01
Establish the commercial project
CONCRETE OUTPUT
A clearer view of which opportunities warrant commercial effort.
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ILLUSTRATIVE SCENARIO / 03
Energy & Cleantech
A promising energy project. No clear route to a decision.
Coordinating the commercial journey for an industrial energy-management offer.
THE PRODUCT
Energy-management software
THE CUSTOMER
Energy-intensive industrial sites
THE COMMERCIAL MODEL
Project deployment and recurring software services
Illustrative scenario. The deliverables and progress described are envisaged, not achieved results.
01 / COMPANY CONTEXT
A real-world technology business.
A cleantech scale-up provides software to help industrial businesses manage energy use. Its offer is intended to help site teams understand consumption and assess opportunities to adjust operations. It has initial references and is discussing projects with manufacturers operating several sites.
In this scenario, an energy manager sees a potential application and shares preliminary data. The conversation then expands to maintenance, operations, finance and IT. Each asks reasonable questions, but nobody owns the overall purchasing journey. The supplier produces revised presentations while the project remains outside a clear decision timetable.
02 / COMMERCIAL CHALLENGE
What is slowing commercial progress?
Interest in energy performance is not yet a funded implementation project. The business case depends on site conditions, the proposed scope and the customer’s ability to act on findings. Operational teams want to understand disruption and responsibilities; finance needs credible assumptions. The commercial process must connect those concerns without promising savings that have not been substantiated.
03 / PEOPLE INVOLVED
Who is involved in the decision?
- Energy or sustainability manager
- Operations, maintenance and IT
- Finance, procurement and site leadership
04 / POSSIBLE Market Tandem CONTRIBUTION
Turning commercial priorities into action.
The work below would be scoped with the company after reviewing its actual situation.
02
Coordinate the evidence needed to decide
CONCRETE OUTPUT
Customer discussions coordinated and outstanding questions followed through.
03
Progress an offer around an agreed scope
CONCRETE OUTPUT
A proposal reflecting the customer’s project, with active follow-up towards a decision.
05 / SIGNS OF PROGRESS
What meaningful progress looks like.
A customer sponsor able to bring the relevant departments into the decision.
Explicit assumptions behind the investment case and a route to validate them.
An agreed initial scope and a defined next approval milestone.
06 / SPECIALIST RESOURCES
Clear roles and responsibilities.
Market Tandem could coordinate the commercial process and help progress the opportunity. Engineering, energy-performance calculations, equipment compatibility and any regulatory or financing questions would remain with qualified specialists. No savings, payback period or project outcome is assumed in this scenario.
YOUR SITUATION
Does your prospect have a project it can approve, or an interesting idea that still lacks an owner and a decision process?
Use the assessment to explore your priorities, or get in touch to discuss the specific commercial situation you face.