Cracking the EV Market
A Go-To-Market Strategy for Emerging OEMs
With the rapid rise of new players coming into the field of electric vehicles (EV), the company faced a growing opportunity and a challenge at the same time: these new companies weren’t traditional automotive manufacturers with established processes. Each had different backgrounds, varying automotive expertise, and distinct development approaches. Without understanding their specific attributes and where they sat in their journey, we risked missing out on scalable growth in a fast moving market segment.
From Challenge to Strategy
I developed a comprehensive go-to-market strategy specifically designed for EV customer acquisition and management. I led a cross-functional team to analyze their lifecycle stages, from concept to production scaling and aftersales, to identify the customer needs in each lifecycle stage. This allowed us to match our product portfolio to each stage and define where our solutions could create the greatest impact.
As a result, we were able to answer key questions: Who should we engage and when? What is our value proposition? How should we approach them, with the right message at the right time? This enabled us to evaluate and prioritize each customer, tailor our engagement strategies to each customer’s lifecycle stage and needs, and align the go-to-market plan with the company’s product roadmap and overall strategy.
The Impact
The go-to-market strategy provided a clear, actionable framework for engaging emerging EV customers, leading to improved prioritization, operational efficiency, and internal coordination. It enabled the company to move from reactive inquiries to a systematic approach to this segment and a proactive and targeted engagement. This laid the foundation for scalable, strategic growth in a rapidly evolving industry.