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In this masterclass, you'll learn how modern B2B deal management works today and how to regain control of your deal flow with the help of AI
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The Mobility House GmbH is a leading provider of charging infrastructure and energy solutions for electric vehicles. With high-profile investors the company is at the forefront of the e-mobility revolution, serving fleet managers, facility managers, and organizations transitioning to electric transportation.
The Mobility House Solutions needed visibility into how multiple stakeholders engaged with materials throughout their lengthy e-mobility sales cycles (6-24 months), enabling their team to prioritize deals effectively and engage prospects at the right moments.
emlen's digital sales rooms provided real-time engagement analytics that eliminated guesswork in follow-ups, centralized all deal materials in one professional destination, and elevated the buying experience by giving customers a seamless way to evaluate and share information internally.
The Mobility House's sales process reflects the complexity of the e-mobility transition. With sales cycles ranging from several weeks to two years, their team needed better ways to manage multi-stakeholder engagements and extensive information sharing.
The traditional approach of sending materials via email created several friction points. Without visibility into whether prospects had reviewed proposals, sales representatives faced an uncomfortable choice: either wait indefinitely for responses or repeatedly follow up with questions like "Have you looked at what I sent you?" — neither of which created productive momentum.
"We have quite a lot of information that we share with our customers. The sales process is quite lengthy and very different from deal to deal... Sometimes it goes back and forth many times. A lot of information is shared during that time."
The Mobility House's diverse customer base required a solution that was intuitive for everyone. With multiple stakeholders per deal, customers needed better ways to keep everyone aligned and informed, while The Mobility House's team sought clearer visibility into which stakeholders were engaged and what information would be most valuable.
This gap affected the buying experience: without a central hub, buyers found it challenging to track shared materials and ensure all decision-makers had the right context. Meanwhile, sales representatives lacked the insights needed to provide timely, relevant support. The result was missed opportunities on both sides—customers working harder to navigate the process, and sales teams uncertain about the best ways to add value at each stage.
The Mobility House Solution implemented emlen through a strategic proof-of-concept with their key account team handling the largest, most complex deals. The platform's immediate impact led to broader adoption across the sales organization.
emlen's collaborative Digital Sales Rooms delivered value across three critical dimensions:
Instead of guessing when customers actively engage with content, The Mobility House gained precise visibility into prospect engagement. The analytics revealed exactly when customers were active, which stakeholders were involved, and what content captured their attention—transforming follow-ups from awkward check-ins into timely, informed conversations.
"I use emlen to organize sales content centrally and share it with customers without long email chains. Through the insights, I see what someone has looked at and can prepare my conversations in a more targeted way."
All stakeholders—regardless of technical sophistication—received a single, organized destination for all deal-relevant information. This eliminated the confusion of multiple email threads and ensured everyone had access to the most current materials.
"With emlen, I can avoid overwhelming customers with all the information right at the beginning. We also use it in sales as central document management to keep the entire overview at the same level for our customers. The customer also has a place where they always have all the information bundled and can easily forward it bundled."
Template-based room creation enabled The Mobility House to maintain consistency while dramatically reducing the time required to prepare customer materials. The team could quickly create professional, branded spaces tailored to specific customer segments or deal stages.
"emlen makes communication with customers much easier for me. I can share content clearly, create individualized sales rooms, and see exactly how prospects engage with the materials. I find it particularly helpful that everything can be presented very professionally—that leaves a strong impression and saves a lot of time in everyday sales."
The Mobility House achieved significant improvements in their sales process:
Most importantly, The Mobility House transformed how they approach lengthy e-mobility sales cycles—moving from reactive follow-ups to proactive, intelligence-driven engagement that respects both their time and their customers' busy schedules.
