Retail Energy Provider
Integrating four businesses to achieve efficiencies and maximize the customer experience.
A large, retail energy provider and Credera partnered to integrate four go-to-market brands with separate teams, processes, and platforms into a single national brand with common processes and platforms.
At a Glance
A leading energy provider grew their business-to-business (B2B) energy solution in North America via acquisition and wanted to integrate their four different go-to-market brand teams into a single brand to achieve cost efficiencies and better serve multi-national customers. The client engaged Credera to perform a fit-gap analysis across brands and design a common set of processes and digital experiences to market and sell power solutions as one national brand. Credera partnered with the client to implement an integration roadmap that standardized processes on a single set of systems, saving millions each year in software licensing and unifying over 250 contract options in a common structure.
The Challenge
Integrating four brand teams with disparate processes into one.
This leading energy provider had several different B2B, go-to-market brands with disparate processes, platforms, and customer experiences. Multi-national customers with locations across power markets had to contract with different brands with inconsistent terms as well as pricing and regulatory challenges. Recent merger and acquisition activity had led to significant bloat in software spending on applications that performed similar functions and duplicate platforms led to increased risk of regulatory violations and inaccurate reporting.
The Solution
Defining and implementing a market-centric integration roadmap.
Credera partnered with the client to create a cross-functional program leadership structure that incorporated marketing, sales, product, billing, and IT leadership. The program team led several working sessions to determine gaps, design future state processes, and define digital solutions and requirements.
Features were prioritized and grouped into project efforts to create a consolidated market-centric roadmap that accelerated rollout of one brand to priority customer segments. Future state solutions were designed using open-source platforms to eliminate software licensing costs. Product and contract components were standardized to drive greater efficiency and mitigate regulatory violation risk. A change management team was embedded throughout the organization to identify change impacts and drive adoption among stakeholder groups across the end-to-end value chain.
The Results
Significant platform savings and one standard for marketing, sales, and operations across markets.
Together, the large energy provider and Credera defined a critical path roadmap to integrate people, process, and technology across the over 100-member organization. This project established a single content management system (CMS), customer relationship management (CRM), and configure-price-quote (CPQ) system for the B2B organization, which saved millions of dollars in software license fees through the sunset of more than five applications. Through the partnership, Credera and the client developed persona-specific training to enable sales, risk, and operations teams to adopt the new platforms and drove implementation of best practices.
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