Jan. 7, 2026 | CES interview: SDVerse CEO Prashant Gulati; Nissan sales chief resigns
About this episode
Nissan faces ongoing leadership challenges as its US sales chief resigns after just four months, prompting discussions on the company's struggles with flat sales and dealer trust. Meanwhile, shoppers are increasingly embracing AI in the car buying process, with a significant percentage open to using it for vehicle comparisons and financial options. The episode also features an interview with SDverse CEO Prashant Gulati, who discusses accelerating software-defined vehicle development and the competitive pressure from China, highlighting the need for faster innovation in the automotive industry.
Here at CES, SDVerse CEO Prashant Gulati discusses accelerating software-defined vehicle development timelines. Nissan’s Michael Soutter resigns after just four months as U.S. sales boss, replaced by Tiago Castro. Plus, Volvo brings back Thomas Ingenlath as chief design officer.
Volvo XC60
"Ingenlath designed the XC60 Volvo's all-time bestseller and previously led the company's design team before becoming Polestar's first CEO."
The Volvo XC60 is a popular compact SUV made by Volvo. It's known for being safe and comfortable, making it a favorite among buyers.
The Volvo XC60 is a compact luxury SUV that has gained popularity for its blend of safety, comfort, and technology. It is known as Volvo's all-time bestseller, appealing to a wide range of consumers.
Nissan Motor Company
"...he's been a Nissan Motor Company veteran since I think for about 23 years, 24 years. I think it was his, it's been his only job."
Nissan is a car company from Japan that makes many types of vehicles, including electric cars and sports cars.
Nissan Motor Company is a Japanese multinational automobile manufacturer known for producing a wide range of vehicles, including electric cars like the Nissan Leaf and sports cars like the Nissan GT-R.
Infiniti
"most recently he was promoted to be Infinity Americas, essentially CEO or the head of Infinity Americas."
Infiniti is a luxury car brand that is part of Nissan. They make high-end cars with more features and comfort than regular Nissan cars.
Infiniti is the luxury vehicle division of the Japanese automaker Nissan. Established in 1989, Infiniti vehicles are known for their performance, luxury features, and advanced technology.
dealer compensation plan
"...Nissan overhauled its dealer compensation plan. Dealers complained the old structure decimated their profits with unrealistic sales targets."
A dealer compensation plan is how car companies pay dealerships for selling their cars. If this plan changes, it can affect how much money the dealerships make.
A dealer compensation plan outlines how car dealerships are paid for selling vehicles, including bonuses and incentives. Changes to this plan can significantly impact dealer profitability and sales strategies.
sales targets
"...with unrealistic sales targets. Right. And I mean, I think this is all related to Mike's exit in some way or the other because, you know,..."
Sales targets are goals that car dealerships try to reach for selling a certain number of cars in a specific time. If the targets are too high, it can be hard for them to make money.
Sales targets are specific goals set for sales teams or dealerships to achieve within a certain timeframe. These targets can influence the strategies and operations of dealerships, impacting their profitability.
new car sales
"...they launched this new program hoping to get more dealers engaged and involved with selling new car sales. Because Nissan's biggest problem is that it's not increasing sales..."
New car sales are when people buy cars that have never been owned before. This is important for car companies and dealerships because it helps them make money.
New car sales refer to the sale of vehicles that have not been previously owned or registered. This market is crucial for manufacturers and dealers as it impacts their revenue and inventory management.
dealer program
"And so they launched this new dealer program last summer where they basically said, okay, dealers will pay you all your margin for selling new cars..."
A dealer program is a plan from car manufacturers that helps car dealers sell more cars by giving them bonuses and setting sales goals. If dealers meet these goals, they can earn extra money.
A dealer program is a structured plan set by automotive manufacturers to incentivize dealerships to sell new vehicles. This can include various financial incentives, bonuses, and sales targets that dealers must meet to earn payouts.
volume targets
"Essentially, what they've done is they've lowered the objectives. They've lowered the volume targets that dealers must hit to earn a payout."
Volume targets are the number of cars that a dealer needs to sell in a certain time to get bonuses. If the targets are too high, it can be hard for dealers to make money.
Volume targets refer to the specific number of vehicles that a dealer is expected to sell within a certain timeframe to qualify for bonuses or incentives. These targets can impact the profitability of the dealership if they are set too high.
General Motors
"...This was started by General Motors, Magna, Wipro, along with quite a few other launch partners,..."
General Motors is a big car company that makes many popular car brands, including Chevrolet and Cadillac.
General Motors, often referred to as GM, is one of the largest automobile manufacturers in the world, known for brands like Chevrolet, Cadillac, and Buick.
Stellantis
"...OEMs like we've got GM and Stellantis as an example,..."
Stellantis is a large car company that makes several brands of cars, including Jeep and Dodge, created from a merger of two other companies.
Stellantis is a multinational automotive manufacturing corporation formed from the merger of Fiat Chrysler Automobiles and PSA Group, producing brands like Jeep, Dodge, and Peugeot.
software defined vehicles
"...the fact that your vehicle can become better over time, right? So you're through software, software defined vehicles,..."
Software defined vehicles are cars that can be improved through software updates, just like how you update apps on your phone. This means the car can get better features and fixes without needing to go to a mechanic.
Software defined vehicles are cars that utilize software to control various functions and features, allowing for updates and improvements over time. This technology enables manufacturers to enhance vehicle performance, add new features, and fix issues remotely, similar to how software updates work for smartphones.
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