An industry-leading energy company wanted to better position and price its products, especially in the B2B space, and explore product bundling strategies.
Evalueserve conducted a gap analysis on the energy company’s existing strategy, pricing, and product positioning. Based on the gap analysis, our experts identified 36 pricing and product bundling use cases that would make an immediate, strategic impact. Evalueserve also created a recommended roadmap of those use cases and when to implement them.
The Challenge
An energy company wanted to establish a Sales Process Center of Excellence (CoE) to enhance their sales process, including pricing, product positioning, and sales strategy.
As a market leader with approximately 50% market share in two regions, the energy company was invested in maintaining its dominant position. The energy company—which has both retail (B2C) and business (B2B) customers—recognized a need to better position its products, particularly in the B2B market, and wanted to explore product bundles of its ESG and carbon emission services.
The company’s main product is diesel, although they also offer gas and other energy solutions. For their B2B customers, the company published Environmental, Social, and Governance (ESG) reports and sought to bundle these reports with their energy products. This bundling initiative aimed to add value to their B2B offerings and align with the increasing emphasis on sustainability.
Our Solution
Evalueserve was brought on to address these objectives and provide strategic insights. Our approach was comprehensive, focusing on:
- Improving the Go-to-Market Strategy: We analyzed and advised on the company's GTM strategy, covering pricing, product positioning, and sales planning. Our advising included a detailed gap analysis to identify areas for improvement and potential opportunities.
- Product Bundling Insights: We assessed the feasibility and impact of bundling ESG reports with diesel products for B2B customers. These feasibility reports included evaluations of customer reception and the potential market impact of such an offering.
- Data Capture and Process Improvement: We identified critical attributes for effective price optimization that the company was not currently capturing. We developed a programmatic approach to address these gaps and enhance the overall sales process.
Our gap analysis identified 36 use cases focused on pricing and product bundling, with distinct strategies for the B2B and B2C markets. We provided the energy company with a clear roadmap for implementing the identified use cases.
Business Impact
Evalueserve’s strategic insights enabled the diesel company to significantly enhance their GTM and sales strategy. The engagement laid the groundwork for substantial future benefits, including:
- Enhanced Product Positioning: The company was able to better position their products in the B2B market, leveraging the bundling of ESG reports to add value and differentiate their offerings.
- Improved Pricing Strategy: By establishing a Sales Process CoE and capturing critical data attributes, the company could optimize their pricing strategies, ultimately leading to better market responsiveness and customer satisfaction.
- Strategic Decision-Making: The gap analysis and identified use cases provided the company with actionable insights to refine their sales process and product bundling strategies, ensuring sustained market leadership and growth.
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Overview & Impact
Evalueserve's strategic insights and gap analysis enabled the energy company to enhance their GTM strategy, product positioning, and pricing, leading to improved market responsiveness and customer satisfaction.
- Enhanced Product Positioning
- Improved Pricing Strategy