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2018 Nexant User Consortium
Trade Ally-Centric
Program Delivery
Confidential
Capri Pearson June 13, 2018
Confidential
Confidential
• Customer-facing search
• Filter on customer segment, specialty, distance
• View on a map
• Network enrollment application and review process
• Document repository and management
• Insurance, licenses, certifications, enrollment application
• Customer Relationship Management (CRM)
• Company contact information
• Specialties
• Outreach tracking; events, email campaigns, touch points
• Role-based permissions
• Integration with iEnergy products
Current iEnergy Trade Ally Features
Confidential
Confidential
Configuration
3
Confidential
The Research
Trade Ally-Driven Savings
4
Confidential
68%
16%
12%4%
5
Trade Ally Driven Savings
Survey Results From Nexant Trade Allies
Number of
Technicians
Mobile App UsageMobile Usage Tablet Usage Scheduling and
Dispatching
28%
48%
20%
4%
ResidentialSmall and Medium Size
Businesses
Large CommercialIndustrial and
Manufacturing
HVAC and Lighting shops serving mostly non-industrial customers
Tech-familiar contractors
52%40%
8%
Electrical/Lighting HVAC/Mechanical
Other
84%
12%4%
Contractor/Installer Distributor/Wholesaler
Designer/Engineering
Customer
Segment
Business
Type
Primary
Business
52%
20%
16%
12%
1-10 11-25
51-100 25-50
50%50%
Apple Android
46%
33%
21%
Apple No
Android
Online Calendar Other Software
Scheduling Tool Handwritten
0%
5%
10%
15%
20%
25%
30%
Confidential 6
Trade Ally Driven Savings
Survey Results From Nexant Trade Allies>75% are very or extremely interested in all of the proposed benefits. Leads and streamlined
rebate application garnered highest priority.
Interest Level by Program Benefits
0% 10% 20% 30% 40% 50% 60% 70%
Leads
Streamlined Application
Differentiation
Utility Endorsement
Opportunity Management
Participation Activity
Rebate Eligibility
Rebate Confidence
Program Participation History
Online Training
Extremely Interested Very interested Moderately interested Slightly interested Not interested at all
Confidential
64%
23%
9%5%0%
25%
21%25%
17%
8%4%
56%28%
8%4%4%
7
Trade Ally Driven Savings
Survey Results From Nexant Trade Allies
Marketing ChannelsLead
Subscription
Marketing
Budget
Marketing
Effectiveness
Most trade allies are engaged and desire faster / easier rebate processing to reduce the number
of administrative hours spent.
Utility Rebates Submitted
as % of Projects
Hours Spent on Rebates
per Week by org
% of Projects Considered
Energy Efficiency
0%
10%
20%
30%
40%
50%
0-20% 21-50% 51-75% 76%+
0%
10%
20%
30%
40%
50%
60%
0-20% 21-50% 51-75% 76%+
0%
10%
20%
30%
40%
50%
0 1-10 11-20 21-40 40+
29%
29%
25%
17%4%
Rebate Program
Participation Barriers
Application
process too
cumbersome
Rebate
processing
time
Rebate
eligibility
uncertainty
Other Lack of information/communication
Majority already have dedicated marketing budgets, but are not yet paying for any leads.
None Angie’s list Dodge
CDCNews Other
$0 $0-$1,000 $1,001 - $10,000
$10,001 - $49,999 $50,000 - $99,999 $100,000+
Moderately
effectiveVery effective
Slightly effective Not effective at all
0%2%4%6%8%
10%12%14%16%18%
Confidential 8
Trade Ally Driven Savings
Capability Value Assessment
Q
2
4
N
P
B
G
F
A
E
Value for Utility
Val
ue f
or T
rade
Ally
K
C
D
J
1
3
I
O
M L
H
LOW
HIG
HLO
WM
ED
IUM
HIGHMEDIUM
Foundational Capabilities
1. Account & Contact Self-Management
2. Documentation Tracking & Self-Maintenance
3. Ad-hoc Reporting & Dashboards
4. Security & Compliance
Value-Add Capabilities
A. Lead Qualification, Routing, Management
B. TA Performance Management (tiering)
C. Rebate Eligibility Check
D. Industry Standard Rebate Process
E. Personalized Training & Administration
F. Customer Contacts & Roles
G. Installed Base Equipment Tracking
H. Instant Approval of On-bill Financing
I. Utility led customer education
J. Lead Intelligence for Geotargeting
K. Virtual TA Advisor KnowledgeBase
L. Mobile Responsive UI/UX
M. Online Community for TA
N. Energy Savings Rate Calculator
O. Project Pipeline Forecasting
P. Industry Standard TA Network Enrollment
Q. Site Assessment Tool
Confidential
Customer Management for Trade Allies
• Provide TAs with Customer Eligibility and Propensity information from
DSMC and third-party data sources (demos, sq footage, etc.)
Trade Ally Management for Utilities
• Robust CRM solution, track in centralized location
• Learning Management System to train trade allies on programs
• Chat forum for frequently asked questions on program guidelines or
eligibility
Fully Integrated on iEnergy Platform
• Performance Dashboards look across all iEnergy information
• Provide visibility to project status to trade allies
• Provide performance metrics on trade allies to utility
9
Trade Ally Connect – Fall 2018
Confidential 10
Trade Ally Connect Overview
Confidential 11
Old DSM Delivery Strategy
Background Information
$
$Services /
Products
Application / Savings
Information
Utility
Customer
Trade Ally
Confidential 12
Trade Ally Driven Savings
Trade Ally Driven Program Delivery Strategy
Assistance/Information
Reduced
$
Services /
Products
Information
$ & Training
Utility
Customer
Retailers/
Trade AllykWh/therms
Serv
ice
s
Soft
wa
re
Confidential
Assessment ReportTrade ally generates assessment report in mobile assessment tool and reviews opportunities with customer
Program AgreementTrade ally generates Assessment Report for signature, customer signs, trade ally submits for preapproval; Nexant performs QC for preapproval
Energy AssessmentTrade ally performs energy assessment; information collected in mobile assessment tool
Measure SelectionCustomer selects measures for preapproval; Trade ally updates mobile assessment tool
Customer InfoTrade ally collects customer information in mobile assessment tool
Initiate
Assess
Report
Select
Preapprove
Install
Measure InstallationTrade ally installs selected measures; Trade ally updates and submits in mobile assessment tool
Approve and PayNexant performs QC for installation and cuts a check to the trade ally
Pay
Welcome Congrats Preapproved Paid
13
Trade Ally Driven Savings
Technology-Driven Customer Journey
Confidential 14
Questions?