Automotive

2 months

Europe

Initial Situation

  • A leading automotive Vans OEM was looking to enhance their current core business with additional software-as-a-service solutions
  • Service and craftsmen companies being a large customer segment, the client wanted to investigate the current landscape of field service management (FSM) software solution providers
  • By having our support, the business development department was able to make decisions regarding conceptualizing their own solution and make decisions based on market intelligence

Project Objectives

  • Gaining an overview of all relevant solution providers
  • Narrowing down to a shortlist for further investigation
  • Deep-dive for the top 10 companies in order to find
  • Must haves, nice to haves and white spots (reg. features, value-chain)
  • Success of such solutions, main customer segment matching with client segments, partner ecosystems and future innovations
  • Different business models and mainly to derive strategic market movements in the upcoming years

challenges we faced

  • Limited documentation given the B2B nature of the solution
  • Challenging search for relevant experts, since the analysis was on a highly detailed feature level (above 40 features)

provided by the project team

Project execution

  • Research

    First step included the secondary research of all potentially relevant FSM solution providers to create a long-list of 50-70 companies with basic data

  • Short-list creation

    Arriving at a short-list (30-40 companies) based on with the client pre-defined K.O. criteria of customer segment coverage, relevant processes, geographical focus etc.

  • Conducting detailed research

    Detailed research within an Excel framework in order to create a scoringmodel with individualweights on topic/ chapter and even one level deeper

  • Expert interviews and field research

    Top 10 companies based on the final scores have been investigated in form of a deepdive by conducting expert interviews and field research at the Hannover Messe

  • Creating a business model

    Top 10 companies based on the final scores have been investigated in form of a deepdive by conducting expert interviews and field research at the Hannover Messe

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