As a consulting and sales company specializing in energy, optivendo has been working for one of Germany’s largest energy suppliers for several years (€ 8.3 billion revenue, 9,100 employees). The company, which had over the years lost its quasimonopolistic position in the domestic market, was confronted with significant decreasing customer numbers and a decline in sales. Competition in the electricity and gas market also put pressure on the margins. optivendo was assigned by the company’s management to develop a strategy to attract new business customers beyond the commodity market and the existing sales regions.
optivendo took over this role and analyzed the market in terms of potential, taking into account the current market position of the energy supplier and its range of services. After three months of in-depth market analysis, optivendo presented a sales-based solution model for a market approach with new products in selected industries and sales regions. The concept won over the company management and optivendo was subsequently assigned with the marketing of contracting services for lighting. In only six weeks, optivendo generated almost 500 leads, where almost every fourth company showed a concrete need and interest in the modernization of their lighting system. The result of the successful acquisition and mediation was: a few months later, as a first major customer, our client could win over the branch factory of a major car manufacturer including a leading aircraft manufacturer with a contract value of several million euros.
On the base of success and close cooperation, optivendo was commissioned to concept and implement further sales campaigns. Within four weeks, optivendo was able to generate around 100 appointments for the Key Account Management in a follow-up campaign on lighting. In a sales-oriented business region in the domestic market of the energy supplier, which had been set up for several months, optivendo marketed products with light and heat contracting including energy efficiency with similar success. In the following years, optivendo and their client continued to coorperate closely and expand their partnership. In selected projects, optivendo is now a qualified sales partner and is responsible for the entire sales process ranging from the initial contact to the contract conclusion. Their first result: In just six months, optivendo was able to develop a sales pipeline for the building and housing industry with a project volume in the two-digit million range.
Reference: Leading German energy supplier
Task: Evaluation of new business fields, marketing of energy services and acquisition of new business customers in new sales territories