How we helped a regional utility company develop a strategy to compete in the Municipal market


Client believed there was an opportunity in the Municipal market for non-kWh products and services but was lacking a strategy to compete and win new business

  • Municipal customer market penetration for non-kWh services was lower than expected
  • Go-to-market sales model created duplication of effort and was not aligned with customer buying preferences


Deepened understanding of Municipal market segment and identified opportunities to improve customer Engagement Model, Products & Solutions and Market Intelligence 

  • Conducted secondary research and data gathering including competitors, peers and industry data sources
  • Performed evaluation of current Customer Satisfaction (NPS) 
  • Completed baseline analysis to assess current situation, including current penetration rates by product, by geographic area and customer type
  • Designed and facilitated internal discovery workshops and one-on-one interviews with key stakeholders to identify pain points and opportunities to improve
  • Aligned findings with other key initiatives to better leverage


Our client has a comprehensive plan with 55 documented opportunities to improve customer engagement, offers, and market intel to achieve a stronger position in the Municipal market.