"WEX: Fleet Cards" features Mark Tomasovic from Energize Capital. They discuss WEX's fleet card market dominance and its history. They delve into the evolution of the gas station distribution system and the threats and solutions for electric vehicle drivers. The logistics of electric charging for fleet vehicles and WEX's investments in EV technology are also covered. Lastly, they explore customer acquisition, managing complexity, and the expansion into other industries.

This is Jesse Pujji and today we’re breaking down ChargePoint. ChargePoint is the clear market leader in the United States for electric vehicle chargers. Founded in 2007 by five technical founders, the business has ridden the wave of EV growth and has manufactured some 40% of charging points in the US.  To break down ChargePoint, I’m joined by Mark Tomasovic, a principal at Energize Ventures and a previous guest on our show. We discuss the challenges of a commoditized business, how ChargePoint is leading the EV land grab, and why the US is at a particularly interesting point for EV adoption. Please enjoy this business breakdown of ChargePoint. For the full show notes, transcript, and links to the best content to learn more, check out the episode page here. ----- Business Breakdowns is a property of Colossus, LLC. For more episodes of Business Breakdowns, visit joincolossus.com/episodes. Stay up to date on all our podcasts by signing up to Colossus Weekly, our quick dive every Sunday highlighting the top business and investing concepts from our podcasts and the best of what we read that week. Sign up here. Follow us on Twitter: @JoinColossus | @patrick_oshag | @jspujji | @zbfuss | @ReustleMatt Show Notes[00:02:16] - [First question] - What ChargePoint is[00:03:26] - Their size, scale and revenue today[00:04:21] - The history of ChargePoint and the EV charging sector [00:06:25] - How the industry has evolved and important metrics to understand [00:08:18] - Who the main players are in the EV charging infrastructure layer[00:10:46] - The role auto manufactures play and their relationship with this world[00:12:05] - Tesla’s closed wall network and ChargePoint’s open network[00:13:05] - Competitive advantages in the EV charging landscape[00:15:45] - Whether or not sales and marketing is unique to ChargePoint [00:16:47] - Other unique arrangements that will unlock the pace of their land grab[00:18:37] - The various lines of P&L and how to think about them[00:19:34] - The three levels of chargers and costs associated with them [00:21:52] - What goes into their gross profit margins and cost of revenue [00:22:50] - How their gross margin compares to their competitors[00:23:41] - What they’re trying to accomplish with their high R&D spend[00:24:49] - What they’re investing in and betting on for the future by spending cash[00:25:38] - Expectations of future growth for the next couple of years[00:26:46] - Growth over the long-term trajectory and the car to charger ratio[00:29:14] - Their main flywheels that give them a competitive advantage [00:30:53] - The big buckets of customer segments and end point leverage[00:32:09] - What the life expectancy of a charger is[00:33:13] - The regulatory environment writ large [00:34:39] - Bull case for ChargePoint over the next five to ten years [00:37:36] - Reasons why ChargePoint might not succeed over the next five to ten years [00:38:58] - Lessons for builders and investors when studying ChargePoint [00:39:51] - Learn more about ChargePoint; energize.vc