How hard is it to sell fleet management telematics/SaaS

It's basically a SaaS platform with the telematics hardware sent to the client for their vehicles/assets.


Is the market saturated? It's supposed to grow considerably but obviously I feel like most companies have adopted this.

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11
SaaSsy
Politicker
5
AE
I don’t think it’s hard to sell but the market is saturated, lots of M&A activity. Telematics specifically is a price war sale.
CuriousFox
WR Officer
4
🦊
I just learned something new 🤷‍♀️
DownToFollowUp
Good Citizen
-1
Business Development
why did you learn something new? Do you work in the field and using sarcasm here?
Price war is fine idec, as long as I can close deals that's really all that matters to me at this point lol
Justatitle
Big Shot
5
Account Executive
DO.NOT.DO.IT!!!!! One of the most saturated markets with constant races to the bottom, also you deal with horrible people in who you sell to. I repeat, run. 🏃‍♂️
DownToFollowUp
Good Citizen
0
Business Development
Well this is not ideal
Justatitle
Big Shot
1
Account Executive
Just giving it to you straight, if you have to take it because it is your only option than by all means do it, however it's ugly in trucking. Filled with liars and unfulfilled promises, additionally they will make a commitment to you and have 0 problems with going back on their word.
DownToFollowUp
Good Citizen
1
Business Development
I am in that situation yes, tough out here right now. Though our main clients aren't really truckers, it's more trade contracts: plumbers, electricians, windows etc.
I worked with a trucking company once when i was selling IT and the IT director warned me about how big of a pos his boss was lol
Justatitle
Big Shot
1
Account Executive
Potato Po-tato if you ask my opinion. There's more opportunities out there than you would think but I understand if you need to take something so you don't sit on the market.
DownToFollowUp
Good Citizen
1
Business Development
But like, I can just undercut competitors as they try to save money is this volatile economy. Granted their current provider might try and price match, but maybe I cross that bridge when I get to it.
Justatitle
Big Shot
0
Account Executive
The constant undercut model is mentally taxing and takes its toll. Been there done that.
GDO
Politicker
3
BDM
A prospect of mine sells this. It seems quite a good market. However companies are consolidating
ThatNewAE
Big Shot
2
Account Executive - Mid enterprise
Consolidating, as in?
Wouldn't Merging and Acquisition create more market for folks to sell into? Just curious. I have no idea on this tbh.
GDO
Politicker
2
BDM
Yes their market is consolidating. So less companies to sell to but bigger deals. But also the software companies are consolidating. Mainly pushed by PE roll ups. (This is an EU view btw)
FinanceEngineer
Politicker
2
Sr Director, sales and partnerships
It is a little, but if you have a good ROI compared to competitors, that would be enough. Most (like over 90%) of the targets in the space have large enough fleets that it would be worth it for a rip and replace with enough return on it. Depends on how much more efficient you can get their fleet to determine if it’s needed.
coletrain
Politicker
2
Account Executive
Saturated market, races to the bottom (trucking/logistics as a whole), the main driving factor for sales was over 4 years ago so you're late to the punch.

Unless you come from the industry, run away.
DownToFollowUp
Good Citizen
0
Business Development
aw fuck lol
DownToFollowUp
Good Citizen
0
Business Development
I know you said "trucking/logistics" but this isn't really just for trucking, it's fleet management which applies to a tonne any company with company vehicles. Did your comment include that?
coletrain
Politicker
1
Account Executive
Absolutely, the best time for telematics was 3-5 years ago.
DownToFollowUp
Good Citizen
0
Business Development
Yea, I admit I feel a little late to the party
PapaRo
Fire Starter
1
President
One of my clients has an intervention as a service platform. We’ve set up a few integrations for companies in the trucking industry but it has been a struggle to gain traction.

Good Luck!
DownToFollowUp
Good Citizen
0
Business Development
what is intervention as a service?
PapaRo
Fire Starter
1
President
typo..”integration as a service”. unfortunate results of typing with thumbs while jet lagged and sleep deprived..🫤
TennisandSales
Politicker
1
Head Of Sales
i dont know much about it but think about it this way:

- do most companies KNOW they need this tech?
- do most companies already have an existing solution?
- does the company you work for have a LEGIT differentiator?
DownToFollowUp
Good Citizen
1
Business Development
Yes
Yes (i think so anyway)
No

This thing is kind of bare bones, it's not the cheapest, but is cheaper than the biggest (more complicated) players.
TennisandSales
Politicker
0
Head Of Sales
ok so im my opinon/ experince, if the product does not have a very clear and very legit differentiator, then you will become a commodity and you will have to be the cheapest.

if there is not differentiator, then there is no real reason for a prospect to choose you.

i have been in this spot and when someone asks "why should I choose you/how are you different than XYZ competitor?" the answer was never solid.
kittychachas
Valued Contributor
1
VP/Director of Sales
Sold telematics for several years. It’s a race to the bottom in an overly saturated market. Will never go back.
DownToFollowUp
Good Citizen
0
Business Development
Race to the bottom as in, whoever can be cheaper?
kittychachas
Valued Contributor
0
VP/Director of Sales
Yes.
DownToFollowUp
Good Citizen
0
Business Development
turns out the race is on lol and we're winning it
also turns out i was misled about the commission payouts and stuck in the job.
Straight up asking ppl if they want to save money lol
InQ5WeTrust
Arsonist
1
No marketing, mayo isn't an MQL
Very saturated market with little meaningful differentiation apart from price/size
ilovemondays
Executive
1
Senior Account Executive
Commodity hell, run away.
31
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