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2013 ACEEE National Conference, Nashville TN

Chad Solomonson
Chad Solomonson

Small businesses represent a large, relatively untapped potential for energy savings. Direct install programs can achieve deeper savings and greater market penetration among small businesses compared to current practice. A maturing direct install model is cost-effectively delivering significant energy savings to meet efficiency targets while increasing customer satisfaction. This model provides integrated services, uses data analytics to target customers, develops customer personas, and offers a technology platform and consistent customer experience to drive participation.

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From New York to the Southeast: EERS paves the way for the next generation of Small Business Direct Install Programs
EERS driving the great untapped segment As energy efficiency portfolio managers and program planners increasingly look for new sources of potential energy savings, the small business sector may hold significant resource acquisition opportunities for the future. There is a large and relatively untapped potential for energy savings available in the small business sector. Frontiers of Energy Efficiency; Next Generation Programs Reach for High Energy Savings, ACEEE, 1/2013 the challenge for these program administrators will be to design and implement programs that can achieve both deeper savingsand have a broader reach in terms of market penetration over a sustained period of timeAchieving higher market penetration rates will require programs to target and reach traditionally under- served markets in far greater numbers than current practice. The Future of Utility Customer-Funded Energy Efficiency Programs in the US LBNL, 1/2013
EERS driving the great untapped segment UNITY FINDING EE LEVERS DIRECT INSTALL CONFIDENCE Across the country , we are seeing regulators, utilities and stakeholders are working collaboratively to design and deliver cost effective EE solutions. Through Energy Efficiency Portfolio Standards (NY) to Integrated Resource Planning (NC/SC) states are specifically engaging EE to underserved markets as a means to continue to effectively deliver power to their customers. A maturing Direct Install model is cost effectively and quickly delivering the negawatts needed to achieve DSM, T&D, and Supply requirements creating predictability and stability into an aging infrastructurewhile increasing Customer satisfaction.
10.5 Program Best Practices that are driving Direct Install 2.0 for EE Program Delivery Drive out complexity; Increase confidence #1 Performance Based Energy Efficiency #2 Integrated Services #3 Rich Territory Analytics #4 Persona Development #5 Direct Install Specific Technology #6 Consistent Customer Experience #7 CRM @ Scale #8 Flexible Financing Vehicles #9 Local Partner Ecosystem #10 Predictable Results #10 .5 A SMB Channel for more EE!
#1 Performance-Based EE Our Foundation Quick, risk mitigated deployments with a dialing mechanism to meet specific Utility supply and T&D needs (EERS/IRP) No Upfront Program Administration Fees No Software Licensing Fees Turn-key Unit Price Industry Recognized Measures Measures Exceed TRC Test The desired outcome is a higher value cost per kWh.
#2 Integrated Services Direct Install Services Include: Program Design Administration Territory Segmentation Training Program Marketing Free Assessments CRM Management Material Management Contractor Management Program Portal Real Time Reporting Customer Satisfaction More Services = More Value
#3 Rich Territory Analytics We identify customers that have a high potential for energy savings based on business industry classification and utility data energy usage modeling. We calculate: Annualized KWH Load Factor % Burn Hours We rank, score & model by: Energy Usage (opportunity) Geography / Zones Top SICs We make it very visible throughout the program.
#4 Persona Development Focusing on people means that we move beyond basic benefits of the direct install program. We understand how leveraging the program changes the lives of these small business customers. What Most Know: - Hard working - Self Motivated - Passionate - Market Intuition - Limited Capital What We Also Know: - Where they need funds - Operating/ Burn Hours - Measures - Best Practices - Influencers
#5 Direct Install Technology Platform Lime Direct Install is a collaborative, secure platform built specifically for the implementation of Direct Install utility programs. Contains the intellectual capital of 25 years of EE experience. Portable iPad Driven Application Onsite Direct Install audits Proposal generation Real-time CRM Implementation workflow Platform is integrated throughout the entire program process, from marketing campaigns through purchase orders, to material pick lists, waste management and reporting.
#6 Consistent Customer Experience Local Field Teams Telemarketing Direct Mail Inbound Marketing Post-Install Local Energy Advisor Lime Hires Local Advisors Provides In-depth Training Schedules Onsite Visit Performs Assessment Builds Relationships Secures Referrals
#7 CRM @ Scale CRM Funnel Stage Segmentation Program Awareness Lead Generation Key Performance Indicators Data Validation CRM entry Web traffic growth Conversion Rate # of touches/week # of Scheduled Audits # of Proposals submitted Energy Proposal # of Days (Audit to Proposal) # of Signed Contracts Signed Contract # of Days to close out project # of completed install Post Install Customer Satisfaction Rating Referenceable Customer 8000 6000 4000 2000 0 1 2 3 4 MWh 5 6 Sales 7 8 Audits 9 10 11 12 MWh Goals (Key to managing growth) Weekly Pipeline Reviews Strategic Accounts (multiple sites) Deal Team Reviews
#8 Flexible Financing Options We offer multiple financial vehicles to enable qualified utility business customers with options: A 12 or 24-month payment A shared savings structure A third party energy expense management A traditional equity financed program ACH or credit card payment Clear evidence that offering the customer the opportunity to finance their copay is a tremendous value in program adoption. Improves the closing rate, resulting in increased program efficiency and lowering the utilitys cost per kWh. Utilities that offer an on-bill financing mechanism, have realized consistent customer participation.
#9 Local Partner Ecosystem Material Alignment 3-5 Day Delivery Contractor Portal Local Crews / Jobs Volume Mentality Revenue Expansion Minimal Cost of Sales Program Training
#10 Predictable Results In only 4 years: 9 Active SMB/SLG Programs 850,000 + Targeted Customers 15,000+ Implementations 840,000+ MWhs Saved ASE Super Nova Star award Dedicated to Serving Small Businesses % of Projects Delivered Avg. Project Size (MWh) Avg. Project Size ($) 0-25 60% 13.8 $ 4,359 kW Range 25-50 50-75 30% 6% 27.9 48.1 $ 8,284 $ 13,123 75-100+ 4% 52.2 $ 12,418
#10.5 A New SMB Channel for More EE! Direct Install 2.0 offers: Better understanding of SMB buying behaviors. Solid foundation of active EE participants. Predictable Channel for new and emerging technologies. Thank you! www.lime-energy .com | csolomonson@lime-energy.com

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2013 ACEEE National Conference, Nashville TN

  • 1. From New York to the Southeast: EERS paves the way for the next generation of Small Business Direct Install Programs
  • 2. EERS driving the great untapped segment As energy efficiency portfolio managers and program planners increasingly look for new sources of potential energy savings, the small business sector may hold significant resource acquisition opportunities for the future. There is a large and relatively untapped potential for energy savings available in the small business sector. Frontiers of Energy Efficiency; Next Generation Programs Reach for High Energy Savings, ACEEE, 1/2013 the challenge for these program administrators will be to design and implement programs that can achieve both deeper savingsand have a broader reach in terms of market penetration over a sustained period of timeAchieving higher market penetration rates will require programs to target and reach traditionally under- served markets in far greater numbers than current practice. The Future of Utility Customer-Funded Energy Efficiency Programs in the US LBNL, 1/2013
  • 3. EERS driving the great untapped segment UNITY FINDING EE LEVERS DIRECT INSTALL CONFIDENCE Across the country , we are seeing regulators, utilities and stakeholders are working collaboratively to design and deliver cost effective EE solutions. Through Energy Efficiency Portfolio Standards (NY) to Integrated Resource Planning (NC/SC) states are specifically engaging EE to underserved markets as a means to continue to effectively deliver power to their customers. A maturing Direct Install model is cost effectively and quickly delivering the negawatts needed to achieve DSM, T&D, and Supply requirements creating predictability and stability into an aging infrastructurewhile increasing Customer satisfaction.
  • 4. 10.5 Program Best Practices that are driving Direct Install 2.0 for EE Program Delivery Drive out complexity; Increase confidence #1 Performance Based Energy Efficiency #2 Integrated Services #3 Rich Territory Analytics #4 Persona Development #5 Direct Install Specific Technology #6 Consistent Customer Experience #7 CRM @ Scale #8 Flexible Financing Vehicles #9 Local Partner Ecosystem #10 Predictable Results #10 .5 A SMB Channel for more EE!
  • 5. #1 Performance-Based EE Our Foundation Quick, risk mitigated deployments with a dialing mechanism to meet specific Utility supply and T&D needs (EERS/IRP) No Upfront Program Administration Fees No Software Licensing Fees Turn-key Unit Price Industry Recognized Measures Measures Exceed TRC Test The desired outcome is a higher value cost per kWh.
  • 6. #2 Integrated Services Direct Install Services Include: Program Design Administration Territory Segmentation Training Program Marketing Free Assessments CRM Management Material Management Contractor Management Program Portal Real Time Reporting Customer Satisfaction More Services = More Value
  • 7. #3 Rich Territory Analytics We identify customers that have a high potential for energy savings based on business industry classification and utility data energy usage modeling. We calculate: Annualized KWH Load Factor % Burn Hours We rank, score & model by: Energy Usage (opportunity) Geography / Zones Top SICs We make it very visible throughout the program.
  • 8. #4 Persona Development Focusing on people means that we move beyond basic benefits of the direct install program. We understand how leveraging the program changes the lives of these small business customers. What Most Know: - Hard working - Self Motivated - Passionate - Market Intuition - Limited Capital What We Also Know: - Where they need funds - Operating/ Burn Hours - Measures - Best Practices - Influencers
  • 9. #5 Direct Install Technology Platform Lime Direct Install is a collaborative, secure platform built specifically for the implementation of Direct Install utility programs. Contains the intellectual capital of 25 years of EE experience. Portable iPad Driven Application Onsite Direct Install audits Proposal generation Real-time CRM Implementation workflow Platform is integrated throughout the entire program process, from marketing campaigns through purchase orders, to material pick lists, waste management and reporting.
  • 10. #6 Consistent Customer Experience Local Field Teams Telemarketing Direct Mail Inbound Marketing Post-Install Local Energy Advisor Lime Hires Local Advisors Provides In-depth Training Schedules Onsite Visit Performs Assessment Builds Relationships Secures Referrals
  • 11. #7 CRM @ Scale CRM Funnel Stage Segmentation Program Awareness Lead Generation Key Performance Indicators Data Validation CRM entry Web traffic growth Conversion Rate # of touches/week # of Scheduled Audits # of Proposals submitted Energy Proposal # of Days (Audit to Proposal) # of Signed Contracts Signed Contract # of Days to close out project # of completed install Post Install Customer Satisfaction Rating Referenceable Customer 8000 6000 4000 2000 0 1 2 3 4 MWh 5 6 Sales 7 8 Audits 9 10 11 12 MWh Goals (Key to managing growth) Weekly Pipeline Reviews Strategic Accounts (multiple sites) Deal Team Reviews
  • 12. #8 Flexible Financing Options We offer multiple financial vehicles to enable qualified utility business customers with options: A 12 or 24-month payment A shared savings structure A third party energy expense management A traditional equity financed program ACH or credit card payment Clear evidence that offering the customer the opportunity to finance their copay is a tremendous value in program adoption. Improves the closing rate, resulting in increased program efficiency and lowering the utilitys cost per kWh. Utilities that offer an on-bill financing mechanism, have realized consistent customer participation.
  • 13. #9 Local Partner Ecosystem Material Alignment 3-5 Day Delivery Contractor Portal Local Crews / Jobs Volume Mentality Revenue Expansion Minimal Cost of Sales Program Training
  • 14. #10 Predictable Results In only 4 years: 9 Active SMB/SLG Programs 850,000 + Targeted Customers 15,000+ Implementations 840,000+ MWhs Saved ASE Super Nova Star award Dedicated to Serving Small Businesses % of Projects Delivered Avg. Project Size (MWh) Avg. Project Size ($) 0-25 60% 13.8 $ 4,359 kW Range 25-50 50-75 30% 6% 27.9 48.1 $ 8,284 $ 13,123 75-100+ 4% 52.2 $ 12,418
  • 15. #10.5 A New SMB Channel for More EE! Direct Install 2.0 offers: Better understanding of SMB buying behaviors. Solid foundation of active EE participants. Predictable Channel for new and emerging technologies. Thank you! www.lime-energy .com | csolomonson@lime-energy.com