Voltera

Growth happens fast. What started as a big idea from global data center developer, EdgeConneX, turned into a fast-moving company on a mission to solve one of the biggest barriers to fleet electrification–charging infrastructure at scale. In less than two years, Voltera went from securing funding and its first customer to deploying dozens of EV infrastructure sites across the U.S. with big plans for rapidly adding more. 

But educating and selling to a nascent market isn’t simple.

Many potential customers are still figuring out how to transition their fleets from internal combustion engines to zero-emission vehicles. And that’s not easy either. There are different viewpoints on how to work towards zero-emissions, the right technologies to deploy, and a series of other factors that are influencing decisions way before they even consider how they’re going to deploy EV charging infrastructure at scale. That means potential customers aren’t just evaluating Voltera’s solutions; they’re learning a whole new business model themselves.

This is the challenge Voltera faces every day: educate the market, build trust, and streamline the customer journey to make fleet electrification easier.

Okay, but how do you do that? 

In this type of landscape, there are multiple industries, multiple decision-makers, and long sales cycles. Reaching the right people with the right message at the right time requires significant thought and care. In this situation, it’s not about selling–it’s about helping fleet operators navigate this complex journey.

Working hand-in-hand with Voltera’s marketing team, we dove deep with the sales, operations, customer success, and real estate teams to think about the customer journey holistically. We thought about each decision-maker and what their lives were like on a day-to-day basis. What kept them up at night? Where were their biggest challenges? And what could we do to make their lives easier? Before they even got to a conversation with Voltera, how could we help them navigate this ever-evolving landscape? Then, of course–what was the experience like for a potential customer from the second they heard of Voltera down to how they felt when they were onboarded as a customer? 

Ultimately, we built a robust customer experience roadmap and account-based marketing strategy personalized to specific industry segments and the exact decision-makers within those accounts. We structured a more integrated approach to outreach and engagement and uncovered ways to improve not only communications but operations as well.

As a result, conversations with customers are more meaningful. Sales and marketing work together more seamlessly. And the customer experience is at the heart of everything Voltera does, with a clear path to continually improve. 

We continue to partner with Voltera as an extension of their in-house team.