Bright Ideas:

Marketing Analytics, Customer Relationship Management, Customer Data Integration, and Campaign Analytics for Energy and Utilities

• Family Coding TM and Customer Segmentation: Grouped collections of untagged accounts into actual decision makers (buying entities)
• Matched MCL with 3rd Party Demographic/Firmographic Data: Created complete prospect list for 100% of ERCOT leads
• Siebel SFA “Lights On” Support:



• Two month implementation from go forward decision to go live with 100s of users, including data loads, lead assignment, training, etc.
• Functional Requirements and Process Development
• Implementation planning, design requirements, configuration and QA
• Base data load of customer and prospects
• Siebel Import/Export, IOU Siebel update
• Sales force and supervisor training
• Management and coordination on-going technical support, campaign activation, and 3rd party ASP
• Salesforce.com Configuration and "Lights On" Support



• Six week business process mapping and system configuration
• Trained >25 sales, support, and management users
• Administration and coordination of on-going technical support, campaign activation, and 3rd party telemarketers
• Lead Generation: Including list development, campaign list scrubbing, campaign development and deployment
• Campaign Reporting such as:



• Account manager productivity including attempts, outcomes, opportunities and activities per each campaign summarized by supervisor
• Comparative analysis between account manager and campaign results
• Longitudinal trends of account manager productivity
• Acquisition and retention per each campaign
• Customer Application Development of Pricing and Sales Tools



• Triggers to respond to competitive offers resulting in retention and/or winbacks (>$30 million savings), Customer Profiling Tools, Online Comparative Rate Sales Tools, Risk Assessments
• Market Sizing and Profitability Analysis within Business Segments
• Market Share Gain / Loss Reporting
• Small/Medium Business PTB Loss Comparison to Commercial & Industrial PTB
• PTB Tariff Analysis
• PTB Eliminating Temporary Power Rates Gamesmanship (210, 310, etc)
• Rate and tariff structure analysis
• Reconciliation between Sales Records and ERCOT Switches for New Customer Contracts
• Targeted customer clustering analysis
• Statistical Variances of Modeled MCL Usage and Revenue Data to Actual
• Consumption and Demand Forecasting
• Residential Multi-Family Product Market Analysis and Business Case Development
• Advanced Statistical Modeling: response, retention, churn, profitability
• Life Time Value Calculations
• Customer Value Stack Rankings across Key Attributes
• Sales Channel Effectiveness
• Retention by Channel and Account Manager
• Cost of Service, Cost of Retention and Acquisition
• Contract to Cash Tracking (including Switch Tracking)
• Switch Away and Churn Analysis
• Commodity and Non-Commodity Product Reporting and Out-of-Territory Sales by TDSP, Customer Segment and Campaign
• Customized Online OLAP tool
• Customized Online Offer, Enrollment and Pricing Tools