The automotive industry is undergoing profound changes and impacting automotive companies’ business models and supply chains. There are new customer demands, especially personalization, sustainability requirements and the need to master ecosystems. 

This challenging environment has increased pressure on margins and revenues and the search for new revenue streams, but it also offers opportunities. The dilemma that automotive companies need to solve is to find the right balance between reducing operating costs along the value chain and investing in new business models to differentiate themselves and create sustainable competitive advantages. 


With our innovative and proven offering, we create value by helping clients identify new growth opportunities and tap into additional revenue streams. We develop and scale new digital services globally, unlock direct sales channels, and enable the monetization of digital offerings.

We offer clients consulting services in the following areas:

Digital service innovation

  • Design new digital services and business models to strengthen the core business, exploit new revenue streams, and unlock additional profit pools
  • Scout suitable partners for product portfolio
  • Definition of the operating model to run and further develop digital services efficiently

Customer experience

An end-to-end (E2E) service offering from strategic target picture definition to rollout and scaling, including:

  • As-is evaluation and fit-gap analyses with strategic objectives
  • Definition of key moments along the customer journey
  • Design measures to deliver the target experience in sales and aftersales
  • System implementation, rollout, and scaling

Connected car and software over-the-air enablement

  • E2E benchmarking services to assess product portfolio competitiveness and prioritize strategic and operational activities
  • Customer journey analysis, design, and development of xOTA to become a leading practice
  • Pricing- and sales model designed to generate revenue from customers’ willingness to pay
  • Support to ideate new products (use cases, customer requirements, business models, operating models)
  • Creation of business cases to define the cost and revenue structure for digital services application
  • Readiness assessment on software updates regulations (SUMS) and cybersecurity (CSMS)

Data and digital services monetization

  • Development of data-driven use cases within and outside the core automotive industry
  • Validation and co-creation of use cases with ecosystem partners (e.g., extended vehicle opportunities, on-demand features, and new API billing models)
  • Assessment of business cases and roadmaps
  • Implementation and industrialization

Automotive direct sales models

  • Digital sales readiness assessment from pre-sales to aftersales
  • Conceptual design of direct sales model tailored to the assortments in focus
  • Definition of the required operating model to operate in a direct sales model
  • Definition of business requirements for customer experience, seller experience, underlying processes, and touchpoints

Customers expect more digital interactions in their everyday lives – they are business as usual when buying products and services. This trend is only growing as customers use their mobile devices for conducting daily business. Automotive OEMs must react now to address these customer trends or accept that they are commodity providers with reduced profit margins

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Dr. Stefan Penthin, Partner, Global Leader Automotive & Industrial Manufacturing, BearingPoint

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