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Working with Start-ups for Digital Transformation

Smart Energy Connect

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SERENA PAU

My first start-up Ozmo.io was a wellness IOT technology company trying to bring people better hydration through behavioural change

Formerly Entrepreneur in Residence at

12 years of experience in product management

Award-winning pitch competition winner in Hong Kong featured by

About Me

Head of Product Management at CLP Innovation Hub

“I am not the typical Energy Industry Person.”

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What will you get out of LISTENING TO ME

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Picking the best solution or the right solution?

How CLP Smart Energy Connect is trying to bring the start-ups to the market?

What’s next for corporate digital transformation?

How CLP Group Innovation is addressing this?

Digital Transformation Reality

Push or Pull? Demand first or Supply first?

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Digital Transformation Health Check

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Organizations continue to operate with legacy systems and processes internally and externally despite the fluid digital marketplace

Experimentation creativity and conversations about digital touchpoints emerge within the workplace and external facing teams

Execution begins to happen in a more deliberate and sophisticated manner, with acceptance of new digital marketplace.

Groups within the organisation recognise the power of collaboration, system integrations and knowledge sharing

A team forms within the organisation with the purpose of creating and facilitating transformation-shaping roles processes and systems

A culture of innovation and adaptation forms, with acceptance at executive and strategic levels that change is constant and business success is parallel with business evolution

Rigid Experimental Intentional Strategic Dedicated Fluidity

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Status quo of digital transformation vs start-up

201

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201

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Reality is…

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Push or Pull Strategy

DEMAND SUPPLY

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How do we apply the start-up products?

Customer Challenge

Utilities lack visibility on customer behaviour

Utility Challenge

EM vendors build stronger relationships with customers

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Typical Approach of Utility

Long lead time to go to market

Time

Confined to the platform boundaries

Freedom

It can be expensive

Cost

Go-To-Market fundamentals missing

Incomplete

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Becoming nexus for customers and energy management start-ups

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Introducing www.CLPSEC.com

A single source for all products A consistent view of each product

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A customer face, products, cloud backend with a truly open architecture, and the Go-to-Market fundamentals

Smart Energy Connect

A digital presence of your energy solutions

Carefully curated and tested products

A secure cloud and data platform

Robust business operations

CRM Templates

Marketing material

Sales & Training material

Contract templates

Pricing Templates

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How do we know if they are right?

Partner referral funnel (in hundreds)

1st level scoring on potentials

2nd Level screening on business case, patent and tech trial

3rd Level screening on product implementation challenge and growth potential

Quarterly Kano Model evaluation

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Should we find the best or the right solution?

Screening over 100

products a month

Persona Use Case

brainstorm

Trial at different sites

Contract and commercials arrangement

Marketing Pack

Sales training

Monthly Sales team

meeting

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Success Case: Building Scope

Predictive

maintenance tool

Building Scope

Trial Conducted

Distribution Agreement

Due Diligence

Conducted

Integrated

Cyber Security

Assessment

Consistent UI

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Building Scope after white labelling

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Product Portfolio - Scoring with Kano Model

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Smart Energy Connect Start-up Partner Program

Distribution Channel

Marketing

Technology Support

• Online app store with CLP’s presence

• Visible to a large array of customers and markets

• CLP funded marketing

• Leverage CLP brand and programs

• Penetration testing

• Data Integration(with customer consent)

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The Start-up Journey with a Corporate

Product Capability

Very Malleable

Speed To Market

Domain Expertise

Brand

Market Know-how

Startup

Us

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Wait a minute, something is missing…

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What’s next for digital transformation?

We will not walk without a roadmap and continue to explore its goal and function

We will only build and find things customers love

We empower minds to make sustainabilityEn

a practical reality

www.clpsec.com

serena.pau@clp.com.hk

SERENA PAU Head of Product Management

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