Go-to-Market Strategy for the Automotive Division of Tier 1 Hyperscale Client

JLA helped a leading hyperscale client’s automotive division develop a go-to-market strategy, balancing partnerships with OEMs, wireless companies, and content providers.

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About the client

A Tier 1 hyperscale client aimed to establish a long-term partnership approach in the in-vehicle market. At the time, ‘mirroring’ technologies were prevalent, but native, integrated solutions were underdeveloped.


The client sought to win market share by leveraging its automotive, content, and commerce platforms.

The Challenge

01

Control of the car was muddled among automotive OEMs, consumer cellular relationships, and internet platforms.

02

The funding mechanisms included subscription-based, ad-supported, OEM-supported, and ‘freemium’ models.

03

The key challenge was to quickly secure multi-party relationships that balanced the technologies and interests of various parties

JLA Approach

  • Developed a clear vision of the ‘future of the automobile’ to align on the desired customer experience.

  • Evaluated a set of services and identified the ones consumers may pay for.

  • Studied the global market, highlighting differences between European and North American markets. 

  • Conducted initial business development meetings to accelerate the client’s knowledge and success.

Outcomes

01

JLA developed a clear go-to-market strategy that was well received by the client, who involved five other divisions across their enterprise.

02

Our client used that blueprint to secure OEM-centered partnerships and gain significant market share in the embedded vehicle market.

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