The Challenge

After two years of co-developing a proprietary Telematics solution, a large fleet operator and the software provider reached a screeching halt in their relationship. The technology was not operating smoothly for the fleet and each party was blaming each other for the failure. The strained relations were getting in the way of solving the problem while significant resources were being wasted.

Our Solution

The problem was escalated to leadership through a formal governance process. A compelling story grounded in historical data and examples was assembled to illustrate the pain points and financial impacts of the problematic situation. The fleet team devised multiple solution options for how to move forward in a way that was mutually beneficial to all parties. This resulted in a special meeting with top leaders of both the fleet operator and the software provider where a compromise was negotiated.

Results

The in-person meeting was a powerful start to both restore and enhance the partnership between the two organizations. Through a round of tough negotiations, both parties allocated resources to troubleshoot and fix technical issues which eventually resulted in a successful rollout. More importantly, respect and good working relations were restored for the partnership to evolve for years to come.