30 Years – India’s Strategy Boutique
30 Years – India’s Strategy Boutique

Automotive

Identifying Lucrative Logistics Segments and Crafting a Go-to-Market Strategy for Telematics-Based Fleet Management

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Client Challenge

  • The client, a global manufacturer and supplier of automotive parts, auto components, and automobile accessories to leading OEMs in India, sought to explore opportunities in the telematics segment within the logistics industry.
  • The goal was to create a roadmap to generate a revenue of INR 300 crore from this business unit.
  • The client aimed to identify the most promising logistics industries to focus on over the next 3-5 years based on industry potential and expected growth.
  • Additionally, the client required a go-to-market strategy for the prioritised segments.

Our Approach

  • Conducted 60+ face-to-face and telephonic interviews with industry experts, competitors, logistics industry customers, fleet operators, OEMs, and other influencers.
  • Developed a framework for identifying priority segments in logistics for telematics based on:
    • Opportunity size
    • Industry structure
    • Certainty of adoption
    • Complexity and fungibility of the solution
    • Adoption drivers
    • Supply-side characteristics
  • Assessed market potential for priority segments through scenario analysis.
  • Evaluated current competition product offerings and industry segment focus.
  • Identified customer buying behavior and preferences for priority segments.
  • Benchmarked competition offerings against customer needs and price points.
  • Built revenue models for priority logistics segments within the industry.

Our Impact

  • Identified four logistics segments with high potential for telematics applications.
  • Defined an actionable go-to-market strategy to achieve revenue growth of INR 300 crore+ by 2022, which included:
    • Differentiation and prerequisites for priority segments.
    • Geographical focus and timelines for each segment.
    • Target customer segments, products to be offered, and price points for the offerings.

This strategic roadmap provided the client with a clear direction for entering and expanding within the telematics-based fleet management market, ensuring substantial revenue growth and market penetration.