Working with Start-ups for Digital Transformation Smart Energy Connect
SERENA PAU Head of Product Management at CLP Innovation Hub My first start-up Ozmo.io was a wellness IOT About technology company trying to bring people better hydration through behavioural change Me Formerly Entrepreneur in Residence at 12 years of experience in product management Award-winning pitch competition winner in Hong Kong featured by “I am not the typical Energy Industry Person.” 2
What will you get out of LISTENING TO ME Digital Transformation Push or Pull? Demand first How CLP Group Reality or Supply first? Innovation is addressing this? Picking the best solution or How CLP Smart Energy What’s next for the right solution? Connect is trying to bring corporate digital the start-ups to the market? transformation? 3 3
Digital Transformation Health Check Rigid Experimental Intentional Strategic Dedicated Fluidity A culture of innovation and Organizations continue Experimentation Execution begins to Groups within the A team forms within adaptation forms, with to operate with legacy creativity and happen in a more organisation recognise the organisation with acceptance at executive and systems and processes conversations about deliberate and the power of the purpose of creating strategic levels that change is internally and digital touchpoints sophisticated manner, collaboration, system and facilitating constant and business externally despite the emerge within the with acceptance of new integrations and transformation-shaping success is parallel with fluid digital workplace and external digital marketplace. knowledge sharing roles processes and business evolution marketplace facing teams systems 4 4
Status quo of digital transformati on vs start- up 201 201 4 9 5
Reality is… 6
Push or Pull Strategy DEMAND SUPPLY 7
How do we apply the start-up products? Customer Challenge Utility Challenge Utilities lack visibility on EM vendors build stronger customer behaviour relationships with customers 8
Typical Approach of Utility Cost Time It can be expensive Long lead time to go to market Incomplete Freedom Go-To-Market Confined to the fundamentals missing platform boundaries 9
Becoming nexus for customers and energy management start-ups 10
Introducing www.CLPSEC.com A single source for all products A consistent view of each product 11
Smart Energy Connect A customer face, products, cloud backend with a truly open architecture, and the Go-to-Market fundamentals A digital presence of your Carefully curated and energy solutions tested products Robust business A secure cloud and operations data platform CRM Marketing Sales & Templates material Training material Contract Pricing templates Templates 12
How do we know if they are right? Partner referral funnel (in hundreds) 1 st level scoring on potentials 2 nd Level screening on business case, patent and tech trial 3 rd Level screening on product implementation challenge and growth potential Quarterly Kano Model evaluation 13
Should we find the best or the right solution? Screening over 100 Trial at different sites Marketing Pack products a month Persona Monthly Use Case Sales team Contract and brainstorm meeting commercials Sales training arrangement 14
Success Case: Building Scope Predictive Due Diligence Cyber Security Trial Conducted maintenance tool Conducted Assessment Building Scope Distribution Agreement Integrated Consistent UI 15
Building Scope after white labelling 16
Product Portfolio - Scoring with Kano Model 17
Smart Energy Connect Start-up Partner Program • Online app store with CLP’s presence Distribution Channel • Visible to a large array of customers and markets • CLP funded marketing Marketing • Leverage CLP brand and programs • Penetration testing Technology Support • Data Integration(with customer consent) 18
The Start-up Journey with a Corporate Product Capability Domain Expertise Us Startup Very Malleable Brand Speed To Market Market Know-how 19
Wait a minute, something is missing… 20
What’s next for digital transformation? We will not walk without a roadmap and continue to explore its goal and function We will only build and find things customers love 21
SERENA PAU Head of Product Management We empower minds to make sustainability En a practical reality www.clpsec.com serena.pau@clp.com.hk Scan this QR code to know more
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