2018 Nexant User Consortium

Trade Ally-Centric

Program Delivery

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Capri Pearson June 13, 2018

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• Customer-facing search

• Filter on customer segment, specialty, distance

• View on a map

• Network enrollment application and review process

• Document repository and management

• Insurance, licenses, certifications, enrollment application

• Customer Relationship Management (CRM)

• Company contact information

• Specialties

• Outreach tracking; events, email campaigns, touch points

• Role-based permissions

• Integration with iEnergy products

Current iEnergy Trade Ally Features

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Configuration

3

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The Research

Trade Ally-Driven Savings

4

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68%

16%

12%4%

5

Trade Ally Driven Savings

Survey Results From Nexant Trade Allies

Number of

Technicians

Mobile App UsageMobile Usage Tablet Usage Scheduling and

Dispatching

28%

48%

20%

4%

ResidentialSmall and Medium Size

Businesses

Large CommercialIndustrial and

Manufacturing

HVAC and Lighting shops serving mostly non-industrial customers

Tech-familiar contractors

52%40%

8%

Electrical/Lighting HVAC/Mechanical

Other

84%

12%4%

Contractor/Installer Distributor/Wholesaler

Designer/Engineering

Customer

Segment

Business

Type

Primary

Business

52%

20%

16%

12%

1-10 11-25

51-100 25-50

50%50%

Apple Android

46%

33%

21%

Apple No

Android

Online Calendar Other Software

Scheduling Tool Handwritten

0%

5%

10%

15%

20%

25%

30%

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Trade Ally Driven Savings

Survey Results From Nexant Trade Allies>75% are very or extremely interested in all of the proposed benefits. Leads and streamlined

rebate application garnered highest priority.

Interest Level by Program Benefits

0% 10% 20% 30% 40% 50% 60% 70%

Leads

Streamlined Application

Differentiation

Utility Endorsement

Opportunity Management

Participation Activity

Rebate Eligibility

Rebate Confidence

Program Participation History

Online Training

Extremely Interested Very interested Moderately interested Slightly interested Not interested at all

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64%

23%

9%5%0%

25%

21%25%

17%

8%4%

56%28%

8%4%4%

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Trade Ally Driven Savings

Survey Results From Nexant Trade Allies

Marketing ChannelsLead

Subscription

Marketing

Budget

Marketing

Effectiveness

Most trade allies are engaged and desire faster / easier rebate processing to reduce the number

of administrative hours spent.

Utility Rebates Submitted

as % of Projects

Hours Spent on Rebates

per Week by org

% of Projects Considered

Energy Efficiency

0%

10%

20%

30%

40%

50%

0-20% 21-50% 51-75% 76%+

0%

10%

20%

30%

40%

50%

60%

0-20% 21-50% 51-75% 76%+

0%

10%

20%

30%

40%

50%

0 1-10 11-20 21-40 40+

29%

29%

25%

17%4%

Rebate Program

Participation Barriers

Application

process too

cumbersome

Rebate

processing

time

Rebate

eligibility

uncertainty

Other Lack of information/communication

Majority already have dedicated marketing budgets, but are not yet paying for any leads.

None Angie’s list Dodge

CDCNews Other

$0 $0-$1,000 $1,001 - $10,000

$10,001 - $49,999 $50,000 - $99,999 $100,000+

Moderately

effectiveVery effective

Slightly effective Not effective at all

0%2%4%6%8%

10%12%14%16%18%

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Trade Ally Driven Savings

Capability Value Assessment

Q

2

4

N

P

B

G

F

A

E

Value for Utility

Val

ue f

or T

rade

Ally

K

C

D

J

1

3

I

O

M L

H

LOW

HIG

HLO

WM

ED

IUM

HIGHMEDIUM

Foundational Capabilities

1. Account & Contact Self-Management

2. Documentation Tracking & Self-Maintenance

3. Ad-hoc Reporting & Dashboards

4. Security & Compliance

Value-Add Capabilities

A. Lead Qualification, Routing, Management

B. TA Performance Management (tiering)

C. Rebate Eligibility Check

D. Industry Standard Rebate Process

E. Personalized Training & Administration

F. Customer Contacts & Roles

G. Installed Base Equipment Tracking

H. Instant Approval of On-bill Financing

I. Utility led customer education

J. Lead Intelligence for Geotargeting

K. Virtual TA Advisor KnowledgeBase

L. Mobile Responsive UI/UX

M. Online Community for TA

N. Energy Savings Rate Calculator

O. Project Pipeline Forecasting

P. Industry Standard TA Network Enrollment

Q. Site Assessment Tool

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Customer Management for Trade Allies

• Provide TAs with Customer Eligibility and Propensity information from

DSMC and third-party data sources (demos, sq footage, etc.)

Trade Ally Management for Utilities

• Robust CRM solution, track in centralized location

• Learning Management System to train trade allies on programs

• Chat forum for frequently asked questions on program guidelines or

eligibility

Fully Integrated on iEnergy Platform

• Performance Dashboards look across all iEnergy information

• Provide visibility to project status to trade allies

• Provide performance metrics on trade allies to utility

9

Trade Ally Connect – Fall 2018

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Trade Ally Connect Overview

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Old DSM Delivery Strategy

Background Information

$

$Services /

Products

Application / Savings

Information

Utility

Customer

Trade Ally

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Trade Ally Driven Savings

Trade Ally Driven Program Delivery Strategy

Assistance/Information

Reduced

$

Services /

Products

Information

$ & Training

Utility

Customer

Retailers/

Trade AllykWh/therms

Serv

ice

s

Soft

wa

re

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Assessment ReportTrade ally generates assessment report in mobile assessment tool and reviews opportunities with customer

Program AgreementTrade ally generates Assessment Report for signature, customer signs, trade ally submits for preapproval; Nexant performs QC for preapproval

Energy AssessmentTrade ally performs energy assessment; information collected in mobile assessment tool

Measure SelectionCustomer selects measures for preapproval; Trade ally updates mobile assessment tool

Customer InfoTrade ally collects customer information in mobile assessment tool

Initiate

Assess

Report

Select

Preapprove

Install

Measure InstallationTrade ally installs selected measures; Trade ally updates and submits in mobile assessment tool

Approve and PayNexant performs QC for installation and cuts a check to the trade ally

Pay

Welcome Congrats Preapproved Paid

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Trade Ally Driven Savings

Technology-Driven Customer Journey

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Questions?