Strategic Imperative

Will YOUR Organization Survive the Transformation in Fleet Management?

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  • The Yellow Brick
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Strategic Imperatives for Fleet Management


Developing flexible purchasing options and end-to-end post-sales support for differentiation in a highly fragmented and competitive business environment.


Delivering open telematics platforms that integrate multi-level business intelligence tools to maximize fleet interoperability and seamless connectivity.


Minimizing hardware costs to empower comprehensive portfolios with open software marketplaces, flexible packages, and unified platforms for the entire trucking ecosystem.


How do you shift from where you are to what you want to become? How do you fill the gap?

Based on those strategic imperatives the gap between where you are now and where you need to be to achieve transformational growth is daunting.


Growth Opportunities in Fleet Management

Video Telematics

Artificial Intelligence (AI)-based video safety is gaining traction and will experience high penetration in the next 5 years.

Electric Vehicle Fleet Management

Charge point intelligence and battery analytics will take center stage in fleet management driven by the push for commercial EVs in last mile delivery.

New Business Models

Solutions that offer customizable and on-demand options to build personalized service bundles will be the preferred choice for fleets.

Open Telematics Platforms

Open platforms will facilitate revenue sharing models and cross-selling partner solutions, generating additional revenue, while creating new value for fleets with end-to-end solutions.

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Recognizing Excellence and Leadership in Fleet Management for 20 years

Our best practices analysis provides in-depth examination of successful strategies and tactics used by leading companies across all industries, and offers recommendations for implementation to drive performance and success

Targa Telematics

2023 Company of the Year AwardTelematics Connectivity for Leasing, Rental, and UBI, Europe

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2022 Company of the Year Award- Commercial Vehicle Telematics, Europe

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2022 Company of the Year Award- Video Safety Solutions, North America

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2022 Company of the Year Award- Service Relationship Management, North America

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2022 Technology Innovation Leadership Award- AI-Enabled Video Analytics Solutions (Fleet Dash Cam Technology), North America

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Growth Council Think Tank Series

Companies2Action in Fleet Management in Americas and Europe

How can smart charging and battery management reshape EV fleet management tactics?

Growth Opportunities in Fleet Management in Americas

The perils of not having an effective off-highway fleet management strategy

Growth Opportunities in Fleet Management in Americas

How can you leverage electric trucks and their charging ecosystem for a green future?

Distribution Channel Optimization in Fleet Management in Americas and Europe

Fuel-cell technologies in trucks: will they ease or impede the path to net-zero?

Technology Strategies in Fleet Management in Americas and Europe

How will video telematics lead to hardware consolidation in fleet management?

Competitive Strategy in Fleet Management in Americas and Europe

How will electric buses transform transit bus operations and improve your top-line?

Competitive Strategy in Global Fleet Management

Will Feature-on-Demand unwind new business cases in the trucking ecosystem?

smart cities
Mergers & Acquisitions in Global Fleet Management

What drivers will empower you to transform last-mile delivery in your fleet?

Companies2Action in Global Fleet Management

How can you tap into prognostics to enhance fleet diagnostic capabilities?

market consolidation
Competitive Strategy in Global Fleet Management

How can a smart freight brokerage strategy help you maximize profitability?

Technology Strategies in Global Fleet Management

What drives fleet visibility-as-a-service in the age of data-powered logistics?

leasing ventures propel growth
Competitive Strategy in Fleet Management in Americas and Europe

How best to centralize processes and technologies in fleet management?


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Transformation The FleetThe emergence of connected, autonomous, shared, and electric (CASE) vehicles has sparked a revolution across public and commercial mobility. Groundbreaking disruptive technologies—including self-driving vehicles, new charging and battery technologies, and digital tools—are reshaping the way we engage with mobility. Moreover, these advancements are paving the way for emerging players and giving rise to innovative business models across the connected services ecosystem. In fact, a variety of stakeholders, including original equipment manufacturers (OEMs), telematics service providers (TSPs), and tier-1s, are already taking advantage of this dynamic landscape. However, those hesitating to embrace this evolution are missing out on crucial growth opportunities that can shape the future of mobility. Success stories in this domain predominantly reference fast-moving enterprises that swiftly adapt to competitive challenges. So, questions arise:

  • Is your team adapting to the fleet management transformation faster than your competitors?
  • Is your team leveraging growth opportunities in CASE mobility to bridge the growth gap?

However, the successful transition of mobility into a digital future hinges on the simultaneous development of robust and sustainable fleet management platforms. Fleet management plays a pivotal role in optimizing the utilization of fleets, streamlining supply chains, ensuring vehicle maintenance, and effectively managing energy consumption. Given the unstoppable rise of CASE fleets, sustainable fleet management will not only support the transformative shift, but also respond to the growing customer preference for eco-conscious vehicle use. In fact, eco-sensitivity is today an important consideration for customers, and companies ignoring this aspect are no longer attracting many people.

  • Has your team devised a strategy that prioritizes sustainable fleet management?
  • Are your leaders ready to integrate sustainable fleet management into your growth pipeline?
  • Have you accounted for evolving customer preferences in your growth strategy?

The fate of fleet management service providers hangs in the balance as they navigate the increasing demand for sustainable mobility. With climate change concerns intensifying, sustainability has become a vital consideration for customers and a crucial component of growth strategies. In fact, fleets in Europe and North America are already embracing clean mobility and striving for carbon-neutrality. Notable examples include Bridgestone’s visionary E8 sustainable mobility vision and the Michelin Group’s ambitious agenda of generating between 20% and 30% of its revenues from non-tire related activities by 2030.

  • Are you leaders leveraging the best practices of sustainable fleet management?

As sustainability takes center stage, fleet management is set to become a crucial driver in the shift towards eco-friendly transportation solutions, particularly in the realm of electric vehicle (EV) fleet management. This progressive approach combines charge point intelligence and battery analytics, sparking a revolution in fleet management practices. It offers distinctive solutions for maximizing fleet scheduling, optimizing grid management, and improving the overall operations and maintenance of EV fleets and their associated charging infrastructure.

  • Has your team considered a product strategy that explores EV fleet management at an accelerated pace?
  • Is your team equipped with a strong technology strategy?

Forging strategic partnerships has become a best practice for industry incumbents seeking to develop sustainable fleet management solutions. With the industry witnessing large-scale convergence, companies are embracing a unified platform approach. Within this collaborative ecosystem, partners are coming together to identify synergistic opportunities and cross-selling services, ultimately working towards a comprehensive one-stop solution for their customers.

However, not everyone is equipped to make the right decisions when it comes to strategic partnerships. Many struggle to navigate the absence of mandates or regulations in this realm, as well as the high initial cost of hardware. Additionally, sub-industries like off-highway remain uncharted territories within the domain. Companies prepared to redefine their approach are more likely to succeed than those who are not.

  • Is your team ready to embrace strategic alliances to bolster your fleet management solution?
  • Are your visionary leaders prepared to revolutionize the realm of fleet management?

Frost & Sullivan has six decades of experience analysing industry transformation and identifying innovative growth opportunities. Allow us to guide you through your transformation journey by working collaboratively with the ecosystem community of companies in your industry. Our transformation journey is fuelled by four powerful components, ensuring your success in navigating the ever-changing landscape of your industry.

  • Schedule a Growth Dialog with our team to dive deeper into transformational strategies and explore specific needs within your company.
  • Become a Frost Growth Expert in your area of specialization and share your expertise and passion with the community through our think tanks.
  • Join Frost & Sullivan’s Growth Council and gain access to think tanks focused on the transformational growth strategies of the healthcare & life sciences industry.
  • Designate your company as a Company to Action to increase exposure to investors, new M&A opportunities, and other growth prospects for your business.

Act now to thrive in the face of industry transformation!


For the better part of this decade, the automotive landscape has been entangled in supply chain disruptions and semiconductor shortages. At the same time, consumer preferences have undergone a seismic shift towards digitalized or ‘smart’ vehicle applications. In such a landscape, fleet management solutions have emerged as a central point of convergence. Today’s businesses are increasingly opting for leased fleets while embracing innovative fleet management solutions that redefine their mobility operations. This strategic choice allows companies to outsource significant portions of their logistics, enabling a focused approach to their core competencies, all while circumventing shortages and ownership complexities.

Fueling this fleet revolution is the prevalence of vehicles that can be compared to smartphones: connected, feature-rich, modular, and remarkably software-driven, even in their hardware. However, traditional businesses that resist the tide of connectivity, in-vehicle operating systems, and other technological disruptions risk constraining their growth potential in these transformative times.

  • Do your analysts possess a deeper understanding of customer preferences than your competitors?
  • Has your business intelligence team mapped out the innovative technologies vital for success?
  • Does your organization boast a robust growth strategy to harness the potential of this shift?
  • Are your key stakeholders actively shaping strategies to bridge the growth gap?


While companies like Lytx, SmartDrive Systems (Solera), Samsara, Motive Technologies, and Webfleet have presented innovative fleet management use cases such as service relationship management, fleet dash cam technology, and event video safety solutions — each of which rely on innovative business models that respond adequately to customer demands — most other platforms remain complex, costly, and non-standardized. These limitations underlie the growth gap in the industry and call for a strategic answer from fleet management participants to transform the industry for the better.

There are plenty of challenges that keep the growth gap widened. Some examples include:

Lack of one-stop solutions: Many fleet management platforms offer specific functions. Building an integrated tool that serves as a one-stop solution for all these needs requires substantial investment and a high level of industry acceptance. Is your intelligence team charting a strategic roadmap towards a viable unified platform?

High initial hardware costs: Fleet management platforms will only be cost-effective when the underlying hardware is cost-effective. Have your revenue strategists defined a pricing model that is both effective and adaptable?

Macroeconomic uncertainty: Factors such as expected recession, rising fuel prices, inflation, and post-pandemic shifts may limit the evolution of fleet management platforms. How are your strategists tracking these megatrends and mitigating the impact of geopolitical chaos?

Data security and storage: Intelligent systems rely on vast amounts of data to make informed decisions. Adequate security measures must be in place to safeguard private and proprietary information. Have your teams mapped the latest cybersecurity technologies and incorporated them into your growth strategy?


First and foremost, it’s essential to grasp the magnitude of the growth gap. To gain an edge over competitors, fleet management players and industry participants require a well-structured growth pipeline that enables them to systematically identify and execute various stages of their growth strategy. While the industry is undoubtedly moving towards fleet management transformation, it’s crucial to adopt a big picture perspective of the vast universe of opportunities before making any strategic decisions. Thus, five stages of the growth pipeline emerge:

  • Opportunity universe: What growth opportunities lie ahead?
  • Opportunity evaluation: Which opportunity aligns best with your objectives and capabilities?
  • Go-to-market strategies: How to excel with your products and solutions amid growing competitive intensity?
  • Planning & implementation: Are you fully prepared to execute your strategy?
  • Monitoring & optimization: Are you willing to revise your strategy in response to solid data points?

Join us, and together, let us embark on this transformational journey!

Welcome to a journey of exploration and collaboration. Let’s co-create strategies to transform the future of fleet management.

As we journey into the future, we will confront these pressing questions:

  • How is your organization strategically preparing for the fleet management transformation?
  • Which strategic alliances is your organization considering for success in the industry?
  • In what ways are you incorporating best practices as a fleet management provider?

Our transformation journey is powered by four potent components, assuring your success in navigating the ever-changing mobility industry landscape:

  • Schedule a Growth Dialog with our team to dive deeper into transformational strategies and explore specific needs within your company.
  • Become a Frost Growth Expert in your area of specialization and share your expertise and passion with the community through our think tanks.
  • Join Frost & Sullivan’s Growth Council and gain access to think tanks focused on the transformational growth strategies of the mobility industry.
  • Designate your company as a Companies2Action to increase exposure to investors, new M&A opportunities, and other growth prospects for your business.


Act now to thrive in the face of industry transformation!


Today’s fleet management ecosystem is more inclusive than ever before, offering opportunities for businesses of all sizes to thrive. Organizations are increasingly turning to leasing as a cost-effective alternative to fleet ownership. Amid this transformative shift, both leasing providers and their clients are leveraging advanced fleet management solutions for enhanced monitoring, security, and optimization. In fact, disruptive technologies like Internet of Things (IoT), artificial intelligence (AI), and machine learning, have further enhanced fleet management capabilities, leading to precise, data-driven solutions. Are you seizing the growth opportunities arising from the expanding fleet management ecosystem?

Ecosystem Players at the Forefront of Fleet Management Innovation
Geotab: In a significant step forward for telematics innovation, Geotab is spearheading sustainable fleet initiatives, shared mobility fleet software, and the seamless integration of EV models.
IMS: Renowned for its cutting-edge mobile insurance telematics solutions, IMS has set the benchmark for leveraging advanced algorithms and Big Data analytics in fleet management.
Click here to learn more
Ridecell: A transformative player in the ecosystem since 2009, Ridecell has furthered various innovative fleet management solutions, including keyless access and digital vehicle control.
Movida: As one of the pioneering fleet management providers in Brazil, Movida initiated a carbon dioxide (CO2) emissions compensation program, setting a benchmark for sustainability initiatives in the region.
Click here to learn more

New and innovative fleet management solutions are ensuring vehicle theft prevention, promoting safer driving habits, and delivering real-time analytics and video safety features. Previously unthinkable applications like insurance telematics and Advanced Driving Assistance Systems (ADAS) are becoming commonplace.

During this transformative period, several strategic imperatives are compelling ecosystem participants to revisit their growth strategy:

Personalization: Technology players are allying to develop unified fleet management solutions tailored to large fleets, enabling seamless real-time analytics for personalized user experiences. Are you adapting your growth strategy to accommodate evolving customer preferences in this domain?

Safety: Minimizing theft by leveraging predictive analytics intelligence and documenting date, time, and location of different events. This approach is attracting security-first platforms and high-profile corporates to the ecosystem. What measures is your organization taking to enhance automotive safety and bridge the growth gap?

Sustainability: Fleet software is optimizing vehicles to reduce emissions, enhancing electric vehicle (EV) battery efficiency and operations, and promoting car-sharing initiatives. Has your leadership outlined a robust sustainability strategy to ensure your success as a fleet management provider or technology partner?

Innovation: Usage-based insurance telematics is gaining traction in Europe and the Americas, while advanced AI is revolutionizing vehicle diagnostics with minimal human intervention. Is your company adopting an innovation-first approach to unlock transformative growth in the fleet management ecosystem?

Experience Frost & Sullivan’s Fleet Management Think Tank, in which industry-leading growth experts reveal how to achieve strategic growth in the vehicle insurance ecosystem. Discover how companies are navigating the megatrends, growth opportunities, and technological disruptions reshaping the domain. Get started here.


Amidst a landscape brimming with growth prospects, the question arises: Who are the main collaborators shaping today’s and tomorrow’s fleet management ecosystem, partnering with technology players and fuelling collaborative growth? Turns out, a vast spectrum of collaborations awaits future-focused fleet management companies:

Government & Public Sector: From transportation departments to government-owned fleets, fleet management solutions driven by security, sustainability, and traceability are finding significant traction across official functions. Are you capitalizing on strategic alliances with government and public entities to seize a leading position in the competitive fleet management landscape?

Off-Highway Applications: The need for equipment telematics, sensor technology, and operations management extends to construction sites, farming, and mining, offering transformative solutions for off-highway players. Is your leadership implementing best practices in off-highway fleet management to drive your growth?

Leasing & Rental Companies: It is becoming a competitive necessity for leasing providers to harness fleet management solutions, especially while implementing innovative business models like app-based vehicular subscription. As a fleet management solution, which leasing and rental companies are you monitoring with potential partnerships in mind?

Used Car Ecosystem: Fleet management facilitates the reporting of used vehicle conditions and the verification of numerous certifications, providing a significant advantage to used car sellers who leverage such solutions. How are you integrating fleet management to enhance your growth prospects in the used car leasing industry?

Insurance Telematics: Insurance companies are implementing telematics to offer accurate usage-based pay models, thus minimizing inaccuracies in insurance claims. What innovative business models are your teams exploring to enhance insurance claim accuracies and thrive in this dynamic ecosystem?


Frost & Sullivan, the growth pipeline company, enables clients to accelerate growth and achieve best-in-class industry positioning in terms of innovation and leadership. The company’s ‘Growth Pipeline-as-a-Service’ provides corporate management teams with transformational strategies and best practice models that catalyze growth opportunity generation, evaluation, and implementation. Let us coach you on your transformational journey, while we actively support you in fostering collaborative initiatives within the global fleet management ecosystem. This journey is fueled by four powerful components, ensuring your success in navigating dynamic business and industry landscapes.

  • Schedule a Growth Dialog with our team to dive deeper into transformational strategies and explore specific needs within your company.
  • Become a Frost Growth Expert in your area of specialization and share your expertise and passion with the community through our think tanks.
  • Join Frost & Sullivan’s Growth Council and become an integral member of a dynamic community focused on identifying growth opportunities and addressing critical challenges that influence industries.
  • Designate your company as a Companies to Action to maximize your exposure to investors, new M&A opportunities, and other growth prospects.

Act now to thrive in the face of industry transformation!