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SUCCESS STORY
How energyOrbit Helps Utilities
Increase Energy Efficiency
Program Participation
CHALLENGE: How do we increase customer participation
in energy efficiency? How do we gain visibility into the
impact of outreach on energy efficiency participation?
SOLUTION: Segment-based customer targeting via
coordinated marketing and outreach, leveraging a unified
business customer database and tracking solution.
BENEFITS:
Improved program management
Increased customer participation rates
Consolidated forecasting & tracking
www.energy-orbit.com
866-628-8744
[email protected]
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COMMONWEALTH EDISON SOLUTION
BACKGROUND
Commonwealth Edison (ComEd) manages a portfolio of commercial and industrial energy efficiency incentive
programs known as Smart Ideas for Your Business®. In 2010, ComEd began to focus on segment-based strategies
and coordinated, multi-party outreach to increase program participation among business customers.
FINDING THE RIGHT SOFTWARE SOLUTION
To meet legislatively-mandated energy savings goals in a cost-effective
manner, ComEd wanted a verticalized customer relationship
management (CRM) system that would:
Manage relationships effectively across multiple parties
Accurately track the outreach pipeline and results in real time
Streamline the opportunity assessment process
Fully coexist with existing IT paradigms
Continually adapt, evolve and scale to meet ComEd’s needs
COMMONWEALTH EDISON ADOPTS ENERGYORBIT
energyOrbit deployed its initial solution within
three weeks of contract signature, and over a
series of iterations enabled ComEd to:
ComEd kWh Savings by Measure
Lighting
736,125
HVAC
905,644
Implement a unified and verticalized CRM solution
and set of automated workflows.
Work more efficiently with a variety of third-party
implementation partners to conduct market segment and
solutions-based outreach.
Custom
121,138
energyOrbit has proven to be a powerful, flexible solution and a key enabler of our
marketing and sales strategies for Smart Ideas. Their organization and team are
knowledgeable, responsive, and committed to our success.
- Steve Baab, Manager, Energy Efficiency Programs,
Commonwealth Edison
ENERGYORBIT FEATURES
MANAGE RELATIONSHIPS EFFECTIVELY ACROSS MULTIPLE PARTIES
COMMONWEALTH EDISON SOLUTION
Provide a central, consistent view of customer and contractor account information
to ComEd program managers, engineers and implementation partners.
Coordinate customer outreach and track lead sharing across program implementation partners.
TRACK PIPELINE & RESULTS IN REAL TIME
Forecast kWh Savings (Millions)
60
Assess, prioritize, and assign energy efficiency
opportunities for customers and trade allies.
50
40
Track and report on each program’s project pipeline,
customer conversion, historical program participation and
assessments.
30
20
10
Provide real-time estimated savings and forecast
probabilities, while implementing different sales processes
for different programs.
0
Month
1
2
3
4
5
6
7
8
9
Estimated Application Date
STREAMLINE THE OPPORTUNITY ASSESSMENT PROCESS
Prioritize, assign, schedule, and conduct opportunity
assessments by ComEd engineers and through
workflow rules; notify account managers and
requestor when assessment is complete.
FULLY INTERGATE WITH EXISTING IT
Promote greater self-sufficiency for business
users through easy-to-use sales reporting and
dashboards.
73
60
Number
Integrate with ComEd’s emailing platform and
marketing information.
78
80
40
20
52
38
44 43
46
40
37
22
20
24
31
50
33
26
24
14
0
11
Ju
n.
Ju 201
l. 3
Au 201
g. 3
Se 20
p 13
Oc . 20
t 13
No . 20
v. 13
De 20
c 13
Ja . 20
n. 13
Fe 201
b 4
M . 20
ar 14
Ap . 20
r 14
M . 20
ay 14
Ju . 20
n. 14
Ju 201
l. 4
Au 201
g. 4
Se 20
p 14
Oc . 20
t 14
No . 20
v. 14
De 20
c. 14
20
14
Leverage a single source of business customer
data that includes in-house energy, contact and
program information.
Energy Assessments by Month
Month
RESULTS
energyOrbit Solution Customized to Meet ComEd’s Needs
500
400
300
200
100
0
Create new report types to meet
ComEd’s complex reporting requests.
C29
C30
C31
C32
C48
Project kWh Savings
35
30
25
20
15
10
5
0
Results
400
300
200
100
PY1 PY2
PY3
PY4
PY5
PY6
Program Year
Improved visibility into outreach’s impact on customer participation
More systematic sales tracking and follow-up
Targeted reporting by customer size, usage data, industry, geography and participation
Enhanced management of energy assessment process, from initial request to customer presentation
Easily accessible, 360-degree view of customer participation and outreach history
Seamless hand-offs between ComEd’s implementation trade allies
Improved Trade Ally management and tracking
High amount of data integrity and consistency
One Market Street – Spear Tower, Suite 3600
San Francisco, CA. 94105
C49
Rate Schedule
Total kWh Savings (Millions)
Determine effectiveness of marketing
campaigns through customized
reporting.
C28
PY7
0
Number
Add validation rules to ensure
consistency and high data quality.
Projects by Rate
Number
Record and track calls received by
ComEd Smart Ideas for Your Business
call center.