enablers, and the development of a roadmap ensued.
What was achieved
Upon reflection, we quickly recognised that achieving genuine success in the targeted segment required a comprehensive transformation, extending beyond the product itself. This involved changes to the organisational structure, a review of existing processes, and the development of new supporting systems. We assisted our client in understanding the challenges and initiated a transformation programme to pave the way for success.
Case studies
Revitalising growth: a customer-centric journey from product to profitability within a MarTech company
Transitioning: hardware to technology platform to achieve recurring revenue and enhance valuation amidst COVID
