Energy & Utilities Energy Retail
Customer Analytics, Marketing & Sales Excellence

Case Study

Indirect sales channel assessment for C&I energy customers

SDI conducted a comprehensive ABC channel partner assessment for a leading wholesale and retail electricity business in the U.S. to maximize mid-size to large customer energy sales

Client situation

A leading energy company recognized the growing importance and high value of indirect channel partners as well as the pressing need to utilize indirect channel partner services more effectively

Project approach

SDI identified, evaluated, and prioritized key existing and potential indirect ABC channel partners by in-depth research to derive a concrete go-to-market approach for large and mid-sized target ABCs and prepare pragmatic implementation plans

Outcome

SDI’s integrated channel approach expanded client’s indirect sales while deceasing overall cost of sales resulting in a significant profitability improvements

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