Executive Summary

A global EV manufacturer was losing to a rival despite strong specs. Proactive Worldwide ran voice of customer interviews, win/loss debriefs, and influencer analysis. Insights reshaped product roadmaps, messaging, and influencer engagement, recovering $120M in fleet opportunities.

Business Question

Why are we losing EV bids despite strong specifications, and how can we win back share?

Research Approach

Proactive Worldwide combined VOC interviews, win/loss analysis, and influencer research with competitor messaging audits.

Key Findings

• Buyers saw the client’s EVs as overbuilt for fleet needs.
• Software usability mattered more than specs.
• Rival dominated micro-influencer channels.

Business Impact

The client pivoted to ROI-driven messaging, overhauled fleet dashboards, launched authentic influencer campaigns, and recovered $120M+ in opportunities within nine months.