Understanding the Needs of Electric Fleet Operators
Key Takeaway
This research provided strategic clarity on a growing customer segment, enabling targeted engagement and support for businesses electrifying their fleets.
Client
A sustainability platform designed to help electric fleet operators measure and manage their carbon impact effectively.
Project Scope
Explore the needs, challenges, and behaviours of businesses adopting electric fleets to inform product development and create actionable persona profiles for the sales team.
Challenge
The company needed clarity on its emerging customer base in the low-carbon fleet space, including key decision-makers and users, to tailor its services and drive adoption of carbon credit programs.
Approach
Stakeholder Interviews: Conducted interviews with internal stakeholders and potential clients to uncover roles, responsibilities, and pain points.
Market Analysis: Analyzed the clean fuel credit market, focusing on eligibility criteria and regional nuances.
Persona Development: Developed a working persona profile to differentiate buyer (C-suite) and user (fleet manager) needs.
Results
Delivered a persona profile to refine sales strategies and onboarding processes.
Identified client pain points and needs, improving early engagement and eligibility assessments.
Laid the groundwork for product and service alignment with emerging market demands.
