pManifold Utility Service Package_For Service Providers_20130708

Utility Service Package (USP)

Building Value Proposition & Go-To-Market for Utility Service Providers with Distribution Franchisees (DF)

Catalyzing emerging business models through

STAKEHOLDER ENGAGEMENT | CONSULTING | RESEARCH

July 18, 2013 1pManifold Business Solutions Pvt. Ltd.

Fast growing DF industry needs new genre of Service Providers

Growing markets in Utility PPPs

By some estimates, the PPP /DF market in Utilities has touched less than 1% of potential market share

DF operators has struggled with operationalising new Franchisee models

• One key missing link is strong & partnering Vendor ecosystem

Looking at portfolio of DF projects will be better developmental outlook for Service Providers, to innovate sustaining delivery models

Expectations from new genre

• Good understanding of economics & SLAs of DF model1

• Offering managed solutions & services that matches DF model cash flows & viability2

• Partnering in continuous Performance improvement through shared risk/returns3

• Fast adaptability & mobilisationfor roll-out & quick settling to stable DF operations4

• Keeping strong systems, processes, governance & reporting to allow management ease of DF5

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Where does your solutions and services fit in?

Broad categories

•Equipments Sourcing, EPC, Installation, O&M, Emergency Mgmt., OMS, Loss reduction, etc.

Network

•Network & Process Automation, CRM, MBC, OMS, ERP, BI, GIS, Asset Mgmt, etc.

IT

•Meter Mgmt, Smart Metering, Billing, Collection, Theft Management, Energy Audit etc.

MBC

•Customer services, Customer Indexing, Webportals, Call center, Payment channels, PR, Branding, etc.

Customer

•HR, Payroll Mgmt., Training, Financing, Syndication, etc. Others

Do you …

have willingness to co-create your services for viable DF operations?

have challenges with entry and/or scale-up with existing/new DF operators?

see expansion opportunities with Indian DF industry, but feel challenged by model economics & payouts?

have existing portfolio with Indian and/or International Utilities?

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If YES, then we can support your Market Entry with DF Operators

Our Solution: ‘USP + Connect’, we build your relevant Value Proposition and initiate Go-To-Market

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Getting foot-in with DFs through introductions

Suggesting Engagement Models w/ overall USP

Collating DF relevant Case studies w/ 1° evidence

Defining DF relevant Service Offerings

Strong value proposition

+Go-to-Market

Strategy

Focused workshop:

• with your Team to understand in depth the existing offerings and key challenges faced in taking them to DFs

Helping build case studies relevant to DF:

• Identifying key sensitivity levers of Franchisee Economics model relevant to your specific services

Helping you build strong business case for DF:

• with specific offerings, case studies, competitive benchmarking, and quantified value-add pitch for Distribution Franchisees

Vetting your business proposal:

• with feedback from existing/new DF operators, including introductions & connections

BUILD USP CONNECT

One day focused workshop with Client Team with following agenda:

1. Understanding your portfolio• What solutions/services you offer?• What assets you have developed?• Current Clientele base /Success Stories

/Failure Stories• Key Competitors

• What are your key differentiators? • How are your competitors plus

points?• Where do you lack, if any?

2. Helping you understand Franchisee Model and its Business Levers

• Overall market scenario and future trends• Discussing Financial Levers (using pManifold’s proprietary PowerDistribution Franchisee Financial Model)

3. Impact Identification of your services• Strategic / Costs / Performance etc.• Quantification of value added to Client

Structure Preparation for building Value Proposition:

1. About Client Company & portfolio

2. Service mapping to Distribution Franchisee Value Chain

3. Case Studies (Max 3)• Principal* Name• Principal Solution• Solution Approach Taken• Typical Sizing and Organization of the

project (e.g. 10 people deployed for project)

• Impact (Qualitative and Quantitative)• Testimonial

4. Segment Specific Pitch (also could be made for specific prospects)

5. Why your company?

Collect Client references and introductions• To follow-up and understand

Principals perspective, to further strengthen Value Proposition

Analysis and Build up of Value Proposition

1. Collaborating with Client Team • Ad-hoc interactions with client team to

further collect relevant data

2. Interviewing Principals (if introductions made by client)• What impact has our Client made to your

business? (Quantitative information, if can be provided)

• What further improvements you expect from these category of service providers?

• What further value-add opportunities exist?

3. Interviewing Prospects (where targeted BD is expected)• Decision Matrix in buying Client’s

solutions and services• Key pain points (quantification) to be

addressed• What preferred business engagement

model• Any specificities/constraints including

Budget?

4. Draft Preparation & Review

5. Finalization together with Client

Our Approach – to build your USPWorkshop Services Mapping

Building Value Proposition

7/18/2013 Copyright (c) pManifold 5*Principal means your Clientele, whom you offer solutions/services

Our Approach – to connect you

Making appropriate introductions with the

companies through Joint Tele-call / Emails / Meetings or

personal handshakes at pManifold events.

Interviewing key thought leaders from your company (or

relevant ambassadors from your industry) & publishing at

pManifold blogs & NewsLetters

Providing business contacts of relevant senior management

and Key decision makers of the companies operating in

Distribution Franchisee/PPP models.

Sharing pManifold DF Deal Tracker subscription updates

Regular Thought Leadership through active content creation over pManifold Linkedin groups

Providing subscription to UVDB (Utility Vendor Data Base)

portal, a new initiative from pManifold to be launched soon

Appropriate positioning through discounted

sponsorships & participation in pManifold/IUKAN Events

Custom Research reports or Surveys relevant to your co. business and sharing reports

with targeted DF stakeholders

Organising custom Knowledge & Network meetings (Events)

to engage your business stakeholders

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We simply not connect, but build your impacting ‘Thought Leadership’

WHY PMANIFOLD?

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We have a broad Utility Portfolio

Market Research, industry reports

Go-To-Market Strategies

Financial Modeling & Bid Advisory

Business Performance Monitoring, Analytics & Improvements

Customer Intelligence, Education & Satisfaction Monitoring (myUtility.in)

Service Level Benchmarking

Utility Vendor Database & Solutions/Services grading

Stakeholder Engagement -Conferences, Workshops, Blogs etc.

3+ years experienced Utility focused Management Consulting company bringing balanced growth & high service delivery in emerging PPP models

Power Distribution

Water Distribution

Waste Management

Support strengthening of

emerging PPP models for improved end-service delivery & overall viability &

sustainability

...

To newly add: Urban Transport andCity Gas Distribution verticals

Download detailed Case Studies

We have build strong Knowledge Assets in Utility

• Learn all about Utility PPP models, past bids & risk/returns

Research Report

• Simulate ROI & detailed bankability

Financial Model

• Track all Tenders and benchmark their attractiveness

Tenders Tracker

• Measure and Improve service quality delivered to end-customers

EUCOPS ©

• Educate, Enable and Empower your end-customers for best cooperation

myUtility.in ©

• Engage all utility stakeholders through Local & Global conference

IUKAN.in ©

• Source best fit vendors from select and quality graded database

Utility Vendor Directory

• Stay update on Utility industry, and get mind share from 1000+ professionals

Blogs & Linkedin group

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Growing the Industry by Managing Knowledge & Networks, and building enabling Ecosystem across Utility value chain

A new pManifold Initiative

Power Distribution Franchisee Starter Pack

• Learn: Market Intelligence on Input Based Distribution Franchisee Market in India

– Latest copy of the Report: 78+ pages, 5+ case studies, analysis of 10+ closed bids, financial model

– Latest copy of the Deal Tracker: 30+ active, on-hold, closed deals from utilities open to private participation with direct contacts of utility contact persons

– Walkthrough: 2 hour telephonic walkthough and discussion to answer your questions on the DF market

• Explore: Market Entry Strategy Workshop with your company top management

– 4 hours power packed structured session on Distribution Franchisee business dynamics and discussion on potential market entry options for your company

– This is optional on client request. (out of pocket costs to be borne by client at actuals, no additional professional fees charged)

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Get started with learning DF economics and your business & service offering mapping

INR 75K

Let’s get in touch…

Join us in our conversations at,

Power Distribution Franchisee

AT&C Efficiencies

True Distributed GenerationPower Distribution

FranchiseeCommunity of Interest

Connecting talent & Making Local companies discoverable

pManifold InsightsPremium & Free Reports,

Presentations, and more…

pManifold Community BlogArticles, technical notes.

Talk to us or drop by…

Rahul Bagdia

+91 95610-94490

[email protected]

Faiz Wahid

+91 88056-55069

[email protected]

India (Main office)

Crystal Plaza, Level 2

276 Central Bazaar Road,

Ramdaspeth, Nagpur - 10

Maharashtra, INDIA

http://www.pmanifold.com

USA (Liaison Office)

2020 Calamos Ct.,

Suite 209

Naperville,

IL 60653, USA

Mr. Dinesh Jain

+1 630-853-3520

[email protected]

Let’s deploy our insights and actionsfor your business to improve and grow!

July 18, 2013 11pManifold Business Solutions Pvt. Ltd.