3 minute read
Case studies - EV, retail and sharing transformation
Establishment and launch of a new Swedish luxury All-Electric Vehicle OEM
Advertisement
• The client is a newly started EV company, selling electric performance cars direct to consumers, with a clear vision to disrupt the market and make car ownership as effortless and hassle-free as possible • Capgemini Invent has supported the client centrally since the very beginning - from defining the target operating model, customer journeys and blueprints for market operations to developing concrete value-adding concepts and services
• Capgemini Invent has also supported the go-to-market execution and launch for the first seven prioritized markets in Europe
How we supported the client (selected activities)
• Defined Target Operating Model including a blueprint for how to operate in the market to deliver the defined business model • Launch of the online sales channel, from central design to local requirements, adaptions, implementation and launch • Delivered an online sales mobile app including CPQ, deposit, order, finance and insurance, and charging billing
• Establishment and ramp-up of the local market operations, including local concept designs and market operationalization • Global definition of financial services offerings, followed by RFQ process support, local adaptions, definitions, benchmarking, pricing and launch • Concept design and requirements analysis for payment and contract automation capability • In-depth public charging analysis and a global and local strategy recommendation moving forward • Global customer-care operations support and development
• The client is a newly established EV mobility company targeting the luxury all-electric market segment with a direct online sales model exclusive sales boutiques and a wholly owned aftersales service network • Capgemini has supported the client since its initial operations began in the U.S. beginning with SAP Finance and Procurement
How we supported the client (selected activities)
• SAP S/4 HANA Finance, and Procurement and Ariba automation delivered in 20 weeks • PLM and MES integration • First SAP multi-bank connectivity project globally • End-to-end online CPQ process for online ordering to manufacturing • End-to-end aftersales service experience at wholly owned service centers, field service and 3rd party body repair partners • Car configuration, sales tax, headless commerce, integration with SAP S/4 Hana and the client’s Custom UI
Future scope:
• Subscription revenue processing, 3rd party royalties, entitlements, front-end UI design, conversational commerce
Technologies:
• SAP Commerce Cloud, SAP CPQ, Salesforce
Capgemini is helping an innovative OEM to deliver subscription-based vehicles built for sharing
• The client is a newly established Start Up OEM which manufactures unique vehicles designed to support sharing software engineered into the vehicle. The brand is targeted to digital natives • Monthly fees are reduced if vehicle is shared with other drivers. Hassle-free and efficient mobility with high flexibility and connectivity as standard.
• Brand aspires to become Truly digital – strive for harmony between technology and automotive
How we supported the client (selected activities)
• Capgemini has helped the client with defining its mobile app and integrations to the vehicle sharing and scheduling backbone, registration and account management and integrations for aftersales service • Capgemini has delivered the mobile app foundation components, account management, car sharing, connectivity, preferences and personalization
Customercentric
Serviceconversion Sharingandcommunity
The agency model is a hybrid retail sales model enabling direct customer-OEM sales with dealer participation
• OEMs and dealers must evolve today’s sales model or risk vanishing tomorrow • Changing customer expectations are forcing OEMs Dealers to rethink their current sales model and related processes • In the traditional sales model, the OEM sales experience is indirect and the dealer is the customer’s main contact. The data is owned by the dealer and customer experience can vary significantly based upon dealer skills and tools
• In the direct sales model, the OEM drives an end-to-end online sales process. The OEM is the customer’s main contact. The customer data is owned by the OEM and lays the foundation for a data-driven customer interaction. • The Agency Sales Model is the best of both worlds since it offers an innovative, customer-centric, omni-channel sales approach with a financial upside for Dealers and the OEM.
Capgemini Invent Agency Sales Framework
• In contrast to the traditional sales model, OEMs interact directly with customers within the agency sales model • The agency model represents an enabler for e-commerce in order to offer a customer-centric omnichannel experience
• The agency sales model offers benefits by driving omnichannel sales, shifting data sovereignty and reducing dealer risks
Traditional salesmodel Agencysalesmodel
OEM
1
DEALER 2
3 4 5
CONSUMER
OEM/OEM
ONLINE
1 3 2
CONSUMER 4
for fulfillment of 1
AGENT
1 3
