Leading European Energy Provider: Shaping User-Centric Energy Solutions in Partnership with gridX
Discover how DPM unified requirements for a leading European energy provider's HEMS app , delivering 14 validated initiatives in just 9 weeks.
Leading European Energy Provider
Rapid Go-to-Market Expansion in Partnership with gridX
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To drive the expansion of smart energy solutions for a leading European energy provider, we partnered with gridX to build a high-velocity go-to-market engine. Together, we transformed the provider’s fragmented B2B2C approach into a scalable installer partner program that turns local contractors into efficient brand ambassadors, achieving 120% growth in connected asset installations within six months.
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Growth in the partner network, enabled by a new channel setup and optimized conversion across all stages.
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Increase in connected assets installation within the first six months.
The Challenge
The biggest hurdle was that the product's value proposition remained unclear to installers. Existing materials did not address their actual needs and pain points, making it difficult to activate installers or understand why they were hesitant to sell the product to their customers. Without alignment on the "why," the program struggled to gain the necessary momentum on the frontlines.
The Result
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From a Challenging Product Launch to Successful Partner Activation
We were commissioned to develop a robust channel strategy and support its operational implementation. We worked in close collaboration with the gridX and the provider’s cross-functional team – including the Squad Lead, Sales team and Customer Success Managers – to create a foundation for scalable growth.To address the installers' key needs, we created a complete set of tailored materials along the end-to-end installer journey. This included a short product pitch video addressing all key benefits. We developed training and installation guides for both sales and technical teams. We launched a partner portal and newsletter to streamline partner communication.A key part of our project was continuously sharing results, progress, and successes with internal stakeholders to build alignment and momentum for this new business area.In just six months, we successfully set up a robust and scalable channel structure for the energy provider, creating a sustainable foundation for market success.
The Outcome
- Transparency and alignment throughout the entire partner journey.
- Understanding the needs, economic interests, and motivation of the partners.
- A clear and robust strategy for partner activation.
- A complete set of marketing and sales materials that made it easier to win and activate partners.
- Improved conversion rates across all phases of the partner program.
- Expanded the partner network by over 700%, leading to a 120% increase in connected assets within six months.
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Our Approach
- Journey Mapping: We mapped out the entire Installer Journey to identify the most critical touchpoints and challenges.
- Field Research: We conducted partner interviews, carried out in-depth competitor analysis, and gathered key insights directly at industry trade fairs.
- Process Optimization: Based on these findings, we defined a clear value proposition, established KPIs, and optimized the entire process for lead generation, acquisition, and onboarding.
- Tailored Toolkits: We created a full range of materials specifically tailored to the professional requirements of energy partners.
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