Driving Revenue Within the Autonomous Trucking Space
Most emerging technology companies in the automated vehicle sector struggle to gain access to power and budget when trying to:
- Build relationships with the major North American OEMs
- Sell into the top private and for-hire fleets
- Gain partner status with the world's most respected consulting, integration and outsourcing firms
In 2015, Peloton Technology hired Granada Partners to work as a critical “member” of the executive team and assist them with strategic initiatives in the Commercial Operations, Business Development & Product Management domains. During the three years that followed, Granada Partners managed a virtual and direct team while working cross-functionally to deliver an impressive set of impactful results:
- Partner Relationships: Built solid relationships with Executive-levels within the top North American truck manufacturers, braking and engine suppliers
- Joint Development Agreements: Drove the process to negotiate JDAs to enable and govern the critical partnerships with targeted truck manufacturers, braking and engine suppliers
- OEM Integration: Architected the approach and recruited OEM involvement in 2nd generation, factory-installed versions of the core system and peripherals
- Contracts: Drove the sales cycle and closed the first commercial contracts with a total contract value extending into “eight figures” with the top two North American fleets
- Sales Pipeline: Contract discussions with 5 of the top 10 for-hire fleets, 3 of the top 25 private fleets and 4 Fortune 25 direct shippers
- Fleet Relationships: Built solid relationships with Executive-levels of the major North American for-hire and private fleets
- Outbound Market Development: Hired Sales Development and implemented Salesforce. Managed the team routinely interfaces with the top 200 private and for-hire fleets to build pipeline
- Pricing: Architected the pricing methodology, built end-user pricing and developed economic analysis to illustrate internal and external impact
- Fund Raising: Integral part of the $60 million Series B capital raise process. Located, recruited and managed relationships with the Series B lead investor
- Liability Mitigation: Identified and established relations with the premier full-service transportation law firm to proactively mitigate liability across all areas of technology and operations
- Segmentation & Market Sizing: Drove the market segmentation analysis, market entry strategy and led the team that built sophisticated long-term forecasting models used for both expense planning and capital requirements analysis
- Product Management: Direct management of the team that defined long term road map and authored the PRDs to precisely define the product requirements
Partnerships & Business Development
Revenue Generation & Sales Development
Strategy & Operations
"When I introduced Peloton's Executive Team to Granada Partners, I was confident that Peloton would benefit from the wisdom and assistance of seasoned tech executives -- and Granada Partners was a great choice. They are a team of hard-charging and savvy executives that were able to secure the joint-development agreements that my team needed to build our technically-complex platooning systems; one that required direct integration with the vehicle, engine and brake controllers that are embedded within today's modern trucks."
Chuck Price, Peloton's former VP Engineering (now, VP of Product at TuSimple)
To learn more, download our paper where we discuss the steps necessary to develop long and successful relationships with some of the world's largest consulting and business development firms. The approaches discussed will help your company increase revenues and expand company reach and access.
Gain Incremental Revenue from New Markets
Granada Partners is a business development-consulting firm that builds revenue-generating partnerships on behalf of our emerging technology company clients. Our clients are rising stars in the enterprise software industry with applications that solve business and technology problems in Global 2000 enterprises.
Call 650.479.5050- Email Granada Partners
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Contact Granada Partners to discuss how your company would benefit from Granada Partners' Outsourced Business Development Strategy Assessment. During this confidential, ninety-minute conference call diagnostic, we'll speak with key members of your management team to review your business development, corporate development and technology alliance processes and develop a focused, actionable diagnostic report that highlights areas for improvements and presents recommended paths to success.