Putting the ESOS Market Pieces Together

ESOS

Energy EfficiencySolutions

Putting the ESOS Market Pieces Together

ESOS

Suppliers Expectation of New Business from ESOS *

*SOURCE – CAMBIUM ESOS MARKET RESEARCH 2014

These Suppliers will benefit from ESOS

EnergyAssessors

ESCO HVAC Leasing

Lighting IT & ReportingSoftware

RenewableEnergy

SmartMetering

SystemsAccreditation

SystemsIntegration

VoltageOptimisation

Waste toEnergy

SOURCE – CAMBIUM ESOS MARKET RESEARCH 2014

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

Now - Q4 2014 Q1 - Q2 of 2015 Q3 - Q4 2015 After 2015

Consultancies Solution Vendors

Suppliers Expectation – Primary vs. Secondary Wave

Energy EfficiencySolutions

Putting the ESOS Market Pieces Together

ESOS

Putting the ESOS Market Pieces Together

Key Sectors

ESOS

Sector Interest – Primary vs. Secondary Wave

*SOURCE – CAMBIUM ESOS MARKET RESEARCH 2014

0% 10% 20% 30% 40% 50% 60% 70%

CPGMedia & Publishing

Information TechnologyWater

TelecommunicationsFinancial Services

ServicesCentral Government

Pharma & HealthcareEnergy

Food & Drink ProductionLocal Government

Property & ConstructionLeisure & Hospitality

RetailManufacturing & Industrial

Consultancies Solution Vendors

Putting the ESOS Market Pieces Together

Key Sectors

ESOS

Putting the ESOS Market Pieces Together

Direct Sales

ESOS

0%5%

10%15%20%25%30%35%40%45%50%

Having the theright partners

in place

Accessingsenior decision

makers

The strength ofthe businesscase of your

offering

Having salespeople with the

rightknowledge and

skills

Marketintelligence

(who is mostinterested inyour offering)

Having strongand relevantreferences /case studies

Key Factors for success in the ESOS market *

*SOURCE – CAMBIUM ESOS MARKET RESEARCH 2014

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

Having the theright partners

in place

Accessingsenior decision

makers

The strength ofthe businesscase of your

offering

Having salespeople with the

rightknowledge and

skills

Marketintelligence

(who is mostinterested inyour offering)

Having strongand relevantreferences /case studies

*SOURCE – CAMBIUM ESOS MARKET RESEARCH 2014

Key Factors for success in the ESOS market *

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

Key metric andincluded in all ROIcalculations and

proposals

High level benefitsare regularly

identified, but notquantified

Included only if theclient has made it

clear that it isimportant

Not relevant to oursales process

Consultancies Solution Vendors

Carbon Abatement and the Business Case

Putting the ESOS Market Pieces Together

Direct Sales

ESOS

Putting the ESOS Market Pieces Together

Partners

ESOS

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

Having the theright partners

in place

Accessingsenior decision

makers

The strength ofthe businesscase of your

offering

Having salespeople with the

rightknowledge and

skills

Marketintelligence

(who is mostinterested inyour offering)

Having strongand relevantreferences /case studies

*SOURCE – CAMBIUM ESOS MARKET RESEARCH 2014

Criteria for ESOS Sales and Marketing Success

*SOURCE – CAMBIUM ESOS MARKET RESEARCH 2014

Breakdown of Partnering Activities

100% of ourbusiness is

transacted directlywith end user

customers (direct);15%

The majority of ourbusiness is direct

and somecontribution

through partners;54%

Our sales are inrough balance 50%direct and 50% via

partners; 19%

The majority of ourbusiness is throughpartners with somecontribution from

direct sales;10%

100% of ourbusiness is throughpartners (indirect);

2%

*SOURCE – CAMBIUM ESOS MARKET RESEARCH 2014

Partner Readiness

0%

5%

10%

15%

20%

25%

30%

35%

40%

Our direct businessmodel works well for

us and we are notactively looking for

any partners

Our current partnernetwork serves us

well and we are notproactively recruiting

new partners

We are activelyreviewing theefficacy of our

partner network

We have traditionallysold direct, but areactively considering

how we mayleverage business

partners

Partnering- Primary vs. Secondary Wave Analysis

0% 5% 10% 15% 20% 25% 30% 35% 40%

Voltage OptimisationProcess and Systems Accreditation

ITLeasing and Financial Services

Renewable EnergyHeating, Ventilation and Air Conditioning

Systems IntegrationESCO

Lighting SystemsMeasurement and Reporting Systems

Smart MeteringSoftware

Building Management SystemsNot Applicable - we are not actively…Energy Assessors and Consultancies

Solution Vendor Consultancies

Putting the ESOS Market Pieces Together

Partners

ESOS

Is Your Business Ready to Solvethe ESOS Market Puzzle?

Test Yourself againstthe Competition

ESOS

ESOS Readiness Checklist

Business ModelReadiness

Understanding ofPolicy Drivers

SalesExecution

C-SuiteEngagement

Strength ofPartner Networks

Maturity ofESOS Proposition

ESOS MarketingExecution

Maturity ofBusiness Case

ESOSSupplier

Readiness

Find Out More

Benchmark Your ESOS Market Response

IDEAL PROFILE

TECHNOLOGYCATEGORYPROFILE(E.g. Renewables)

YOUR PROFILE

Maturity ofBusiness Case

Business ModelReadiness

Understanding ofPolicy Drivers

SalesExecution

C-SuiteEngagement

Strength ofPartner Networks

Maturity ofESOS Proposition

ESOS MarketingExecution

ESOSSupplier

Readiness

Find Out More

Solve Your ESOS Puzzle Faster

ESOS

Can Help

MARKETING

INSIGHTS & PROPOSITIONS

ENABLEMENT & PLANNING STRATEGY & DEVELOPMENT

POLICIES & IMPLICATONS

SALESCHANNELS

& PARTNERS

LEGISLATION

How Cambium Can Help You

Find Out More

Make the Most of Your ESOS Opportunity in 2015

Learn more about what Suppliers think about ESOS

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