EnerNOC: Turning Energy Savings into Sales Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

EnerNOC - clean energy company - sells energy monitoring, management and effectiveness of utility customers who agree to reduce consumption at peak times of emergencies in exchange for payments during the year. Utilities to sign long-term contracts for the supply of EnerNOC "negawatts", that is, reduction of energy consumption during peak periods as a way to avoid adding generating capacity. EnerNOC is experiencing rapid growth and need to manage the build of its energy management systems, and the growth and development of their sales. This case can be used in various courses. In the enterprise, of course, it could be the basis for discussion with entrepreneurial opportunities in clean energy, as well as management problems fast growth. In marketing class, it can be used to discuss the concept of related markets. It can be used to stimulate discussion on a wide range of questions in class sales management: reward systems, identify sales skills in potential employees, the entry into a new market, sales training, and so on. It can be used in courses MBA-level and upper-level undergraduate. "Hide
by Mark Rice, Mark T. Donohue, Michael Lelyveld Source: Babson College 17 pages. Publication Date: January 1, 2009. Prod. #: BAB152-PDF-ENG