Headline: A global energy company rethinks its approach to innovation sourcing
Challenge: Amid change in the broader business, a global energy company sought to reassess its strategy in external innovation sourcing and maximize the value of its corporate venture activities
Approach:
Benchmarking:
Analyzed peer energy companies’ strategies and structures for innovation sourcing, including data-driven review of activities, resources, governance structures and portfolios
Trend analysis:
Drew out patterns in the development of peers’ approaches to innovation sourcing and articulated drivers and barriers to change
Strategic recommendations:
Synthesized industry benchmarking and internal interviews to develop a set of recommendations for CVC strategy, resources and governance
Internal alignment:
Supported innovation team in building case to senior leadership by providing data and external validation for recommendations
Results:
Recommended new vision for CVC and broader innovation activity
Materials developed provided evidence base in presentations to company board
Broader scope of external innovation was approved and CVC team was grown to address new technology areas
Headline: A diversified utility anchors its newly acquired renewable offerings with iconic commercial customers
Challenge: Making the leap from offering traditional renewable products to providing clean power solutions
Approach:
Enhanced or expanded offerings:
Assessed and refined strategic value proposition of selling “clean energy” bundles and solutions, including renewables, energy efficiency, and customer branding support
Industry and market assessment:
Identified and prioritized over 100 new major commercial account targets by interest in renewables and influence in the market and local community
Integrated business processes:
Trained sales & marketing teams to articulate broader benefits of clean energy solutions to non-traditional energy buyers, such as commercial executives
Value chain engagement:
Leveraged Cleantech Group’s extensive network of commercial and industrial utility customers to facilitate introductions for business development and pilot new sales strategy
Results:
Initiated business development dialogue with 10 leading commercial prospects
Proposed 5-8 new clean energy solution bundles
Clear roadmap for current sales and marketing organization
Customizable collateral for consultative clean power sales
Headline: A European utility jumpstarts innovation sourcing in an underserved market
Challenge: Connect with new innovation partners to enhance customer offerings in service territories of Israel across six cleantech sectors
Approach:
Industry and market assessment:
Conducted data-driven primary and secondary diligence to landscape Israeli cleantech ecosystem across wind, solar, energy efficiency, smart grid, energy storage, and water/wastewater
Regional cleantech database:
Identified, prioritizing, and profiled top five target Israel startups within each sector
New partnerships:
Identified key success factors for partnerships and facilitated meetings between EDF and selected leading innovators
Results:
Connection to diverse set of industry experts and innovators
Commitment to pursue Israel startup roadshow
Intent to help BUs expand strategic innovation partners