EnergyCAP, Inc.
Company: EnergyCAP, Inc., State College, PA
Company Description: EnergyCAP, Inc. (ECI) publishes EnergyCAP, the best-selling energy management software. EnergyCAP is online and installed software for energy and greenhouse gas tracking, utility bill processing, reporting, analyzing, and benchmarking. An industry leader for over 30 years, ECI is the only software winner of the ENERGY STAR Partner of the Year award.
Nomination Category: Sales Awards Department Categories
Nomination Sub Category: Sales Department of the Year - Computer Software
Nomination Title: EnergyCAP, Inc.'s Sales Program
Tell the story about what this nominated department achieved since the beginning of July 2011 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Despite a small sales staff of three among an industry of Goliaths, energy management software publisher EnergyCAP, Inc. (ECI) continues to lead the fast-growing industry due to aggressive and effective sales efforts. New venture capital-backed energy companies spring up regularly due to interest in the smart grid, energy infrastructure, and energy reduction mandates. But despite being a small 40-person company with a three-person sales team, ECI is holding off the competition.
Founded in 2002, ECI is a five-year winner of the Inc. 5000 Fastest Growing Companies award, a two-time ENERGY STAR Partner of the Year winner, is financially strong and debt-free, and has gone from zero to over 1,200 clients in just ten years. ECI has recorded double-digit sales growth each year and as of October 2012, sales have already surpassed the total sales for 2011.
ECI has a 90% success rate on all public competitive bids. In recent high profile and intensely competitive procurements for contracts with state governments, university systems, and Fortune 500 retailers, EnergyCAP was the winner nine out of ten times. Several of these opportunities were funded by government ARRA funds, which drew extra attention from larger companies. But the consensus resounded—size doesn’t matter.
ECI’s efforts have been recognized by independent research firms such as Groom Energy. In a recent research report at http://www.prweb.com/releases/2012/3/prweb9275629.htm, Groom Energy listed EnergyCAP as a “Top Ten Company to Watch” among energy management solution providers.
ECI’s sales strategy is to compete with larger international companies. The sales team performs software demos in public webinar sessions as well as private one-on-one online sessions, and for larger opportunities and formal procurement interviews, it conducts onsite meetings at the prospect location. Other sales activities include tradeshow exhibits, onsite regional product demonstrations, and cold call campaigns.
The most successful sales program implemented in the last year was a campaign targeted to upsell products and services to current clients. ECI implemented an upsell campaign in which the sales team joined the project management and engineering staff to promote add-on products and services to clients they were working with, in return for a sales commission.
Since the technical staff was in regular contact with clients who were implementing the software, they could be influential in the sales process. The sales commission provided a means of motivation for the technical staff. So far the program has constituted 15% of the total sales revenue for the year and has helped ECI to increase total sales revenue by 40% compared to last year.
The successful sales team of ECI proves that you should never count the little guy out.
Provide a brief (up to 100 words) biography about the leader(s) of the nominated sales organization:
John Heinz is the Director of Sales for EnergyCAP, Inc. He has 12 years of sales experience including eight years marketing and selling energy and utility bill management software. Currently John manages all direct sales opportunities and procurements for all of the EnergyCAP products.
During his tenure as Director of Sales, the company has recorded double-digit sales growth each year, increased revenue each year, and for the past five years has appeared on the list of Inc. 5,000 Fastest Growing Private Companies and twice won ENERGY STAR Partner of the Year. Other responsibilities include managing programs for business development, resellers, and consulting firms.