Why electrification matters for your fleet

• Briefly describe the business outcome that would make a successful electrification program worth it for your leadership.
• How soon does your board or regulator expect fifty percent electrification or zero-emission compliance? Options: Within 6 months, 6–12 months, 1–2 years, More than 2 years, No formal deadline
• Who within your organization will be held accountable if the electrification program misses its target?
• Which KPIs will the CFO use to judge success, for example payback period, TCO delta, uptime, or something else? Options: Payback period, Total cost of ownership, Vehicle uptime, Energy cost per mile, Other
• Are there hard procurement windows, grant application deadlines, or mandate dates that cannot be moved? Options: Yes, fixed dates, Some flexibility (+30 days), Flexible within a quarter, No fixed dates

Where your trucks really earn their keep

• If a single representative route failed after electrification, how much program delay would that trigger for you? Options: Pilot rework only (weeks), Delay rollout by 3–6 months, Delay rollout by 6–12 months, Program pause and reassessment
• Walk me through a typical route from first dispatch to return, noting stops, dwell time at each stop, and typical payload.
• How many miles, average speed, and approximate elevation change does a representative route include?
• When was the last time you altered route structure to meet operational constraints, and what forced that change?
• Which routes do you already suspect are at or beyond realistic EV range even after optimization? Options: Long rural routes, High payload urban routes, Cold-climate routes, Hilly/regional routes, None
• What single route characteristic would make you stop a pilot before full deployment? Options: Insufficient range margin, Inability to charge during turnaround, Unacceptable driver safety impact, Unresolved utility constraint, Other

What's getting in the way — infrastructure and people

• What single infrastructure or human constraint has already delayed past projects at your organization?
• Describe your depot power capacity and whether meter or service upgrades are already budgeted or planned. Options: Existing service adequate, Service upgrade planned, No upgrade planned yet, Multiple depots with mixed status
• Who owns interactions with the local utility and interconnection requests, and how do they prioritize these projects?
• Do you currently meter energy by vehicle, by charger cluster, or only at the building level? Options: Per vehicle, Per charger cluster, Building-level only, No metering in place
• Rate the accessibility of your route, telematics, and energy data for analysis on a scale of 1–5. Options: 1 - Not accessible, 2, 3, 4, 5 - Fully accessible
• Select what you would do if the utility cannot guarantee interconnection within your need-by date. Options: Delay rollout, Proceed with partial deployment, Use temporary mobile charging, Cancel project

The other paths you're weighing

• Name the single scenario in which your current provider or an internal build is actually the better long-term option for you.
• List the options you are actively considering, for example incumbent OEM, internal charging build, other EV manufacturers, or a managed integrator. Options: Incumbent OEM, Internal charging build, Other EV manufacturers, Managed integrator/turnkey partner, Leasing/operator model
• Under which conditions would you choose to remain with your current approach instead of switching?
• Has anyone inside proposed solving charging and energy management without an outside partner, and if so who would run it? Options: Yes - facilities team, Yes - operations team, Yes - third-party PM, No internal proposal yet
• Could you commit to sign within 7 days if a pilot met your success criteria and incentives were confirmed? Options: Yes, immediate, With final internal approvals, No, need more time

How drivers and operations must accept change

• Imagine a driver returns mid-shift with an out-of-charge vehicle, who gets pulled into the incident and what happens next operationally?
• Walk me through your current driver training and feedback loop for introducing a new vehicle type.
• Describe your process for capturing driver feedback, and who signs off on changes driven by that feedback.
• Do your technicians and trainers require specific language skills or certifications to work on electric vehicles? Options: Yes, certifications required, Yes, language requirements, No formal requirements yet, Planning to upskill
• List any shifts or turnaround time windows you cannot change without breaking service level agreements.
• Would you pause the rollout if driver acceptance failed to reach your agreed threshold, or require operational changes instead? Options: Pause rollout, Require operational changes and continue, Proceed with mitigations

Pilot design that proves or disproves viability

• Does a pilot that only runs on your easiest routes convince your CFO that full deployment is safe? Options: Yes, No, Only with independent validation
• Provide the names or route IDs of the representative routes and vehicle types you would nominate for a 5–20 vehicle pilot, including typical payload and daily miles.
• Which performance windows must the pilot include to be meaningful, for example extreme cold, peak load day, or full payload runs? Options: Cold-weather runs, Peak-delivery days, Full-payload runs, Night shift starts, All of the above
• Select the acceptance gates you require from the pilot: range validation, turnaround charging time, uptime percentage, energy cost accuracy. Options: Range validation, Turnaround charging time, Vehicle uptime target, Energy cost within 10% of forecast
• If the pilot proves the numbers and incentives are confirmed, what internal step would accelerate procurement to a signed agreement? Options: Immediate PO, Budget reforecast, Executive sign-off meeting, Further executive review

Site and electrical readiness — can we actually build this?

• Assume the utility requires a service upgrade that adds 6–12 months, what contingency would you choose? Options: Delay deployment, Staged deployments at capable sites, Temporary mobile charging, Cancel project
• Provide current service size in amps, main breaker rating, and whether this is a single site or multiple depots.
• Identify the owners of site access, permitting, and landlord approval and the fastest contact method for each.
• Are single-line electrical drawings and an as-built site plan available for the selected depot(s)? Options: Yes, ready, Available but need digitization, Not available
• Enter the typical permit approval time in weeks and the name of the issuing authority for each site.
• Select the option you would choose if a site upgrade extended beyond your target window: delay, staged rollout, or cancel. Options: Delay full rollout, Staged rollout at available depots, Cancel or pause program

Commercial guardrails and must-have terms

• Tell us the contractual term that would make your CFO walk away immediately.
• Identify the incentives or grants you plan to rely on and their current status, for example applied, approved, or awarded. Options: Applied, Approved, Awarded, Not applied / not eligible
• State whether you require warranty terms beyond the vendor standard and specify which components if so. Options: Battery warranty extension, Powertrain warranty extension, Telematics/software SLAs, No extension required
• Name the approvers for procurement and capital budgets and the approval thresholds they control.
• Select the commercial milestones that must be met before payment or delivery: warranty acceptance, interconnection, pilot success, incentives secured. Options: Warranty acceptance, Utility permission to operate, Pilot success, Incentives confirmed
• Would the CFO sign if final pricing exceeded forecast by 3% but all other acceptance gates were met? Options: Yes, No, Only with additional incentives or cost offsets

Acceptance criteria that prove readiness

• Suppose the pilot matches projected energy costs but vehicle uptime is 5 percentage points below target, would you accept, require remediation, or halt? Options: Accept with remediation plan, Require remediation before scaling, Halt rollout
• Enter the quantitative thresholds for pilot success: minimum range buffer (miles), maximum charging time during duty window (minutes), minimum vehicle availability (%), and acceptable energy cost variance (%).
• Please state the person who will sign the pilot acceptance report and the typical timeline for their decision after pilot completion.
• Indicate whether you require independent third-party range validation or lab testing to accept battery performance. Options: Yes, independent validation required, Optional but preferred, No, internal validation sufficient
• Choose one action you would take if battery degradation exceeded projections: proceed, require further testing, or halt. Options: Proceed with additional monitoring, Require follow-up testing and remediation, Halt deployments

Next steps and timeline to a decision

• Can your procurement team issue a purchase order within 30 days if pilot acceptance and incentives are confirmed this month? Options: Yes, within 30 days, Needs executive sign-off, No, longer timeline
• Enter the names and roles of decision-makers required for rollout approval and their availability windows.
• Share the fixed timeline pressures such as mandate dates or grant expirations, and note any flexible windows.
• Choose the next-step actions that would accelerate this to a signed rollout within 90 days: confirm incentives, utility commitment, pilot success, financing. Options: Confirm incentives, Utility commitment to interconnection timeline, Pilot success metrics met, Financing approved
• Point to the single missing element that would make you pause the rollout if it is not in place. Options: Utility permission to operate, Incentives secured, Pilot acceptance, Capital approval

• Solution Experience Session

• Confirm the current state and its cost
• You confirm the documented current state and the quantified cost to operations and program momentum.
• Provide anonymized route telemetry, representative payload profiles, and vehicle duty cycles for the selected pilot routes within 5 business days.
• You confirm the proposed vehicle range outcomes and charging schedule meet the representative route and climate scenarios.
• Walk through route-by-route range and charging model
• Deliver a route-specific range validation report and an initial depot charging design that includes charger counts and suggested power ratings within 7 business days after receiving route telemetry.
• Prove the depot charging and energy management solution
• Provide the site's single-line electrical diagram and current utility interconnection status for any candidate depot within 5 business days.
• You agree on concrete pilot success metrics and the minimal evidence package required to recommend rollout.
• Map service, uptime, and warranty to operational risk
• You and the seller align on remaining risks that require mitigation before committing to a deployment timeline.
• Confirm internal decision timeline and pilot budget guardrails so acceptance criteria map to your procurement checkpoints.
• Define pilot success metrics and acceptance gates
• Validate that this maps to what you described
• Agree next steps and remaining risks

• Solution Experience Session
• Solution Experience Deck
• Solution Brief

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• Deliver and Commission Electric Vehicles
• Run Pilot Fleet Deployment (5–20 Vehicles)
• Engineer and Install Depot Charging Systems
• Perform Depot Electrical Upgrades and Permitting Package
• Manage Utility Interconnection and Incentive Applications
• Deploy Energy Management and Fleet Charging Software
• Integrate Vehicle Telematics with Fleet Systems
• Provide Onsite Driver Training and Charging Certification
• Supply Warranty and Preventive Maintenance Program
• Structure Financing and Incentive Qualification Options
• Deliver Battery Degradation Forecast and Replacement Plan
• Provide 24/7 Remote Monitoring and Uptime Support

Deliver and Commission Electric Vehicles

• Provide the total count of vehicles by model and VIN range included in this delivery.
• List the route IDs or route names used for commissioning range and load testing.
• Do you require factory pre-delivery inspection evidence including VIN checklist and battery state-of-health report? Options: Yes, No
• Specify the minimum in-service range test on a representative route in miles and the payload used for acceptance.
• Name the authorized signer and title who will complete the vehicle handover receipt. Options: Fleet Director, Operations Manager, Maintenance Lead, Other
• Select commissioning services you want included on delivery day (driver familiarization, telematics pairing, SoH baseline). Options: Driver familiarization, Telematics pairing, SoH baseline test, None, Other

Run Pilot Fleet Deployment (5–20 Vehicles)

• Provide the number of pilot vehicles and list the route IDs included in the 5–20 vehicle pilot.
• Select the pilot KPIs to monitor (range per route, mean distance between failures, dwell-time charge throughput). Options: Range per route (miles), Mean distance between failures (miles), Turnaround charge time (minutes), Energy cost per mile, Driver satisfaction
• What pass/fail acceptance criteria will confirm pilot success for range, uptime, and charging turnaround?
• Estimate the representative daily duty cycle per pilot vehicle including miles, shifts, and typical payload in lbs.
• Who on your team will own pilot operations, data review, and acceptance sign-off? Options: Fleet Director, Operations Manager, Maintenance Lead, Other
• Attach the telematics or route data file types you can provide (CSV route logs, GPX, OEM telematics export). Options: CSV route logs, GPX, OEM telematics export, No data yet, Other

Engineer and Install Depot Charging Systems

• Upload the site single-line diagram (SLD) or state main service capacity and spare breaker count.
• Identify the point-of-interconnection (POI) location and meter number for charger tie-in.
• Specify charger power per port in kW and connector standard required per stall (e.g., CCS) by bay.
• What commissioning acceptance test is required to demonstrate simultaneous charge power and charge-control response?
• Describe site layout constraints we must accommodate (dock positions, trailer swing radius, clearances in feet).
• Will on-site backup generation or battery energy storage be used for peak shaving or resiliency during charging? Options: Yes, No, Planned but not installed

Perform Depot Electrical Upgrades and Permitting Package

• Provide existing service voltage, ampacity, and upload the latest utility service agreement or meter details.
• List required permits by jurisdiction (building, electrical, fire) and name the local authority having jurisdiction contact.
• Do you want a contractor to prepare permit documents and attend plan review meetings on your behalf? Options: Yes, No
• Specify site constraints affecting excavation, trenching, or transformer pad placement (easements, underground utilities).
• Who will own electrical upgrade capital costs and what internal budget code should be used for invoicing? Options: Capital budget, Operating budget, Shared cost, Other
• Estimate target timeline for permit approval and upgrade completion that aligns with your deployment milestones. Options: <6 weeks, 6-12 weeks, 12-24 weeks, Custom

Manage Utility Interconnection and Incentive Applications

• State the utility account number and any existing interconnection application reference for the site.
• Which interconnection outcome has the utility indicated (no upgrade, service upgrade required, distribution upgrade required)? Options: No upgrade required, Service upgrade required, Distribution upgrade required, Unknown / needs study
• Should we submit incentive applications on your behalf for state rebates, federal credits, or utility programs? Options: Yes, No
• List the interconnection study deliverables or utility timelines they've given (feeder study, protection coordination, estimated weeks).
• Who is the utility account owner and primary contact for metering and site access coordination?
• What is the site's rate structure for demand charges and approximate monthly kWh and peak kW usage?

Deploy Energy Management and Fleet Charging Software

• Which on-site EMS or BEMS endpoint is available for integration (Modbus, BACnet, REST API)? Options: Modbus, BACnet, REST API, None, Other
• Provide your peak-period charge avoidance windows and target maximum site demand in kW.
• Should we schedule vehicle charging according to time-of-use tariffs and driver shift schedules? Options: Yes, No
• Specify the fleet management system or telematics API endpoint and preferred authentication method for two-way control.
• What integration acceptance test do you want (remote start/stop within seconds, load-limiting accuracy within percent)?
• Select the reporting cadence and KPIs for the energy management dashboard (daily kWh/vehicle, demand profile, cost per mile). Options: Daily kWh per vehicle, Demand profile by hour, Charging cost per mile, Monthly cost trend, Other

Integrate Vehicle Telematics with Fleet Systems

• Which telematics device model or provider is in your vehicles and list available data fields (battery SOC, odometer, fault codes)?
• Are you requiring real-time state-of-charge and charging session telemetry to populate your fleet management system? Options: Yes, No
• Indicate the API format or file export you prefer (REST JSON, SFTP CSV, MQTT) and desired polling interval. Options: REST JSON, SFTP CSV, MQTT, Other
• Who in IT will provide credentials and handle API whitelisting, and what IP ranges will be allowed?
• What data retention policy and privacy rules apply to driver telematics and trip logs at your organization? Options: 12 months, 24 months, Custom
• List the telematics event mappings you require for alerts (low SOC, charge failure, vehicle fault) and the notification recipients.

Provide Onsite Driver Training and Charging Certification

• How many drivers require onsite training and over how many sessions? Options: <10, 10-25, 25-50, 50+
• Which operational tasks must drivers be certified for (depot plug-in procedure, pre-trip battery checks, emergency lockout/tagout)? Options: Depot plug-in procedure, Pre-trip battery checks, Emergency lockout/tagout (LOTO), Basic charger troubleshooting
• Choose whether you prefer printed training materials, e-learning modules, or both. Options: Printed, E-learning, Both
• Name the site's safety officer who should be included on training sign-off documentation.
• Specify pass criteria to certify a driver (successful plug/unplug, start charging, safety quiz score percentage).
• Would you like refresher training and what cadence do you prefer (6, 12, 18 months)? Options: 6 months, 12 months, 18 months, No

Supply Warranty and Preventive Maintenance Program

• State the minimum warranty duration and coverage levels you require for battery capacity and drivetrain components (months, miles).
• Which preventive maintenance intervals do you prefer for vehicles (service every X miles or Y months)? Options: 5,000 miles / 6 months, 10,000 miles / 12 months, Custom
• Indicate whether depot-level spare parts kits should be stocked and provide a preliminary parts list if yes. Options: Yes, No
• Who will be the designated maintenance contact and what response SLA do you require for after-hours failures? Options: 4 hours, 8 hours, Next business day, Custom
• Identify the battery state-of-health threshold you want forecasted for replacement planning (percentage at years or miles).
• Choose whether you prefer a bundled preventive maintenance contract, pay-as-you-go, or hybrid pricing. Options: Bundled PM contract, Pay-as-you-go, Hybrid

Structure Financing and Incentive Qualification Options

• Select financing term lengths that align with your budgeting plan (36, 48, 60 months) and lease preference. Options: 36 months, 48 months, 60 months, Custom
• Will you claim federal investment tax credits and who is your tax advisor for coordination? Options: Yes, No
• List state or utility incentive programs you plan to target and attach any prior award letters or application IDs.
• Who is authorized to sign financing agreements and what internal approval cadence is required? Options: CFO, Fleet Director, Procurement Officer, Other
• Would you like a total-cost-of-ownership model customized to your fuel, maintenance, and energy rates for a 5-7 year hold period? Options: Yes, No
• Indicate whether performance guarantees tied to financing (uptime, energy savings) are required. Options: Yes, No

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• Purchase Agreement
• Master Services Agreement (MSA)
• Statement of Work (SOW)
• Order Form & Price Schedule
• Acceptance Test Protocol
• Delivery & Milestone Schedule
• Warranty & Maintenance Agreement
• Service Level Agreement (SLA) & Performance Remedies
• Incentives & Rebate Assignment Agreement
• Utility Interconnection & Agent Authorization
• Change Order Agreement
• Public Sector Procurement & Security Rider

• Go-live Health Check (weeks 1-4)
• First Outcomes Measurement (weeks 4-10)
• Acceptance Gate Review (around day 90)
• Quarterly Success Review (ongoing quarterly)

• Publish the prioritized enhancement backlog and commit to delivery windows for items accepted for the next quarter.
• Restate Solution Scope acceptance criteria and numeric targets
• Produce a single documented acceptance decision that records pass/fail per Solution Scope criterion and captures the named signatory or buyer-decision record.
• Confirm incumbent decommissioning status, archive completion, and closure of fallback processes to prevent dual-system usage.
• If any criteria failed, agree a remediation schedule with owners and dates to reach acceptance within the agreed remediation window.
• Publish the signed acceptance record or buyer-decision document along with the evidence package.
• Complete incumbent system switch-off or read-only transition and provide proof of data archival and contract disposition.
• Execute remediation tasks for failed criteria and schedule a follow-up evidence review on the agreed date.
• TCO realization and cumulative savings
• Validate whether year-to-date cumulative TCO delta ($) is tracking toward the Mutual Commit breakeven timeline and identify drivers of any variance.
• Ensure charger availability (%) and average vehicle uptime (%) meet Solution Scope targets or have mitigation plans in place.
• Have a prioritized backlog with owners and committed timelines for the next quarter.
• Produce a TCO variance report that itemizes the primary drivers of difference from the Mutual Commit model and recommended corrective steps.
• Deliver a schedule for resolving top operational incidents with owners and expected completion dates.
• Re-confirm success criteria and owners
• Confirm deployment components (chargers, vehicles, network endpoints) are commissioned or have documented next actions.
• Identify top 3 blockers with owners and committed resolution dates.
• Verify driver onboarding completion rate and initial charge-session activity to proceed to first measurement.
• Publish a remediation plan for each open blocker with owner and target resolution date.
• Provide commissioning test logs and certificate of energization for each site where complete.
• Share driver training roster and confirmation of completion for active drivers in the pilot cohort.
• Present first-period outcomes vs Solution Scope targets
• Determine whether average vehicle uptime (%) and energy cost per mile ($/mi) are moving toward the Solution Scope targets and quantify the gap if present.
• Establish a prioritized corrective action plan with owners and firm completion dates to close any gaps prior to the acceptance gate.
• Confirm which routes require no change and which require operational adjustments to meet range and charging expectations.
• Deliver cleaned telemetry extracts and a root-cause analysis for each metric gap within 7 business days.
• Implement agreed short-term charger scheduling or software parameter changes and report back with initial impact metrics.
• Confirm the target date for the acceptance gate and circulate the agenda and required evidence list.
• Deployment and commissioning validation
• Operational performance review
• Root-cause diagnosis for gaps
• Present outcome evidence against each criterion
• Agree corrective actions and owners
• Document pass/fail per criterion and formal acceptance decision
• Open issue and enhancement backlog
• Early adoption and usage signals
• Confirm timeline to acceptance gate
• Open issues and blockers with owners
• Incumbent system decommissioning and fallback closure
• Confirm next quarter focus and owners
• Agree remediation plan for any failed items
• Immediate remediation actions