UK Energy Efficiency Suppliers:Make the most of the ESOS compliance "Rush"

Systems Integration

Waste to Energy

Voltage Optimisation

Systems Accreditation

Lighting

IT & ReportingSoftware

Energy Assessors ESCO Leasing SmartMetering

HVAC RenewableEnergy

MAKING THE MOST OFThe ESOS “Rush”

Cambium LLP all rights reserved


• Impacts up to 14,000 companies

• BUT 99% of these companies have yet to comply

• Must be done by December 15th, 2015

• Requires Identification of energy saving projects

• Projects must be reviewed and signed at board level

• There will be a “Rush” for ESOS ComplianceHow will your business make the

most of the ESOS “Rush”?

The ESOS “Rush”

The Dilemma of the ESOS Rush


Energy Solution Suppliers can leverage the ESOS “Rush”


ESOS will lead into big Sustainable Business Opportunities

C-SuiteInterest

In ESOS

Client Progress Towards

Sustainable Business Goals

ESOS

ENVIRONMENTAL

ECONOMIC• Long term Shareholder

value• Sustainable, profits• Risk management

• Energy & Resourceefficiency / security

• Climate Resilience• Health & Safety

• Diversity• Equal opportunity• Talent management

SOCIETAL

Why Sustainable Business?

SustainableBusiness

Goals

C-Suite is interested in enabling sustainable business by capturingEconomic, Environmental and Societal Value

Why is this happening?


ESOS set to Grow into a Bigger Sustainability Opportunity

C-SuiteInterest

BroaderResourceEfficienciese.g. Water, Rawmaterials

OptimisedSustainable

BusinessEnabled byIOT & Big

data

EnergyEfficiency /

CostSaving

Compliancewith C-Suite

Visibility

SustainableBusinessPlanning

ESOS

SustainableBusinessGoals

Growing Importance of Sustainability

The Dilemma of the ESOS Rush

The Sustainability ProspectorTM can help

The Sustainability ProspectorTM provides a list oforganisations ranked in terms of areas of energy

efficiency or sustainability interest related toyour IDEAL ESOS Prospect

In the ESOS marketwhen you want to workout which Participantsare most likely to be

interested in your offeror proposition

Who is itbest to callor contact

first?

ESOS Participant Attitude to Energy Efficiency Varies

Which ESOS Participants are thebest prospects

for your products and services?

Adoption of Energy Efficiency Solutions orServices

The Sustainability ProspectorTM delivers:

Increased Lead Generation Productivity• Results tuned to meet the needs of your proposition

• Improved return on marketing investments

• Higher interception rates of interested Participants

• More ESOS opportunities Identified

Improved Sales Productivity• More time in front of interested clients

• Better qualification of opportunities

• Accelerated ESOS sales pipeline

How It Works - Overview

The Sustainability ProspectorTM analyses web-based communications for a given listof Participants vs. energy and sustainability related indicators.

Each Company is ranked in terms of interest in your ESOS offer

Target Company List

How It Works – Step 1 (of 4)

Step 1. Cambium establish an understanding of your goals and the areaswhere you want to develop your business.

Together with our existing market knowledge an ‘ideal’ TargetESOS Prospect is defined

Target Suspect Area

SustainabilityProspectorTM

Target Suspect Areacan be defined by:• Sector• Energy intensity• Market Cap.• Bespoke list

based on client’sexisting network


Step 2. A clear understanding of the your target markets is used toinform the selection of the search terms. (Key Indicators)

This will include the value that your ESOS Products orServices delivers and your point of differentiation


KEYINDICATORS

(defined in conjunctionwith you)

EnergyEfficiency

Focus?

SustainabilityCommitment?

ComplianceReporting

Readiness?

CorporateSocial

ResponsibilityLeadership?

Brand riskmanagement?

Costreduction?

Employeeengagement?

Step 3. Each organisation in the Target Suspect is analysed againstthe defined and agreed indicators

RANK ORGS BYINDICATORFREQUENCY

100%………………………

0%


Scoring ofindicators can beweighted to bestmatch the client’svalue proposition


RANK ORGS BYINDICATORFREQUENCY

100%………………………

0%


Step 4. Organisations are categorised in terms of their likelihood toinvest in your selected markets


Irrespective of your preferred targetcompany be they Leaders, Laggards or inbetween, this data will save you time inidentifying your best prospects and to

enable early market engagement.


Sustainability ProspectorTM Typical OutputThe table opposite is aexample of the data canbe gathered using theSustainability ProspectorTM.This proprietary tooluses web-based analysisover thousands of datapoints on a range ofindicators developedover many years ofCambium’s research.

In this example theindicators surveyedincludes the level ofinterest in energyefficiency measures. Inpractice other indicatorsrelated to our client’sspecific products orservices can be added tofine tune the search andanalysis algorithms.

The output can be usedto provide greaterinsight into the marketreadiness of individualCompanies and sectors

üBetter Sales Results

Make the most of the Rush

The Eco Innovation Centre | City Road | Peterborough | PE1 1SA

Telephone: +44 (0) 8456 383 280

Email: [email protected]

www.cambiumllp.com

Get in touchwe can help you to

make the most of the

Marketing

UK Energy Efficiency Suppliers:Make the most of the ESOS compliance "Rush"