+40%Fleet Conversion
ML-Based SaaS TCO Platform
01Challenge
Volkswagen’s LCVs were perceived as expensive compared to competitors, limiting fleet sales.
02Strategy
Develop a machine-learning powered Total Cost of Ownership (TCO) platform enabling real-time comparison of VW vs competitor vehicles.
03Execution
- 1Built an online TCO calculator integrating fuel, maintenance, depreciation, mileage, and usage variables.
- 2Trained sales teams to use the tool during client negotiations.
- 3Enabled clients to adjust parameters live.
04KPIs
- 40% increase in fleet conversion
- Tool later acquired by a tech company
05Outcome
Shifted fleet sales from price-based objections to value-based decision-making.
06Tools and Methods
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