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Utility Service Package (USP)
Building Value Proposition & Go-To-Market for Utility Service Providers with Distribution Franchisees (DF)
Catalyzing emerging business models through
STAKEHOLDER ENGAGEMENT | CONSULTING | RESEARCH
July 18, 2013 1pManifold Business Solutions Pvt. Ltd.
Fast growing DF industry needs new genre of Service Providers
Growing markets in Utility PPPs
By some estimates, the PPP /DF market in Utilities has touched less than 1% of potential market share
DF operators has struggled with operationalising new Franchisee models
• One key missing link is strong & partnering Vendor ecosystem
Looking at portfolio of DF projects will be better developmental outlook for Service Providers, to innovate sustaining delivery models
Expectations from new genre
• Good understanding of economics & SLAs of DF model1
• Offering managed solutions & services that matches DF model cash flows & viability2
• Partnering in continuous Performance improvement through shared risk/returns3
• Fast adaptability & mobilisationfor roll-out & quick settling to stable DF operations4
• Keeping strong systems, processes, governance & reporting to allow management ease of DF5
July 18, 2013 pManifold Business Solutions Pvt. Ltd. 2
Where does your solutions and services fit in?
Broad categories
•Equipments Sourcing, EPC, Installation, O&M, Emergency Mgmt., OMS, Loss reduction, etc.
Network
•Network & Process Automation, CRM, MBC, OMS, ERP, BI, GIS, Asset Mgmt, etc.
IT
•Meter Mgmt, Smart Metering, Billing, Collection, Theft Management, Energy Audit etc.
MBC
•Customer services, Customer Indexing, Webportals, Call center, Payment channels, PR, Branding, etc.
Customer
•HR, Payroll Mgmt., Training, Financing, Syndication, etc. Others
Do you …
have willingness to co-create your services for viable DF operations?
have challenges with entry and/or scale-up with existing/new DF operators?
see expansion opportunities with Indian DF industry, but feel challenged by model economics & payouts?
have existing portfolio with Indian and/or International Utilities?
July 18, 2013 pManifold Business Solutions Pvt. Ltd. 3
If YES, then we can support your Market Entry with DF Operators
Our Solution: ‘USP + Connect’, we build your relevant Value Proposition and initiate Go-To-Market
7/18/2013 Copyright (c) pManifold 4
Getting foot-in with DFs through introductions
Suggesting Engagement Models w/ overall USP
Collating DF relevant Case studies w/ 1° evidence
Defining DF relevant Service Offerings
Strong value proposition
+Go-to-Market
Strategy
Focused workshop:
• with your Team to understand in depth the existing offerings and key challenges faced in taking them to DFs
Helping build case studies relevant to DF:
• Identifying key sensitivity levers of Franchisee Economics model relevant to your specific services
Helping you build strong business case for DF:
• with specific offerings, case studies, competitive benchmarking, and quantified value-add pitch for Distribution Franchisees
Vetting your business proposal:
• with feedback from existing/new DF operators, including introductions & connections
BUILD USP CONNECT
One day focused workshop with Client Team with following agenda:
1. Understanding your portfolio• What solutions/services you offer?• What assets you have developed?• Current Clientele base /Success Stories
/Failure Stories• Key Competitors
• What are your key differentiators? • How are your competitors plus
points?• Where do you lack, if any?
2. Helping you understand Franchisee Model and its Business Levers
• Overall market scenario and future trends• Discussing Financial Levers (using pManifold’s proprietary PowerDistribution Franchisee Financial Model)
3. Impact Identification of your services• Strategic / Costs / Performance etc.• Quantification of value added to Client
Structure Preparation for building Value Proposition:
1. About Client Company & portfolio
2. Service mapping to Distribution Franchisee Value Chain
3. Case Studies (Max 3)• Principal* Name• Principal Solution• Solution Approach Taken• Typical Sizing and Organization of the
project (e.g. 10 people deployed for project)
• Impact (Qualitative and Quantitative)• Testimonial
4. Segment Specific Pitch (also could be made for specific prospects)
5. Why your company?
Collect Client references and introductions• To follow-up and understand
Principals perspective, to further strengthen Value Proposition
Analysis and Build up of Value Proposition
1. Collaborating with Client Team • Ad-hoc interactions with client team to
further collect relevant data
2. Interviewing Principals (if introductions made by client)• What impact has our Client made to your
business? (Quantitative information, if can be provided)
• What further improvements you expect from these category of service providers?
• What further value-add opportunities exist?
3. Interviewing Prospects (where targeted BD is expected)• Decision Matrix in buying Client’s
solutions and services• Key pain points (quantification) to be
addressed• What preferred business engagement
model• Any specificities/constraints including
Budget?
4. Draft Preparation & Review
5. Finalization together with Client
Our Approach – to build your USPWorkshop Services Mapping
Building Value Proposition
7/18/2013 Copyright (c) pManifold 5*Principal means your Clientele, whom you offer solutions/services
Our Approach – to connect you
Making appropriate introductions with the
companies through Joint Tele-call / Emails / Meetings or
personal handshakes at pManifold events.
Interviewing key thought leaders from your company (or
relevant ambassadors from your industry) & publishing at
pManifold blogs & NewsLetters
Providing business contacts of relevant senior management
and Key decision makers of the companies operating in
Distribution Franchisee/PPP models.
Sharing pManifold DF Deal Tracker subscription updates
Regular Thought Leadership through active content creation over pManifold Linkedin groups
Providing subscription to UVDB (Utility Vendor Data Base)
portal, a new initiative from pManifold to be launched soon
Appropriate positioning through discounted
sponsorships & participation in pManifold/IUKAN Events
Custom Research reports or Surveys relevant to your co. business and sharing reports
with targeted DF stakeholders
Organising custom Knowledge & Network meetings (Events)
to engage your business stakeholders
July 18, 2013 pManifold Business Solutions Pvt. Ltd. 6
We simply not connect, but build your impacting ‘Thought Leadership’
WHY PMANIFOLD?
July 18, 2013 pManifold Business Solutions Pvt. Ltd. 7
We have a broad Utility Portfolio
Market Research, industry reports
Go-To-Market Strategies
Financial Modeling & Bid Advisory
Business Performance Monitoring, Analytics & Improvements
Customer Intelligence, Education & Satisfaction Monitoring (myUtility.in)
Service Level Benchmarking
Utility Vendor Database & Solutions/Services grading
Stakeholder Engagement -Conferences, Workshops, Blogs etc.
3+ years experienced Utility focused Management Consulting company bringing balanced growth & high service delivery in emerging PPP models
Power Distribution
Water Distribution
Waste Management
Support strengthening of
emerging PPP models for improved end-service delivery & overall viability &
sustainability
...
To newly add: Urban Transport andCity Gas Distribution verticals
Download detailed Case Studies
We have build strong Knowledge Assets in Utility
• Learn all about Utility PPP models, past bids & risk/returns
Research Report
• Simulate ROI & detailed bankability
Financial Model
• Track all Tenders and benchmark their attractiveness
Tenders Tracker
• Measure and Improve service quality delivered to end-customers
EUCOPS ©
• Educate, Enable and Empower your end-customers for best cooperation
myUtility.in ©
• Engage all utility stakeholders through Local & Global conference
IUKAN.in ©
• Source best fit vendors from select and quality graded database
Utility Vendor Directory
• Stay update on Utility industry, and get mind share from 1000+ professionals
Blogs & Linkedin group
7/18/2013 © pManifold. All rights reserved. 9
Growing the Industry by Managing Knowledge & Networks, and building enabling Ecosystem across Utility value chain
A new pManifold Initiative
Power Distribution Franchisee Starter Pack
• Learn: Market Intelligence on Input Based Distribution Franchisee Market in India
– Latest copy of the Report: 78+ pages, 5+ case studies, analysis of 10+ closed bids, financial model
– Latest copy of the Deal Tracker: 30+ active, on-hold, closed deals from utilities open to private participation with direct contacts of utility contact persons
– Walkthrough: 2 hour telephonic walkthough and discussion to answer your questions on the DF market
• Explore: Market Entry Strategy Workshop with your company top management
– 4 hours power packed structured session on Distribution Franchisee business dynamics and discussion on potential market entry options for your company
– This is optional on client request. (out of pocket costs to be borne by client at actuals, no additional professional fees charged)
July 18, 2013 pManifold Business Solutions Pvt. Ltd. 10
Get started with learning DF economics and your business & service offering mapping
INR 75K
Let’s get in touch…
Join us in our conversations at,
Power Distribution Franchisee
AT&C Efficiencies
True Distributed GenerationPower Distribution
FranchiseeCommunity of Interest
Connecting talent & Making Local companies discoverable
pManifold InsightsPremium & Free Reports,
Presentations, and more…
pManifold Community BlogArticles, technical notes.
Talk to us or drop by…
Rahul Bagdia
+91 95610-94490
Faiz Wahid
+91 88056-55069
India (Main office)
Crystal Plaza, Level 2
276 Central Bazaar Road,
Ramdaspeth, Nagpur - 10
Maharashtra, INDIA
http://www.pmanifold.com
USA (Liaison Office)
2020 Calamos Ct.,
Suite 209
Naperville,
IL 60653, USA
Mr. Dinesh Jain
+1 630-853-3520
Let’s deploy our insights and actionsfor your business to improve and grow!
July 18, 2013 11pManifold Business Solutions Pvt. Ltd.