In the fast-moving world of shared mobility, diversifying revenue streams is key to stability and growth. An API-first platform keeps the business running smoothly while it evolves to meet new challenges. B2B is one of the clearest opportunities to expand into.
A combined approach beats going it alone
Inflation, the cost-of-living squeeze, and the end of cheap money can make expansion feel daunting. But challenging times bring innovation, too. Rather than choosing between a SaaS platform and in-house development, the strongest move is usually to combine them: lean on a proven platform, then build the few tailor-made features your specific market needs. That lets you:
- make strategic decisions: tailor services to your market
- build unique offerings that set you apart from competitors
- cut time to market by building on a platform that already carries the data and the hard-won lessons
- avoid hidden costs from tech teams, servers, and integrations, so you can plan better
What is B2B in shared mobility?
Shared mobility usually brings to mind B2C: individuals renting or sharing vehicles. B2B is a distinct opportunity: services tailored to the members of an organization or community. Think a hotel offering guests scooters for local sightseeing, or a company giving employees discounted access to shared vehicles for commuting and business trips. The operator partners with another entity, creating value for everyone, cutting corporate carbon footprints and opening a new revenue stream.
Franchising plays a role too. A common model has an operator partnering with delivery platforms or other operators: a franchisor providing a complete operating system (brand, products, services, operational framework) plus support like site selection, training, and marketing, so a franchisee can enter the market with confidence.
Three B2B revenue models
Model A: Fleet-as-a-Service & delivery partnerships
- Fleet-as-a-Service: provide fleets of micro-mobility vehicles or cars to businesses on subscription or rental, so they offer mobility without owning vehicles.
- Last-mile delivery: partner with delivery companies to optimize urban deliveries on your micro-mobility fleet.
A typical B2B fleet journey: agree fleet size and vehicle types; set up a dedicated fleet and pricing; roll out registration and comms for employees; track sign-up and usage; then invoice and streamline payments using the company-profile feature.
Model B: Corporate subscription partnerships
Offer discounted or subsidized access as part of an employee-benefits package to incentivize commuting: provide promotion codes or sign-up links, apply discounted pricing plans (free minutes, unlocks), and use benefit passes for registration and pricing.
Model C: White-label franchising
Offer your service and technology under another company's branding, so they provide micro-mobility seamlessly inside their own brand identity.
All three plug into the platform, with customized registration flows, dynamic pricing, incentive and parking zones, flexible subscription plans, and benefit passes.
How to start: a step-by-step guide
- Identify potential partners. Research businesses that fit your service and would benefit from micro-mobility, then reach out proactively.
- Customize offerings. One size doesn't fit all in B2B. Adapt to each partner's needs to deliver maximum value and optimize fleet utilization.
- Set up the right infrastructure. Make sure your technology and fleet are primed for B2B, with a provider that can handle the technical side.
- Run pilot programs. Test and refine with a few select partners, gather feedback, and find what to improve before scaling.
- Scale up. Expand to more partners and regions, using the learnings from your pilots for a smooth rollout.
Features that simplify B2B
- Pre-booking: let users reserve vehicles in advance so availability is guaranteed.
- Bluetooth unlock: seamless, secure vehicle access.
- Company profiles: link employees to company accounts and bill to a company card.
- Location-based registration: targeted onboarding and dedicated B2B locations.
B2B is a genuine gateway to expansion and higher profitability. For the operator side of this (pool vehicles, consolidated billing, self-serve portals), see corporate & B2B fleets.
