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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 Head of Product Management
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