CRM feasibility study for Energy Company

We were asked to assess the opportunities and risks of developing a new CRM product for a leading vertical technology company in the energy sector.

Industry Sector
Energy

Services Provided

Business strategy
Product design

Team
Business Analyst

The Context

The retail energy market is fragmented with a large number of operators (over 700 according to ARERA estimates). The majority are small and medium sized operators.

The client assumes that these operators currently lack dedicated tools to manage their sales processes.

Our feasibility study analysed the market context to verify this assumption, examined existing software solutions and defined a data model on which to build the application architecture for the new product.

The Challenge

The CRM solutions currently available on the market do not meet the specific needs of the small to medium-sized energy provider segment. The client wanted to assess the possibility of targeting this niche through the feasibility study we were asked to undertake.

Methodology

We conducted market research, analysing the technology offerings of over fifty international vendors. Based on the findings of this analysis, we identified the required functionalities and the distinctive value proposition for the development of the new product.

The MoSCoW methodology was used to classify the proposed features. At the end of the consultancy process, we organised a workshop with the client’s technical representatives to evaluate and implement the proposed functionalities. This led to the definition of the application’s “killer features”.

Results

The output included:

Market analysis and competitive benchmarking in the CRM industry
Study and definition of a data model for the energy industry
Definition of CRM features
Definition of CRM architecture

With the documentation provided, the client now has the information it needs to evaluate future investments and to proceed with the development of the application.