Entry Market Strategy
ABOUT THE PROJECT
Shaped the initial Value Proposition and Business Model for a player aiming at breaking in the VR consumer vehicle purchasing industry
An emerging Online Car Purchasing Experience start-up in the UK has approached me to help them create a vision of what their future value propositions and business models could look like in the consumer vehicle purchasing space.
They were planning to launch in 6 months’ time.
They were developing an online platform, and were keen to partner with OEM vehicle manufacturers to provide desirable ex-PCP and ex-PCH vehicle stock (e.g. 3-year-old VW, Audi, Mercedes, Lexus vehicles) and deliver these vehicles to their customers’ homes.
The client was a month away from signing a deal with a leading vehicle buying, refurbishing and logistics auction house platform company. The client did not intend to handle physical stock, or dispose of unsold stock.
The client had an initial set of thoughts around their proposition, but they were totally open to my recommendations of what value should actually deliver to the end user. They hired me to support them to ultimately set the vision of what their future Value Proposition could be, and to ensure the vision is viable for them as a business and the new customers.
ROLE
Business Strategy Manager
CLIENT
Start-up in the Car Purchasing Industry
HOW I HELPED
Since the beginning it was clear that the client needed more clarifications about the direction they should be taking and the methodologies and tools they could have leveraged.
I have hence conducted an extensive research of the industry and called out an immersive workshop with the key stakeholders where I have illustrated:
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the approach I suggested: this included the strategy, the roadmap, the key team members that should have participated and the strategy to systematically reduce the risk
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a potential solution: to bring concreteness and tangibility to the first part, I have illustrated what a potential solution, value proposition and business model could have been
The client has then followed my approach and we together developed a solution to purchase second-hand cars using the VR technology.
WHAT DID I LEARN?
STRUCTURE OF THOUGHT UNVEILS DEPTH OF THINKING
Sharing the structured way of thinking and seeing this adopted by the client made a difference in unveiling shortcomings of the rationale behind certain initial value propositions
VALUE PROPOSITION AND BUSINESS MODEL GO HAND-IN-HAND
When designing a new proposition, it is of pivotal importance to take always into account the business model elements: this would help identify hurdles or obstacles that could hinder the realisation of the product
BUSINESS AND TECHNOLOGY NEED TO BE SYNCED
Business and technology stakeholders should always be aligned. The vision of one side should correspond to technical requirements and any change should be communicated promptly to constantly be on the same page
Leon B.
Product Director, Client
"Giammarco is a very strong Senior Strategist. First Class.
His sequencing and grouping of models demonstrates mastery of the frameworks. He is the highest scoring strategist we have worked with to date.
He works well with stakeholders and has the analytical capability, political astuteness and self-awareness to develop commercial opportunities in-flight"
