Urban Mobility Solutions

It’s no secret Beijing policymakers completely abandoned the bicycle decades ago, handing their streets over to the automobile in the name of prosperity. But in recent years, those policymakers have done a stunning reversal, reallocating significant amounts of that space in the name of liveability. Motivated by the COVID-19 pandemic, starting in 2020, Beijing's transportation department introduced the development concept of "slow travel first, public transportation first, and green first"; implementing a three-year plan to continually improve the quality of the walking and cycling environment. Embodying the Dutch principles of cohesion, directness, safety, comfort and attractiveness; Beijing's network plan totals 220 kilometres in six districts, including a commitment to build a bike lane on every road more than 12 metres wide, and bike priority street (or "fietsstraat") on narrower ones. "Bicycles reflect a city's sustainable development its level of modern civilization. They take the least time to travel short distances, and can be used as a connecting tool between trains and buses, thereby expanding public transport's coverage." - Wang Shuling, Beijing Transport Research Institute. The policy shift is already yielding results: according to ITDP, (e-)cyclists in Beijing now represent 23% of commuters who have shifted from a car as their primary mode. This has contributed to an annual fuel consumption reduction of 60 million litres and decrease in CO2 emissions of 240,000 tons.

When I was CRO of a $200M SaaS, doing POCs almost destroyed us—months wasted, team exhausted, buyers constantly delaying. Until my VP Sales said, “Kill the POC. We’ll validate value clearly in 3 hours flat”. Here's exactly how we rebuilt our sales process and cut our sales cycle by 50%: BACKGROUND: We were selling 100% enterprise. POCs were the automatic default: Heavy, technical validation lasting 1-3 months. It was painful… - Sales Engineers were overloaded - Buyers kept delaying due to resource issues - Buyers kept wanting more “just one more test” Initially, I thought: It’s Enterprise, that’s the game right? Until our VP Sales, Idan Arealy, joined. Two weeks in, he tells me: “No offense—but these POCs are total overkill.” “Buyers don’t need these endless tests.” “They’re not doubting the tech.” “They’re doubting the value.” “And we don’t need this complexity to prove value.” So he suggested a simpler, smarter alternative: The 'Use Case Workshop'—and it changed everything. Here’s the step-by-step: —— 1. Kickoff (45 min) - AE positions the workshop immediately post-demo: “Here’s what we typically do next to help validate real-world scenarios in just hours—no heavy lift needed. Shall we set it up?" - SE runs deeper disco into problem root causes in a kickoff call - AE sets clear Mutual Action Plan (MAP) 2. Internal Alignment (60 min) - SE & AE clearly define and build initial use-case solutions - Output: Slides outlining impactful solutions & open questions 3. Use Case Co-Design (45 min) - Live session with buyers walking through scenarios - Collaboratively refine solutions LIVE (e.g. Miro, slides): “Walk me through this problem in more detail—we’ll map exactly how solving it looks." 4. Prioritization & Wrap Up (30 min) - Jointly prioritize top 3 impactful use cases clearly: "Which scenarios, solved, would immediately solve [Problem]?" - Lock down committed next steps ↳ Result? - 3 focused hours (instead of months) - Clear, confident buyers ready to champion - 100% faster sales cycles & higher win rates —— POCs are NOT mandatory. Buyers don't want endless tests. Don’t default to what most buyers ask. Design what will solve what they need— With as little friction as possible. That's: Sales Process Design 101. P.S. We built Aligned to help manage the chaos of Complex Sales. 100% FREE Deal Room used by 40K AEs to run POCs, MAPs, etc. Try it https://lnkd.in/d_49kHZE

India's urban congestion is escalating due to the rapid rise in private vehicle ownership. The Ministry of Road Transport & Highways (MoRTH) reported a 9.5% annual growth in vehicle registrations, with Ahmedabad alone seeing over 1.5 lakh new vehicles yearly. This surge calls for a paradigm shift in how we approach urban mobility. Financial sustainability is key to transforming public transport systems into self-sustaining entities. Revenue diversification is crucial, and successful models like Transport for London, which generates substantial revenue through advertising and corporate partnerships, provide valuable insights. Indian systems are adopting similar strategies—premium services, advertising, and monetizing public spaces in metro and bus terminals are becoming vital revenue streams. Public transport networks can also play a role in logistics. The Indian Railways’ shift towards freight corridors, earning more from cargo than passengers, exemplifies this potential. By using existing bus and train networks for cargo, developing parcel hubs, and collaborating with e-commerce platforms, India's transport systems could not only ease urban congestion but also create new revenue streams. The future of mobility lies in multi-modal transport solutions. These integrated systems—comprising buses, trains, cycling, and shared mobility—offer the way forward. Projects like the Ahmedabad and Mumbai Metro expansions are pivotal in this vision. Mumbai's suburban trains, carrying over 7.5 million passengers daily, reduce the need for private vehicles. If replicated across cities, such solutions will be key to alleviating congestion. Cycling presents an untapped opportunity. Global cities like Amsterdam and Copenhagen have set the bar, with over 40% of commuters cycling daily. Indian cities like Indore, Pune, and Bengaluru are already integrating cycling lanes and bike-sharing systems, promoting eco-friendly mobility. This shift can reduce fuel costs, lower pollution, and enhance public health, but challenges like safety concerns and inadequate infrastructure must be addressed. Shared mobility and electric vehicles (EVs) are transforming urban transport. Cities like Paris, where e-scooters replace millions of car trips annually, offer a glimpse into the future. Bengaluru and Hyderabad have already seen a 20-30% increase in shared mobility adoption. India is accelerating this shift with over 2,000 electric buses deployed under the FAME-II scheme in Gujarat. Digitalization plays a critical role in enhancing the efficiency of urban transport. Real-time passenger information, smart ticketing, online payments, and AI-based route optimization are now part of modern transport networks. The evolution of urban mobility in India is not just about reducing traffic but about creating a sustainable, efficient, and integrated transport ecosystem for the future. #publictransportation #electricvehicle #logistics #metro #multimodaltransport

During the pandemic, it was heartbreaking to see so many people cooped up in their apartments, deprived of fresh air and open spaces. I hoped this experience would spur a movement away from dense urban centers to more suburban areas. It’s refreshing to see this shift actually taking place in the post-pandemic era. A recent report from Bloomberg (https://lnkd.in/dWTf_xJg) shows a record number of Americans moving from big cities to smaller towns, embracing a lifestyle with more space and a better quality of life. This trend is complemented by the rise of concept of the "Meta City", where physical and virtual spaces blend seamlessly, allowing for remote work while staying connected to major economic hubs. If I would highlight the key insights connecting these two phenomena: 1. Remote Work Evolution: The pandemic accelerated the shift to remote work, making it possible for people to live outside major urban centers while maintaining their professional ties.    2. Quality of Life: People are seeking better living conditions, including more space, access to nature, and a lower cost of living, driving the migration to smaller towns and suburban areas. 3. Economic Connectivity: The Meta City concept highlights how smaller cities and towns are becoming interconnected with larger urban centers through digital infrastructure, facilitating economic activities without the need for physical proximity. 4. Urban Planning: There is a need for new urban planning strategies that accommodate these changes, focusing on creating sustainable, connected communities that blend the benefits of urban and suburban living. 5. Corporate Strategy: Businesses must adapt to these new patterns by developing flexible work environments and considering a portfolio approach to office locations to attract and retain talent. These phenomena also remind me that the concept of smart cities is not just about major urban centers. Smart cities have the potential to transform urban life by making spaces feel less crowded and more accessible, and creating environments that encourage outdoor activities, promote health, foster social connections, and ensure safety. The shifts we are witnessing are a reminder that our cities should be designed for people, fostering a sense of well-being and community at their core. Instead of centering around buildings, roads, and vehicles, smart cities would prioritize human experiences, turning urban areas into vibrant communities where people can enjoy life, feel connected, and thrive. For a deeper dive into how these concepts are reshaping our urban landscape, check out Boston Consulting Group (BCG)'s article on the "Rise of the Meta City" by Richard Florida, Vladislav Boutenko, Antoine Vetrano and Sara Nasir Saloo: https://lnkd.in/ddEGCGaZ #CitiesOfTheFuture #MetaCity #SmartCities

Barcelona turns subway stations into power plants How? By using regenerative braking 🌎 Barcelona is advancing sustainable urban mobility through the implementation of regenerative braking technology in its subway system. This process captures the kinetic energy produced when trains decelerate, converting it into electricity that powers the transit network. The initiative is part of the MetroCHARGE program, which utilizes otherwise wasted energy to operate trains, station amenities, and electric vehicle (EV) charging stations. Currently, 33% of the subway system’s energy needs are met through regenerative braking, reducing CO2 emissions by 3.9 metric tons annually. The initiative has also lowered tunnel temperatures by nearly 2°F, improving passenger comfort and operational efficiency. With 13 additional inverters planned, the program is expected to provide 41% of the energy required to operate the system, demonstrating the scalability of regenerative braking technology in urban transit. The financial model underpinning MetroCHARGE ensures its long-term viability. The €7.8 million investment is projected to be recovered in under five years through reduced energy costs and revenue from EV chargers. This approach highlights how innovative energy management can enhance sustainability while maintaining cost-efficiency, offering a replicable framework for other cities to consider. As cities worldwide face mounting energy demands, Barcelona’s example illustrates the potential of regenerative braking to improve energy efficiency and reduce emissions. With strategic planning, including retrofitting older systems and aligning infrastructure investments, urban transit networks can adopt similar solutions, contributing to global sustainability efforts. #sustainability #sustainable #business #esg #climatechange  #climateaction

"We've been working this deal for 8 months and it just went dark." (Ouch!) Last week, I had three different sales leaders tell me versions of this same story. Big enterprise deals that seemed "sure things" suddenly stalling or disappearing completely. Here's what's really happening: You're selling like it's 2015, but buyers have fundamentally changed how they make decisions. Seriously, the old playbook is dead: → Build relationship with one champion → Demo your product extensively → Negotiate on price to close → Wait for their "decision timeline" Why this fails in modern enterprise selling? #1 Committee-based buying Average enterprise deal now involves 6-8 decision makers. Your single champion can't drive consensus alone, no matter how much they love your solution. #2 Risk-averse buyers Post-2008, post-COVID, buyers are terrified of making bad decisions. They'd rather stick with status quo than risk their careers on your "game-changing" solution. #3 Budget complexity Money exists, but it's trapped across departments. Your champion in IT loves you, but the budget owner in Finance has different priorities. Here’s how elite enterprise sellers win these days: A. Multi-thread from Day One Map the entire buying committee before you pitch anything. Identify the economic buyer, technical evaluator, user champions, and potential blockers. Build relationships with each. B. Sell business outcomes, not features Stop talking about what your product does. Start quantifying the business impact of not solving their problem. Make the cost of inaction higher than the risk of action. C. De-risk the decision Provide case studies from similar companies. Offer pilot programs. Create implementation roadmaps. Give them ammunition to defend the decision internally. D. Control the process Don't ask "What's your timeline?" Tell them "Based on your goals, here's the optimal implementation schedule." You drive urgency, they don't. Here’s a real life example: One client was stuck on a $400K deal for 6 months. We mapped 8 stakeholders they'd never engaged. Built business cases for each department. Deal closed in 45 days at $650K. The difference? They stopped selling a product and started orchestrating a business transformation. Enterprise deals aren't won in demo rooms. They're won in boardrooms, budget meetings, and implementation planning sessions. Sales leaders, how are you implementing this across ALL your reps? Want to talk about how we could help? Go here: https://lnkd.in/ghh8VCaf

Innovative 💡 Roads that charge electric vehicles (EVs) while driving, using wireless charging technologies like inductive coils embedded in pavement, offer significant advantages. They extend EV range, reducing range anxiety and the need for frequent charging stops, thus improving mobility by enabling seamless long-distance travel. For urban commuters, dynamic charging could reduce reliance on large battery packs, lowering vehicle costs and weight. By facilitating widespread EV adoption, these roads can significantly cut carbon emissions, as EVs produce zero tailpipe emissions compared to fossil-fuel vehicles. Studies suggest that if 1% of roads were electrified, EVs could achieve unlimited range, potentially reducing global transport emissions by up to 30% by 2050. However, high installation costs and infrastructure upgrades pose challenges. Integrating renewable energy sources into these systems could further enhance sustainability, making them a promising solution for decarbonizing transportation and improving mobility.

Transit ridership in the US has struggled to come back from the pandemic. In new research at Urban Institute, I investigate how the situation compares with France by exploring pre- and post-2020 ridership trends in both countries' largest urban areas: https://lnkd.in/ePKvMVpE Key facts: —Before the pandemic, ridership in French urban areas was on the rise—as it plateaued or declined in most US urban areas. —During the pandemic, ridership fell MUCH more in US urban areas than in France. —Since 2020, ridership in French areas has more than recovered, while it's still down in the US. What's interesting is that these trends extend across many different urban areas. While ALL large US urban areas saw declines in per-capita transit use from 2015 to 2024, most French urban areas actually saw an increase! That's especially true in places like Bordeaux, Nice, and Rennes. One big problem that I highlight is that US transit agencies simply aren't providing the level of service they did pre-pandemic! Almost all US urban areas had less transit service provided in 2024 than in 2019. The Denver urban area is particularly bad. That's hitting ridership. Check out the full research, which includes an interactive graph, here: https://lnkd.in/ePKvMVpE

In a landmark move that could set the tone for sustainable urban mobility across India, the Delhi Government has proposed a complete ban on petrol, diesel, and CNG two-wheelers from 15 August 2026. Only electric two-wheelers (EVs) will be allowed on the roads of the national capital from that date onwards. This is more than just a policy shift — it’s a clarion call for transformation. For a city that has consistently ranked among the most polluted in the world, this bold decision is an emotional and moral imperative. Every winter, Delhi gasps for breath. Children fall sick, the elderly suffer, and the daily commute becomes a battle against toxic air. The rising number of internal combustion engine (ICE) vehicles — especially two-wheelers — has been one of the major contributors to vehicular pollution in the city. According to a 2023 report by the Centre for Science and Environment, two-wheelers alone account for nearly 32% of vehicular pollution in Delhi. Transitioning to EVs is not just about cutting emissions — it’s about reclaiming the basic right to breathe clean air. But this transition isn’t without challenges. We need: - Robust EV infrastructure – widespread charging stations, battery-swapping facilities, and service centers. - Affordability– subsidies and financial support for middle and lower-income families who rely heavily on two-wheelers. - Awareness – mass campaigns to educate citizens on the long-term benefits of EV adoption. This decision reminds us that real change often begins with uncomfortable choices. It might disrupt lives initially, but the long-term rewards — cleaner air, healthier citizens, and a sustainable future — are worth every bit of the effort. To the policymakers: this is courage. To the citizens: this is our chance. To the rest of India: this is the beginning. Let’s ride into the future — silently, cleanly, and responsibly. #ElectricVehicles #Delhi #GreenIndia #Sustainability #PollutionControl #PolicyChange #EVRevolution #CleanAir #UrbanMobility #ClimateAction

Selling to ENT without changing your pricing model is like showing up to a black-tie event in flip flops. MM pricing models don’t survive in enterprise sales. Why? Because selling 1,000 licenses to an enterprise isn’t 20x harder than selling 50 - but if you don’t adjust your pricing strategy, it will be 20x more painful. Enterprise buyers don’t think in per user terms. They think in budgets, forecasts, and cost centers. They want predictability, not a CPQ nightmare where they’re adjusting seat counts every quarter. If you’re moving upmarket, here’s how to avoid looking like a tourist at the grown-ups’ table: 1. Kill per-user pricing for large accounts. Enterprise CFOs see per-user models as a ticking time bomb...every new hire adds cost. Instead, sell in committed tiers, annual volume contracts, or all-you-can-eat licenses. - Instead of “$50 per user, per month,” structure it as, “$X for up to 1,000 users.” - Price for usage, not headcount - think storage, API calls, transactions, etc. 2. Enterprise doesn’t “expand naturally.” Build in expansion from day one. For MM, you can land small and grow. Enterprise doesn’t work that way. - Ramp pricing: Year 1 at 60%, Year 2 at 80%, Year 3 at 100%. Predictable growth, no CFO freak-outs. - Auto-expansion clauses: If usage exceeds X%, licenses auto-scale. Protects you from procurement pulling a “we’ll just add seats later” stunt. 3. Enterprise buyers expect to “win.” Give them a win - without losing. These buyers are trained to negotiate. They want a lower per-unit cost, but they’ll commit bigger dollars to get it. - Introduce an ENT Rate...lower per-unit cost, but higher minimum commit. CFOs love “efficiency,” and you get more ARR locked in. - Structure custom packaging that makes them feel special. Limited access to beta features, priority support, or bundled services. Want to win in enterprise? Stop selling like an SMB rep. Price for scale, control the expansion, and let procurement “win” on terms that make your CFO smile.