Transform your customer presentations with one simple question that reveals why most automotive suppliers lose deals before they even start.

In this debut "Quick Fix" episode, Stéphane Lagresle shares a real story from a high-stakes customer meeting with a major OEM.

The Problem: A 45-minute technical presentation that never once mentioned the customer's name, logo, challenges, or goals. Sound familiar?

The Solution: The Dinner Party Test - a simple framework that asks whether your presentation style would work at a dinner party. If someone monopolized the entire conversation talking only about themselves, would you want to meet them again?

What You'll Learn:

• The one question that transforms customer presentations: "What do they need to hear?" (not what you want to tell them)
• How to create an Empathy Map that puts your key decision-maker at the center of your story
• A tactical implementation guide for researching customer challenges before every meeting
• Why you're competing against every other priority in the room, not just other suppliers

Perfect for: Sales teams, account managers, business development professionals, and anyone who presents to automotive customers.

Key Takeaway: In automotive, we're not just selling technology - we're competing for attention. Make your presentations about their success, not your features.

Connect with Stéphane on LinkedIn or visit thestorytellingtribe.com for more resources on automotive storytelling.

Tell us in the comment if you want more Quick Fixes like this!

"Under the Hood: Automotive Storytelling" uncovers the human narratives driving innovation in an industry that impacts lives worldwide. Hosted by Stéphane Lagresle, this podcast explores how the power of storytelling ultimately connects technology to humans.

🚀 AUTOMOTIVE SOFTWARE FROM B2C GIANTS DECODED

In this episode of "Under the Hood: Automotive Storytelling" from The Storytelling Tribe, we connect with Valentin Janiaut, Software Solution Task Leader at LG Electronics Vehicle Component Solutions and French engineer with a unique Korean automotive perspective, to explore how traditional electronics giants are redefining themselves in the software-defined vehicle era.

🎯 KEY INSIGHTS

From Electronics to Software Identity

LG's journey from being perceived purely as an electronics supplier to establishing credibility in automotive software required deliberate branding. The creation of "AlphaWare" wasn't just about naming products—it was about reshaping market perception and internal identity.

Engineering as Universal Language

Valentin's observation that engineering culture transcends national boundaries is significant. While French, British, and Korean automotive cultures differ, engineers share a common problem-solving mindset that enables collaboration.

The Open Source Future of Mobility

Learn why collaborative development models will eliminate redundant engineering efforts and how successful SDV implementation requires both getting and giving back to the community.

💡 PRACTICAL TAKEAWAYS

• Bridge Cultures Strategically: Leverage cross-cultural engineering mindset to transcend country-specific business approaches and connect with global teams
• Name Your Software Solutions: Create strong brand identity for software products to establish credibility beyond traditional hardware reputation
• Focus on Experience Over Features: Design solutions that enable end-to-end customer experiences rather than standalone technical capabilities
• Embrace Usage-Based Models: Develop digital services that deliver clear value every time they're used, justifying subscription or token-based pricing

🌟 ABOUT YOUR GUIDE

Valentin Janiaut brings over 10 years of automotive software experience spanning Korean and European markets. From launching R-Link 2 for Renault to creating LG's AlphaWare software suite, he's driven the evolution from hardware-centric to software-defined mobility. His LSE MBA combined with cross-cultural engineering expertise positions him uniquely to decode the future of automotive software.

Ready to discover the stories behind the steering wheel?

#UnderTheHood #AutomotiveStorytelling #SDV #LGAlphaWare #SoftwareDefinedVehicle

"Under the Hood: Automotive Storytelling" – Where technology meets narrative, and mobility's future is told through visionary voices.

"Under the Hood: Automotive Storytelling" uncovers the human narratives driving innovation in an industry that impacts lives worldwide. Hosted by Stéphane Lagresle, this podcast explores how the power of storytelling ultimately connects technology to humans.

🔐 THE SECURITY FOUNDATION DECODED

In this episode of "Under the Hood: Automotive Storytelling" from The Storytelling Tribe, we connect with Andrew Till, General Manager of Secure Platform at Trustonic and cybersecurity visionary with decades of experience across mobile and automotive ecosystems, to explore how security becomes the invisible foundation that enables automotive innovation.

🎯 KEY INSIGHTS

Hollywood vs. Reality: The Cybersecurity Narrative Challenge

Andrew reveals how Hollywood's glamorized hacker portrayal threatens talent recruitment, and how he proposes to flip the narrative and showcase cybersecurity as collaborative, diverse, and essential to automotive innovation.

The Chinese Security Leadership Revolution

Discover how Chinese OEMs have emerged as global cybersecurity leaders, driven by export ambitions and ecosystem-first vehicle design that demands robust security foundations.

Beyond Fear: Security as Revenue Enabler

Learn why the future of automotive cybersecurity lies not in fear-based selling but in positioning security as the invisible enabler of connected services, payments, and ecosystem partnerships.

💡 PRACTICAL TAKEAWAYS

• Start with Security: Build security into software development from day one, not as an afterthought
• Never Assume: Eliminate assumptions in security protocols – most breaches stem from human error and shared passwords
• Implement Periodic Attestation: Move beyond startup verification to regular 20-30 minute security health checks
• Embrace Hardware-Software Synergy: Optimize security solutions for specific chipsets rather than treating them as separate domains

🌟 ABOUT YOUR GUIDE

Andrew Till brings over 30 years of experience spanning mobile revolution to automotive transformation. From pioneering content stores at Motorola to leading Android ecosystem development at Symphony Telecom, through automotive innovation at Harman, Andrew now oversees Trustonic's mobile, automotive, and IoT security solutions. His passion: protecting people through technology that just works.

Ready to discover the stories behind the steering wheel?

#UnderTheHood #AutomotiveStorytelling #CybersecurityLeadership #ConnectedVehicles #SoftwareDefinedVehicles

"Under the Hood: Automotive Storytelling" – Where technology meets narrative, and mobility's future is told through visionary voices.

"Under the Hood: Automotive Storytelling" uncovers the human narratives driving innovation in an industry that impacts lives worldwide. Hosted by Stéphane Lagresle, this podcast explores how the power of storytelling ultimately connects technology to humans.

🔧 THE OPEN SOURCE REVOLUTION

In this new episode of "Under the Hood: Automotive Storytelling" from The Storytelling Tribe, we connect with Michael Plagge, VP Ecosystem Development at the Eclipse Foundation and former Alibaba Cloud executive, to explore how open source collaboration is transforming automotive software development from the ground up.

🎯 KEY INSIGHTS

European Pride vs. Global Progress: The "Not Invented Here" Challenge

Michael reveals how European developers' attachment to their methodologies creates barriers to open source adoption and why embracing external solutions is crucial for industry-wide transformation.

The Code-First Revolution: Beyond Standards to Implementation

Discover how modern software collaboration focuses on jointly developing source code rather than specifications, enabling immediate product integration versus traditional paper-based standards approaches.

The Safety-Service Balance: Automotive's Unique AI Challenge

Learn how the automotive industry must maintain life-critical safety standards while transitioning to service-oriented software development and integrating AI-powered tooling without compromising vehicle safety.

💡 PRACTICAL TAKEAWAYS

• Embrace External Solutions: Overcome "not invented here" syndrome by evaluating external technologies based on results, not origin
• Implement Top-Down Support: Secure board-level commitment for open source initiatives while fostering bottom-up developer engagement
• Focus on Non-Differentiating Components: Collaborate on middleware and basic software to reduce costs while maintaining competitive advantages in customer-facing features
• Adopt Code-First Collaboration: Shift from standards-based to implementation-based cooperation for faster, more effective software development

🌟 ABOUT YOUR GUIDE

Michael Plagge brings over 15 years of international automotive and tech experience across three continents. From leading business development at Alibaba Cloud to General Manager for Elektrobit in China, he now spearheads the Eclipse Foundation's automotive initiatives. His unique perspective bridges Eastern result-focused development culture with Western engineering traditions, making him ideally positioned to guide the industry's open source transformation.

Ready to discover the stories behind the steering wheel?

#UnderTheHood #AutomotiveStorytelling #OpenSource #SoftwareDefinedVehicle #EclipseFoundation

"Under the Hood: Automotive Storytelling" – Where technology meets narrative, and mobility's future is told through visionary voices.

"Under the Hood: Automotive Storytelling" uncovers the human narratives driving innovation in an industry that impacts lives worldwide. Hosted by Stéphane Lagresle, this podcast explores how the power of storytelling ultimately connects technology to humans.

🔧 THE TESTING REVOLUTION DECODED

In this new episode of "Under the Hood: Automotive Storytelling" by The Storytelling Tribe, we connect with Robert Fey, known across the industry as "Mr. Broken Testing" and creator of the Automotive Test Efficiency Framework (ATEF) at Synopsys, to explore how automotive testing must evolve from hardware-driven legacy approaches to software-first methodologies that enable true digital transformation.

🎯 KEY INSIGHTS

Legacy vs. Innovation: The Testing Time Trap

Robert reveals how automotive's traditional waterfall, hardware-driven testing creates 20-week feedback loops that kill innovation velocity and why fast feedback within 24 hours is essential for software-defined vehicles.

The ATEF Method: From Chaos to Clarity

Discover the systematic framework that transforms tool evaluations from "comparing logos" to evidence-based efficiency scoring, enabling teams to measure testing maturity and identify improvement opportunities.

The SDV Shift: Product Over Project

Learn why the industry must abandon project-based thinking for product-centric approaches, where software reuse across vehicle generations demands fundamentally different testing strategies and organizational structures.

💡 PRACTICAL TAKEAWAYS

• Start Small, Test Smart: Begin unit testing at the smallest software components to exponentially reduce complexity and testing overhead
• Demand Fast Feedback: Establish 24-hour feedback loops between code changes and test results to maintain development velocity
• Score Your Efficiency: Use standardized frameworks like ATEF to benchmark testing capabilities and identify specific improvement areas
• Bridge the Gap: Position testers closer to development teams to eliminate communication delays and accelerate problem resolution

🌟 ABOUT YOUR GUIDE

Robert Fey brings over 15 years of automotive experience from hands-on development to leading 40+ verification engineers. After driving IT transformations at major OEMs, he joined Synopsys where he leads business development and product management for TPT testing tools. His passion for fixing "broken testing" led to creating ATEF, launched in 2025 to revolutionize how the industry approaches testing efficiency.

Ready to discover the stories behind the steering wheel?

#UnderTheHood #AutomotiveStorytelling #TestingRevolution #ATEF #SoftwareDefinedVehicle

"Under the Hood: Automotive Storytelling" – Where technology meets narrative, and mobility's future is told through visionary voices.

"Under the Hood: Automotive Storytelling" uncovers the human narratives driving innovation in an industry that impacts lives worldwide. Hosted by Stéphane Lagresle, this podcast explores how the power of storytelling ultimately connects technology to humans.

🔧 THE SAFETY SOFTWARE DECODED

In this illuminating episode of "Under the Hood: Automotive Storytelling" from The Storytelling Tribe, we sit down with Alexander Much, former Director of Functional Safety, Cybersecurity and Open Source at Elektrobit and seasoned automotive software expert with 22 years of industry experience, to explore the critical intersection of software complexity and functional safety in modern vehicles.

🎯 KEY INSIGHTS

Silicon Valley vs. Detroit: The Integration Challenge

Alexander reveals how automotive companies evolved from hardware-focused manufacturers to software-dependent organizations, and why most OEMs still lack clear business models for post-sale software maintenance.

The Mathematics of Automotive Safety Cases

Discover how modern cars require 50-100 individual safety cases per vehicle, creating unprecedented regulatory complexity.

The Future of Software-Defined Safety

Learn why functional safety is moving toward increased government regulation if the industry fails to maintain societal acceptance, especially as autonomous systems enter the market.

💡 PRACTICAL TAKEAWAYS

• Embrace Societal Context: Understand that functional safety definitions vary by region and time period – what's acceptable changes with societal norms
• Invest in Software Quality: Recognize that half of software costs occur after the car hits the road, requiring new business models for ongoing maintenance
• Focus on Function Over Technology: Prioritize what the software does for users rather than technical specifications when communicating value
• Enable Through Education: Never demand compliance without enabling engineers to understand complex concepts standards and safety protocols

🌟 ABOUT YOUR GUIDE

Alexander Much brings 22 years of automotive software experience from working student to Director level at Elektrobit. He's been instrumental in AUTOSAR's early implementation, served as a principal automotive SPICE assessor and functional safety auditor, and led the groundwork for the first automotive HPC project now on roads.

Ready to discover the stories behind the steering wheel?

#UnderTheHood #AutomotiveStorytelling #FunctionalSafety #AutomotiveSoftware #ISO26262

"Under the Hood: Automotive Storytelling" – Where technology meets narrative, and mobility's future is told through visionary voices.

"Under the Hood: Automotive Storytelling" uncovers the human narratives driving innovation in an industry that impacts lives worldwide. Hosted by Stéphane Lagresle, this podcast explores how the power of storytelling ultimately connects technology to humans.

🚀 THE FLEET SOFTWARE DECODED

In this episode of "Under the Hood: Automotive Storytelling" from The Storytelling Tribe, we connect with Lina Wölm, Director of Brand Communications and Product Marketing at Shiftmove and accomplished expert in strategic communications, to explore how fleet management is transforming from manual operations to AI-driven mastery.

🎯 KEY INSIGHTS

Traditional vs. Tech-First: The Fleet Management Divide

Lina reveals how the fleet industry is a patchwork of very different companies, some using high technology and others still using Excel, and how software-first companies navigate this cultural transformation.

The Consulting-Technology Hybrid Strategy

Discover how Shiftmove combines AI-powered platforms with human expertise to unlock hidden business KPIs that fleet managers never knew existed.

The Cultural Integration Formula

Learn how successful tech companies merge distinct corporate cultures (Swiss precision, German engineering, French networking) under unified brand umbrellas while respecting market-specific needs.

💡 PRACTICAL TAKEAWAYS

• Educate Before You Sell: Help customers identify problems they don't know they have rather than just showcasing technical features
• Leverage Physical Interaction: Bring distributed teams together regularly – the "chitchat between breaks" builds stronger cross-functional relationships
• Create Umbrella Branding: Use unified brand messaging while maintaining product-specific approaches for different market regulations
• Focus on Business Impact: Show fleet managers how their operations can drive company-wide KPIs and cost savings, not just operational efficiency

🌟 ABOUT YOUR GUIDE

Lina Wölm brings 18 years of cross-disciplinary marketing experience across dynamic international tech companies. Her expertise spans strategic communications at Solar, advertising technology at Plista (25 markets), and currently leading brand transformation at Shiftmove. She specializes in translating complex technology into compelling narratives that drive business results.

Ready to discover the stories behind the steering wheel?

"Under the Hood: Automotive Storytelling" – Where technology meets narrative, and mobility's future is told through visionary voices.

"Under the Hood: Automotive Storytelling" uncovers the human narratives driving innovation in an industry that impacts lives worldwide. Hosted by Stéphane Lagresle, this podcast explores how the power of storytelling ultimately connects technology to humans.

⚡ THE TRANSFORMATION BLUEPRINT DECODED

In this episode of "Under the Hood: Automotive Storytelling" from The Storytelling Tribe, we connect with Dr. Jan Wehinger, Partner at MHP and automotive transformation expert, to explore how the industry is navigating the complex shift from hardware-defined to software-defined vehicles while managing unprecedented cultural transformation.

🎯 KEY INSIGHTS

Tech Giants vs. Traditional OEMs: The Cultural Collision

Jan reveals how over 50% of SDV transformation success depends on cultural change, not technology implementation, and why traditional automotive companies face unique challenges compared to greenfield players.

The Partnership Evolution Strategy

Discover how the industry is shifting from competitive advantages to collaborative advantages, requiring new partnership models between OEMs, Tier 1s, and tech companies to succeed in the SDV era.

The AI-Driven Future of Automotive Leadership

Learn how AI agents will begin guiding employees and why autonomous driving – not monthly subscriptions – will be the real business model game-changer for software-defined vehicles.

💡 PRACTICAL TAKEAWAYS

• Deploy Strategy Rapidly: Abandon massive PowerPoint decks, go for immediate execution and continuous re-steering in fast-changing markets
• Prioritize Cultural Transformation: Invest 50%+ of transformation resources in changing organizational mindset from hardware to software-defined thinking
• Evaluate Partnership Portfolio: Assess collaborative advantages over competitive ones when building SDV capabilities with tech partners
• Focus on Trust-Building: Leverage traditional automotive brand heritage for safety-critical features like autonomous driving differentiation

🌟 ABOUT YOUR GUIDE

Dr. Jan Wehinger brings over a decade of experience in automotive transformation consulting. Partner at MHP (a Porsche company) since 2019, previously Senior Manager and researcher at Volkswagen focusing on future trends and innovation management. Currently leads strategic craftsmanship initiatives combining technology implementation with organizational change across Europe, China, UK, and US markets.

Ready to discover the stories behind the steering wheel?

#UnderTheHood #AutomotiveStorytelling #SDV #AutomotiveTransformation #AIInAutomotive

"Under the Hood: Automotive Storytelling" – Where technology meets narrative, and mobility's future is told through visionary voices.

"Under the Hood: Automotive Storytelling" uncovers the human narratives driving innovation in an industry that impacts lives worldwide. Hosted by Stéphane Lagresle, this podcast explores how the power of storytelling ultimately connects technology to humans.