Green Dragon — Skoda & VWFS
Transforming B2B Automotive Sales into Mobility Solutions
Project Lead: Victor Harrison
Client: Skoda and VWFS
Type of Program: Channel Sales Empowerment
Region: CEE — Central and Eastern Europe, Poland
Industry: Automotive, Mobility, CFM (Car Fleet Management)
Client’s Product: Mobility, CFM Solutions
Adapting to Market Shifts
How do you prepare a traditional automotive salesforce for a market shift from selling cars to delivering comprehensive mobility solutions? The GREEN DRAGON program, developed by Victor Harrison, was a joint B2B channel partner transformation initiative for Škoda, Volkswagen, and Volkswagen Financial Services. It focused on equipping sales teams with the mindset, knowledge, and tools required to succeed in a rapidly changing market where customers demand mobility, not just metal. This program was a collaborative orchestration of sales, marketing, and training across three major organizations — driving a deep transformation in how value is communicated and sold in the B2B space.
Objectives
- Transform the B2B channel partner salesforce to shift from car sales to mobility solution sales
- Orchestrate change across three organizations: Škoda, Volkswagen, and Volkswagen Financial Services
- Develop new value propositions for mobility offerings
- Segment B2B customers for mobility-based strategies
- Train car sales reps to become business-savvy experts in mobility solutions
Key Elements
Vex Framework
Victor Harrison’s Value Exchange Framework provided the backbone of the transformation:
- Mapping of B2B buying and sales journeys
- Understanding roles, personas, and decision-making dynamics
- Development of powerful, relevant value propositions for mobility solutions
Platform + Content + Course
- Online course platform with a 1-year training journey
- Advisory selling in both theory and practice
- Product, sales process, and advisory content modules
- Online testing and results tracking
- Full training process management
Gamification
- Engaging training built around two competitive teams: Red Dragons vs. Black Panthers
- Roleplaying, sales exams, and learning through play
- Motivation enhanced with awards and recognition
Results
- B2B salesforce transformed into trusted mobility advisors
- Unified program across Škoda, Volkswagen, and VW Financial Services
- Effective training infrastructure for ongoing transformation
- Empowered partner network equipped for the future of mobility
Want to lead a sales transformation in your industry?
Let’s design a program that empowers and inspires.
contact
RFI / RFP
RFI / RFP
