Press release
Product Go To Market Strategy | Go To Market Strategy Tools : TraceData Research
The client is a rapidly scaling electric mobility startup focused on two-wheeler EVs for urban and semi-urban markets in India. Backed by institutional investors, the company had built a strong product portfolio and was gearing up for aggressive expansion. Their core business model relied on a pan-India dealer network to drive vehicle adoption, brand visibility, and after-sales service support. Despite having a solid value proposition brand struggled to gain consistent traction in dealer acquisition beyond its early adopters.
Challenges They Faced
As the startup moved beyond its initial launch phase, it hit a plateau in dealer acquisition.
Several hurdles were slowing down its growth:
• Dealer pitches were generic and failed to address region-specific incentives, ROI expectations, or competitive dynamics.
• The company was targeting a broad set of dealers without clarity on who was most likely to convert or stay active long-term.
• The onboarding process was lengthy and inconsistent, with high drop-offs after initial inquiry.
• Marketing, sales, and ops were not aligned on targeting geographies, messaging, or metrics, leading to inefficiencies in execution.
This misalignment was leading to poor lead-to-signup conversion and slower market penetration.
Our Approach
Learn what approach we use in Go To Market Strategy @ https://www.tracedataresearch.com/go-to-market-strategy
To drive dealer acquisition at scale, TraceData Research adopted a comprehensive GTM strategy tailored specifically to the electric mobility ecosystem. The approach combined behavioral analytics, regional economics, and market maturity indicators to prioritize actions that would yield high-impact results.
Here's how we structured the engagement:
1. Precision Dealer Segmentation: We analysed over 18 months of dealer onboarding and activation data, along with district-level EV adoption rates, to create a refined dealer segmentation model.
The top 25% of dealers were reverse-profiled to identify patterns in:
• Investment capacity
• Product portfolio mix (2W vs. 3W electric vehicles)
• Infrastructure readiness (charging stations, financing partnerships)
This allowed us to prioritize 41 Tier-2 and Tier-3 cities where similar dealer profiles existed but were currently underserved.
2. Ideal Customer Profile (ICP) Definition: We established an ICP that focused on dealers with a minimum monthly footfall of 300+ leads, willingness to invest ₹5-7 lakhs upfront, and prior experience with automotive finance partners. This improved the quality of outreach and reduced conversion time by 27% in the pilot phase alone.
3. Localized GTM Content Development: We worked with the client's regional sales heads to create customized dealer decks for 12 high-priority states. Each deck integrated:
• Local EV policy benefits (e.g., state subsidies, tax waivers)
• Competitive landscape benchmarking
• Targeted value propositions (higher margins, faster inventory cycles)
4. Onboarding Funnel Optimization: We restructured the onboarding process by:
• Reducing manual paperwork by integrating a digital KYC and agreement workflow
• Setting up a centralized dealer support desk to cut first response time by 50%
• Aligning field sales with a CRM-driven follow-up cadence
5. Cross-functional GTM Execution Cadence: To ensure consistency and agility, we introduced a shared GTM calendar with weekly data reviews. This facilitated faster decision-making, campaign optimizations, and on-ground team accountability. Stakeholders across marketing, inside sales, and regional business units were looped in, reducing lead drop-offs by 22%.
Outcome
TraceData's GTM strategy delivered measurable growth in both scale and speed of dealer acquisition for the electric mobility client.
https://www.tracedataresearch.com/blog/go-to-market-strategy
Key results achieved within 6 months:
• Monthly dealer onboarding grew from an average of 28 to 126 dealers, with sustained growth momentum even after campaign handover.
• By digitizing workflows and aligning follow-up processes, dealer onboarding time dropped from 18 days to 9 days, improving operational efficiency.
• Dealers acquired via the new segmentation model had a 78% activation rate, compared to 29% under the previous approach.
• Personalized state-wise decks and localized messaging led to a 44% Increase in Lead Conversion.
• CRM-integrated tracking and cadence workflows ensured faster and more consistent dealer communication.
Get insights tailored to your business - request specific sections or data cuts from the report. @ https://www.tracedataresearch.com/talk-to-us
Client Testimonial
"TraceData helped us fix what wasn't working. Their GTM strategy gave us clarity, faster execution, and real traction. We saw a massive jump in dealer signups within weeks."
- Chief Business Officer, Electric Mobility Startup
Contact Us: -
TraceData Research
sales@tracedataresearch.com
+91 9266849840
106A, Adarsh Vihar, New Pac Lines, Kanpur Nagar, Uttar Pradesh, India, 208015
TraceData Research is a full-stack market research company founded by research professionals with over 15 years of industry experience. The company is recognized for its proprietary methodologies, deep consumer understanding, high-quality research, and entrepreneurial mindset.
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