Lead generation for Volvo Trucks

Challenge

Turning market hesitation into meaningful engagement

Although interest in electric transport was growing, many fleet managers in Belgium remained skeptical about whether electric trucks were ready for their operations. Questions about costs, charging, driver routines, and Total Cost of Ownership left them reluctant to consider electric.

That’s why Volvo Trucks decided to pivot from being a "truck seller" to an "informative partner," guiding fleet managers in the exploration phase. By providing clear, transparent information and showing where electric makes sense (and where it doesn’t), Volvo Trucks could create honest, data-driven use cases that helped customers make informed decisions.

Solution

A custom-built audit tool for fleet managers

Fleet managers aren’t just thinking about sustainability, they need to know if electric transport actually works for their business. How does it affect cost per kilometre, driver recruitment and retention, route planning, or even the company’s image?

To help them navigate this, we developed a bespoke Business Case Simulator. It guides fleet managers through 10 essential questions, helping them assess whether their specific routes and operations are ready for electrification, and even how to gain a competitive edge.

• Tailored logic: Using a weighted scoring system, the tool generates a custom report highlighting specific pros, cons, and actionable next steps for each unique fleet profile.
• Lead capture via Salesforce: We integrated the tool directly with the client’s Salesforce environment. This ensures all entries are tracked and delivered to the sales team as high-quality, actionable leads, allowing for personalised follow-up.
• Broad targeting: To ensure maximum reach, we launched a digital campaign across Social Ads, Google Search, and Display, as well as niche trade media like Transporama and Flows to reach a professional audience.
• Technical integration: Built natively within Adobe Experience Manager (AEM), the simulator offers a seamless, GDPR-compliant user experience that fits perfectly within the global Volvo Trucks digital ecosystem.
• Scalable design: Following the success in Belgium, Volvo Trucks Global is now looking to scale the tool, with plans to roll it out across several international markets.