Utility leader differentiating in a me-too world
Having been acquired by a huge international Utility player, the key question was to integrate with the mother company, committing on EBITDA-growth.
Yet as incumbent they faced erosion due to fierce competition. Papilium came up with a big data based strategy for the top-end market segment. We revealed that the current way of selling and services was far too cost-intensive with little to no differentiation in product offering.
As metaphor one could say they sold cars as if they negotiate bold per bold, wheel per wheel. We came up with a packaged way of selling and servicing, just like you sell cars.
We aligned the sales and service department with the new go-to-market strategy. As a result market share grew substantially, backed with a double digit cut in operational costs.