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What they wanted
As a European leader in telematics systems (data from vehicle operations), helps its customers unlock potential from managing fleets of vehicles. A key strategic growth pillar is in the large, enterprise, customer segment. Our client wanted to understand the product gaps that need to be closed for success.
What we did
We started by analysing all internal data, which quickly allowed us to form key hypotheses for needed change. These hypotheses were tested with internal interviews, as well as customer interviews. We developed a long-list of gaps covering many business areas. We further prioritized the gaps, defined key enablers and developed a roadmap.
What we achieved
By taking a step back, we quickly realized that real success in the targeted segment was only possible through a transformation, and by addressing areas much broader than product alone. This includes e.g. changing the organizational setup, reviewing existing processes or developing new supporting systems. We helped our client understand the hurdles and kick-off a transformation programme.
"The impulssum team quickly managed to get a good grasp of our complex organization, focussing on what's really important, and created the frameworks and forums to share what was required to take the next step.” – Global Product Manager Services
"Impulssum has quickly become part of our team, and managed to pragmatically introduce a new dynamic price quotation mechanism based on key value drivers." – General Manager
"Together with Impulssum, we built a full blueprint for our strategic partnerships work including a large repository of resources for the business and our strategic partners which we have already put to good use. Also, while still building up the Alliances team, the team from Impulssum acted as my trusted extension arm on all business development topics and provided fantastic allround support." – VP Alliances and GTM