Market Entry into the UK & European Energy Sectors
About the Customer
The customer are developers of a mobile App platform that streamlines business operations. The company started life in Denmark in the early 2010s and throughout the rest of the decade, have quickly progressed the business from retail into the amusement park sector.
During the five years trading globally in the amusement park business, they have been taken on as the primary business tool for inspection and maintenance in over 50 top attractions around the world including Florida Water World, and Dubai Atlantis. In 2016, they approached JBPRM for help in taking the platform into the power and energy sectors.
Market Research & Platform Development
As with amusement parks, power and energy require extreme attention to HSE, Risk, Quality, and Reliability. However, during due diligence in the first three months, it was identified that offshore wind provided a perfect entry point for the platform, but further improvements were required in the inspections and maintenance capability to ensure it catered for the needs of the market. This capability was overcome by taking the platform through the Scottish Enterprise Offshore Wind Expert Scheme (SE OWES) that took in consultants to develop the offer. This scheme was fully financed by the Scottish Government and provided the perfect vehicle for marketing the platform (funded by the SE OWES Scheme), to the offshore wind industry in the UK.
Finding Customer Trials
After the development had been completed, JBPRM set to work in the UK, identifying a few businesses that would be able to provide both revenues to keep the project moving, but also the needed data and insight that could only come from real-life use. On the back of this project, JBPRM was able to use the SE OWES and the trial customers, as a platform to aggressively seek new customers both with Power and Energy.
Full Solution Sell
Employing a telemarketing campaign, JBPRM contacted most of the offshore wind market that may have a need for this mobile-App technology. During this exercise, JBPRM was responsible for developing the brief for the customer calls, managing the quality of calls, managing the closure of calls to presentation opportunities, and the presentations themselves. In mid-2018, after a successful period of interest, it was also agreed that JBPRM take on the complete solution sell into Europe, including technical presentations, face to face meetings, trial scoping and organisation, solution development, full roll-out management, and ongoing account management.
JBPRM Delivered Services
- Due Diligence
- Platform Need Gap Analysis
- Funding to develop Platform
- Trial Customer Identification
- Business Development
- Marketing Support
- Technical Solution Sell
- Account Management
- Product Development Support
JBPRM have the experience and expertise to build and develop sales streams for start-ups, and small to medium sized businesses operating in the Power & Energy markets. These sales streams can be for new product launches, existing products that simply need a helping hand, or perhaps a more general sales push across multiple product or service lines.