Home / Centrica Business Solutions

Expanding a customer portfolio in the highly turbulent energy market

Centrica Business Solutions is a corporate energy solutions provider. They are leading the transition to net zero by balancing their customers' environmental consciousness with profit. Download case study PDF

CLIENT

Centrica Business Solutions

DATE

2021 - Present

SERVICES

Sales Outsourcing

The challenge

With the UK energy market experiencing increasing turbulence, the cost of energy has become an ever more important factor for businesses to consider, making it especially challenging for utilities companies to generate new leads and grow their pipeline.

Centrica Business Solutions engaged durhamlane to expand its customer portfolio, with the goal of targeting customers that typically use up to half a Gigawatt of energy, in order to generate a sustained rate of new business growth.

Supporting businesses to achieve their sustainability goals, Centrica helps their customers to navigate the ever-changing UK energy market and provides consultative advice on how to become more energy efficient. To further champion this drive, Centrica chose to engage an outsourced provider with the proven capability to deepen existing customer relationships through a direct sales approach, in addition to driving net-new business opportunities.

The solution

In June 2021, durhamlane built a dedicated outbound team supported by a team leader with considerable experience in the utility space. Our goal was to help Centrica distinguish themselves from their competitors by taking a different approach to the market.

Adopting a solution-led methodology, our approach is data-driven and marked by the constant optimisation of processes whilst gathering key information on the industries we are having the most success in, capturing renewal dates of businesses that are already in a contract, and advising prospects on how to adapt to the decarbonisation agenda of the UK government.

The outcome for Centrica Business Solutions

Full Time Resources

380

Sales Qualified Leads

Opportunities Closed-Won

Our partnership has continued to strengthen, with our delivery team creating 380 qualified opportunities and 65 closed-won deals within 2 years of the project going live.

"durhamlane presented to us exactly what we needed, agile project delivery and complete transparency in a very challenging period for the energy market. Given the volatile market, we wanted to really understand the businesses of our customers and prospects to explore the challenges they were facing, and ultimately help us find ways to support them. We worked closely with the durhamlane team right from the start and achieved great results that have helped shape our sales strategy going forwards."

Lorraine Goode

Outsource Relationship Manager

Related case studies

G4S

Deploying an effective lead generation program to gain market intelligence in a heavily saturated industry.

Omron Healthcare

Launching an innovative healthcare technology solution with a strategic outsourced sales campaign

RS Industria

Executing a successful and consistent multichannel sales strategy in the Industrial IoT sector.

Let’s talk

We’re always open to hearing from ambitious organisations that are looking to scale but are unsure how. Get in touch to see how we can help overcome your sales challenges.