How a leading global automotive supplier is opening up new e-mobility markets.
Initial situation
- OEM, e.g. for the automotive industry
- Approx. € 8 billion turnover and 30 thousand employees (2018)
- New e-Mobility Division established
Objective
- Build direct relationships with e-mobility ideal customers
- Attracting interested parties for new e-mobility product
- First pre-development order received within 9 months
Through interviews in different segments, we found out how and on which channels desired customers should be addressed and how the new e-mobility product must be communicated.
> 350 precisely fitting decision-makers of ideal customers were identified and sales-relevant contact data was enriched with the help of tools.
Based on the findings from the customer profiling, tailor-made sales materials were created for the different decision-makers (LinkedIn messages, email templates, landing pages, etc.).
Using a modern social selling process, hundreds of ideal decision-makers were approached individually in just a few weeks and 26 personal meetings were arranged with C-level decision-makers from ideal customers.
did not expect 26 face-to-face decision-making appointments in such a short time and was happy with their quality and success.
now had new channels and a powerful process to precisely target and address top decision-makers.
have praised the personal relevance and approach and are interested in the new e-mobility offer.
received several pre-development orders from the decision-makers' meetings in the same year.
A study by Western University shows that face-to-face interaction is 34 times more effective than an email.
