How Tata Motors Dramatically Reduced CAC And Gained A New Perspective In Customer Acquisition
Background
Tata Motors is a $34B global automotive company with a wide portfolio across passenger vehicles, SUVs, trucks, buses, and defense vehicles. Like most large auto manufacturers, growth depends on reaching consumers at the moment they shift from browsing to buying, and doing it efficiently across both digital and real-world channels.
Challenge
Tata Motors faced a common problem in automotive marketing: it was difficult to identify who was actively in-market for a vehicle. The strongest signals of intent, such as visiting a Tata showroom or a competitor dealership, are real-world behaviors that most teams cannot reliably capture. Even when some signals exist, combining them with digital activity in a way that is usable for targeting usually requires heavy dataset acquisition, complex modeling, and specialized data science teams. Tata Motors needed a way to find high-intent buyers earlier and reduce customer acquisition costs without relying on a large internal technical buildout.
Approach
Tata Motors partnered with Infinite Analytics and SherlockAI to build a more complete view of purchase intent by connecting real-world dealership behavior with digital and consumer context signals. SherlockAI mapped the layout of car showrooms and tracked consumers visiting Tata and competitor dealerships. That dealership visitation layer was then blended with additional signals including where the device has shopped, prosperity level, dealership visitation patterns, and search behavior across platforms such as Google and car aggregators. These combined inputs were used to create classifiers that identified consumers with stronger intent to purchase a vehicle.
Solution
With these high-intent audiences defined, Tata Motors ran precisely targeted acquisition campaigns across major platforms including Facebook, Instagram, and Google. The outcome was a 75% reduction in customer acquisition cost, alongside improved digital leads in the passenger vehicle business. The work also supported broader commercial goals, including helping Tata Motors scale network expansion and gaining a new perspective on customer acquisition.
Compliance Note
SherlockAI utilizes strictly anonymized and aggregated data. No Personally Identifiable Information (PII) is used, stored, or shared. All methodologies are fully compliant with global privacy standards, including GDPR and CCPA.
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