how ready is your energy efficiency business to make the most of the esos market?
TRANSCRIPT
ESOS SUPPLIER READINESS FRAMEWORK
BENCHMARKING AND BUSINESS PLANNING SERVICE
ESOS
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The ESOS Benchmark Assessment evaluates the following 3 areas
Marketing Plans
• ESOS Market Dynamics
• ESOS Marketing Plans
• Value Propositions
Business Strategy • Competitive Advantage
• Policy and Legislation Leverage
• New Target Audiences
Sales Approach
• ESOS - Sales Productivity Drivers
• Sales Strategy
• Sales Process
• Channel Readiness
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These 3 Areas are assessed using the following 8 Indicators
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The Indicators Defined – MARKETING PLANS
How well does a supplier’s core value proposition to ESOS participants capture the potential value of the offering in terms of the economic, environmental and societal value that it provides to potential clients? Has the proposition been delivered through both direct and indirect channels? Is the proposition expressed in terms that are relevant to C-Suite audiences within prospective clients?
How effective are marketing activities in reaching key audiences and segments within the emerging ESOS market? How does this activity compare with the rest of the industry?
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The Indicators Defined – SALES APPROACH
Success in the ESOS market will require organisations regular engagement with decision makers at senior levels and across all functions. Suppliers need to have a good understanding of how different C-Suite functions interest in their offer both now and in the future. To what extent can the business demonstrate good engagement with the C-Suite in their clients or prospects?
There is sound evidence that a businesses with a good understanding of sales process and a strong focus upon their measurement and assessment optimises sales productivity. Are processes in place within the business that ensure consistent and predictable delivery of revenues, across all utilised channels?
ESOS market success will demand collaboration with complementary partners and channels to maximise ‘share. To what extent does the supplier currently leverage indirect channels to scale market coverage and deliver complete solutions?
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The Indicators Defined – BUSINESS STRATEGY
How well are revenues balanced between direct and indirect channels? Does the current business include both product and services elements? Has the organisation developed offerings that can accommodate or respond to a shift in the delivery of solutions from unpredictable capital investments to long term recurring revenue streams?
Awareness and understanding of the implications of current legislation and the likely direction of future policy interventions on the development of their market will ultimately be important to a supplier’s success in the ESOS market. This insight can be used to capture and articulate additional value for their clients and to demonstrate the future resilience of their solution to future policy changes. How well does the business demonstrate this understanding and use it in their sales and marketing processes?
Awareness and understanding of the implications of current legislation and the likely direction of future policy interventions on the development of their market will ultimately be important to a supplier’s success in the ESOS market. This insight can be used to capture and articulate additional value for their clients and to demonstrate the future resilience of their solution to future policy changes. How well does the business demonstrate this understanding and use it in their sales and marketing processes?
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Maturity of ESOS Proposition
‘Ideal’ Readiness Profile
ESR
Maturity of Business
Case
Understanding of Policy Drivers
Sales Execution
C-Suite Engagement
Strength of Partner Networks
Business Model Agility
ESOS Marketing Execution
IDEAL PROFILE
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Sales Execution
Business Model Agility
Understanding of Policy Drivers
C-Suite Engagement
Strength of Partner Networks
Maturity of ESOS Proposition
Maturity of Business
Case
ESOS Marketing Execution
Average Technology Category Profile
IDEAL PROFILE
TECHNOLOGY CATEGORY
PROFILE (E.g BMS)
ESR
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Sales Execution
Business Model Agility
Understanding of Policy Drivers
C-Suite Engagement
Strength of Partner Networks
Maturity of ESOS Proposition
Maturity of Business
Case
ESOS Marketing Execution
Individual Company Profile
IDEAL PROFILE
YOUR COMPANY PROFILE
TECHNOLOGY CATEGORY PROFILE (E.g BMS)
ESR
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Data Collected through a 15 minute on-line survey
• Confidential - only you will have access to your data
• Your profile compared using aggregated data from 5,000 data points based on over 75 companies in the energy efficiency market
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• Every Workshop tailored to client’s specific needs
• Facilitated by expert Cambium consultants
• Maximises your business value from the process very quickly
How is your ESOS Benchmark Report delivered?
• Typically delivered as part of an
on-site Workshop with those
leading your ESOS sales and
marketing activity
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• A clear, shared, understanding of strengths and weaknesses
• A vehicle to challenge and re-appraise plans and strategy
• Rapid improvements to your ESOS engagement plans
• Full documentation of Benchmark, Workshop and Actions
Benefits of the Benchmark Review Workshop
• Independent assessment of your
business based on objective data
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Process Timeline and Options
Take Survey
Profiling and
Analysis
Executive Briefing and Planning
Session
ESR Report
3-5 days 10-25 days
Detailed Client
Briefing
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Leveraging Sustainability to help you win business
MARKETING
INSIGHTS & PROPOSITIONS
ENABLEMENT & PLANNING STRATEGY & DEVELOPMENT
POLICIES & IMPLICATIONS
SALES CHANNELS & PARTNERS
LEGISLATION
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Eco-Innovation Centre City Road
Peterborough PE1 1SA
www.cambiumllp.com
Tony O’Donnell [email protected]
07831 610491