Go-to-market strategy for the B2B segment of the Italian national sales company of a Japanese automotive OEM Challenge The growth of the Italian automotive market, volumes of new car registrations, and a new favorable fiscal policy for the B2B market released for 2016 boosted market expectations. The client asked Arthur D. Little to redesign its go-to-market strategy in the B2B segment (purchase and leasing for corporate/business client) in order to improve its performance against its main competitors and exploit the full market potential. The required support needed to focus on quantifying the B2B segment volume potential, identifying the main attractive areas and fine-tuning commercial offerings, sales channels, processes and tools. Approach We have pursued our analysis over three proje

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