How ready is your energy efficiency business to make the most of the ESOS market?

ESOS SUPPLIER READINESS FRAMEWORK

BENCHMARKING AND BUSINESS PLANNING SERVICE

ESOS

Cambium LLP all rights reserved

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


These 3 Areas are assessed using the following 8 Indicators


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?


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?


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?


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


Sales Execution



C-Suite Engagement




Case


Average Technology Category Profile

IDEAL PROFILE

TECHNOLOGY CATEGORY

PROFILE (E.g BMS)

ESR


Sales Execution



C-Suite Engagement




Case


Individual Company Profile

IDEAL PROFILE

YOUR COMPANY PROFILE

TECHNOLOGY CATEGORY PROFILE (E.g BMS)

ESR


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


• 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


• 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


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


Leveraging Sustainability to help you win business

MARKETING

INSIGHTS & PROPOSITIONS

ENABLEMENT & PLANNING STRATEGY & DEVELOPMENT

POLICIES & IMPLICATIONS

SALES CHANNELS & PARTNERS

LEGISLATION


Eco-Innovation Centre City Road

Peterborough PE1 1SA

www.cambiumllp.com

Tony O’Donnell [email protected]

07831 610491

mailto:[email protected]