Value-added services enhancement and smart-home entry strategy
Utilities & alternative energy

Helping a leading European utility to improve sales performance


Challenge

  • We helped a leading European utility to improve sales of its value-added services and develop a market-entry strategy and roadmap for the smart-home market.
  • The client wanted to adapt itself and exploit the opportunities produced by the global transformation of the electricity sector, and was thus planning to diversify its service offering and needed advice in the decision-making process. Due to these factors, the client asked us to support in it the development of its services strategic plan.

Approach

The work was structured in two main work streams; identification and prioritization of business opportunities, and development of the services strategic plan.

Value

  • The final results were presented to the client’s management board and covered discussion topics including: identification of new services to be offered by the client, definition of a business model for each new service, development of an action plan for the launch of the new service portfolio, a sales plan, an operational model including partnerships. 
  • Services have since been launched with partners we have proposed.