Assignment: Assessment of SaaS telematics start-up proposition and go-to-market strategy

As CCO for Route42, the intelligent transport telematics platform, I conducted an on-the-job growth assessment.

Situation: Route42 had experienced strong business development in the past few years. Several transport companies had been made customers, the technology under the service had been further developed, and the organization had grown to about 15 people by early 2019. Hardware was still the dominant revenue maker though.

Challenge: To realize the ambition to become thé European transport intelligence platform, in addition to continued growth in the Netherlands European expansion was necessary. Growth capital was raised to embark on this journey, starting with expansion in Belgium and France. To allow for the aspired growth acceleration in 2020 and beyond, product market fit needed to be created and the commercial team to be built.

Approach: Commercial success requires optimal alignment of products and services with the value that customers and prospects (latently) seek. In context of which the appropriate customer approach is to be implemented. Together with the owners, insight was gained regarding possible growth scenarios. Following this the expansion plan was revised.