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The Family – April 2019
Jess Oppetit, General Manager – ViaVan London
Re-Engineering Transportation
Consumers prefer to pay for the service, not the asset
(but only when the service is really good…)
New York
City
Boston
Ba...
On-demand shuttle networks are the solution:
Efficient, affordable urban mass transit
• Fixed route
• Sparse network of
ph...
Operating a shared rides consumer marketplace in the US
and Europe delivering >2mm rides per month
Amsterdam London Berlin...
ViaVan – together with parent company Via – is rapidly
deploying its on-demand transit solution across the globe
Rides com...
Sittingbourne, Kent UK
Problem: Rural area with employment
centers unconnected to nearby high-
train line, and fixed-route...
Sittingbourne, UK
(Population: 60K)
Via dense urban areas
(Population: millions)
7amUtilizationrates
(riders/vehicle/hour)...
52%
of ArrivaClick customers
switched from private
motor transport, including
taxis (22%) driving their
own car (18%) or b...
• Marketing
• Customer relationship &
data
• Infrastructure
• Regulatory approval
• Technology
• Drivers
• Vehicles
• Cust...
Wheelchair accessible
ViaVan designed and launched a highly customized, 24/7
solution for Berlin
Integrated
Sep-18 Oct-18 ...
ViaVan’s on-demand transit technology achieves significant
improvement across multiple operational metrics
Rides per day
(...
The Family – April 2019
Jess Oppetit, General Manager – ViaVan London
Re-Engineering Transportation
Convincing Global Transport Behemoths To Partner With Your Startup w/ Jessica Oppetit, London General Manager at ViaVan
Convincing Global Transport Behemoths To Partner With Your Startup w/ Jessica Oppetit, London General Manager at ViaVan
Convincing Global Transport Behemoths To Partner With Your Startup w/ Jessica Oppetit, London General Manager at ViaVan
Convincing Global Transport Behemoths To Partner With Your Startup w/ Jessica Oppetit, London General Manager at ViaVan
Convincing Global Transport Behemoths To Partner With Your Startup w/ Jessica Oppetit, London General Manager at ViaVan
Convincing Global Transport Behemoths To Partner With Your Startup w/ Jessica Oppetit, London General Manager at ViaVan
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Convincing Global Transport Behemoths To Partner With Your Startup w/ Jessica Oppetit, London General Manager at ViaVan

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Winning your first few enterprise clients as a start up is an incredibly rewarding experience, but it’s also hard work. Convincing big businesses to pick you over incumbents, trust your technology and buy into your business model is not easy - how do you do that?

Jessica shared insights about some crazy challenges she faced during her time at ViaVan, which is on a mission to revolutionise public transport - an industry that’s super slow to evolve and involves non tech-savy players.

ViaVan was founded only in 2017 and is already on track to launch 200 B2B deployments in 2019 - an amazing achievement but the road there has been really intense and bumpy to say the least!

- How did ViaVan win their first client?
- How did they convince large incumbents to partner with them?
- How do they work with larger and often less tech-savy partners?

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Convincing Global Transport Behemoths To Partner With Your Startup w/ Jessica Oppetit, London General Manager at ViaVan

  1. 1. The Family – April 2019 Jess Oppetit, General Manager – ViaVan London Re-Engineering Transportation
  2. 2. Consumers prefer to pay for the service, not the asset (but only when the service is really good…) New York City Boston Baltimore Minneapolis Mia… … 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 0 20 40 60 80 100 Brookings Institute Rank of Public Transit Systems (Higher = Better) Sources: Census Bureau and Brookings Institute, Michigan University Survey. Percent who commute by: Public transit Private car $7tn Global Market
  3. 3. On-demand shuttle networks are the solution: Efficient, affordable urban mass transit • Fixed route • Sparse network of physical bus stops • Dynamic routes • Dense network of virtual bus stops Via: on-demand public transit Legacy public transit • Low operating cost, rapid deployment • Asset-light • Adapts to real-time traffic and demand • Data = infrastructure
  4. 4. Operating a shared rides consumer marketplace in the US and Europe delivering >2mm rides per month Amsterdam London Berlin New York City Chicago Washington DC
  5. 5. ViaVan – together with parent company Via – is rapidly deploying its on-demand transit solution across the globe Rides completed 50m Global deployments 57 Funding $450m Light Blue = Via/ViaVan branded Dark Blue = Partnership
  6. 6. Sittingbourne, Kent UK Problem: Rural area with employment centers unconnected to nearby high- train line, and fixed-route bus was too expensive to operate Solution: On-demand first/last mile service, operated by Arriva
  7. 7. Sittingbourne, UK (Population: 60K) Via dense urban areas (Population: millions) 7amUtilizationrates (riders/vehicle/hour) Time of day Can on-demand shared rides work in rural areas? Average seat utilization by hour Can on-demand shared rides work in rural areas?
  8. 8. 52% of ArrivaClick customers switched from private motor transport, including taxis (22%) driving their own car (18%) or being a passenger in a car (12%) On-demand transit takes cars off the road Source: https://news.arriva.co.uk/news/arrivas-on-demand-public-transport-service-a-success On-demand transit takes cars off the road
  9. 9. • Marketing • Customer relationship & data • Infrastructure • Regulatory approval • Technology • Drivers • Vehicles • Customer service • Operations & analysis Partnering to deliver a groundbreaking service in a highly regulated market Robust data sharing agreement
  10. 10. Wheelchair accessible ViaVan designed and launched a highly customized, 24/7 solution for Berlin Integrated Sep-18 Oct-18 Nov-18 Dec-18 Scaling Rapidly
  11. 11. ViaVan’s on-demand transit technology achieves significant improvement across multiple operational metrics Rides per day (1) Based on 60-min loop. Excludes 1-hour during AM/PM weekday peak with 30-min loop. Note: Utilization and cost figures estimated based on best available information. Via-powered shuttlesLegacy service Utilization ETA Cost per ride +247% +72% -58% -47%
  12. 12. The Family – April 2019 Jess Oppetit, General Manager – ViaVan London Re-Engineering Transportation

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