Galp Solar
Professionalism, effectiveness, results
Our Challenge
Through its self-consumption solutions, Galp Solar has been promoting the creation of value for its customers in the B2B segment, offering energy efficiency solutions, as well as technical services aimed at and reducing energy consumption through the installation of solar panels.
For the different industries it serves, Galp Solar’s offer includes the engineering, installation and legalization of the solar photovoltaic installation, as well as managing the subsidies and grants that customers may benefit from.
Galp Solar can provide a truly integrated offer to the multiple needs of companies, maximizing the creation of high-value solutions that help businesses save on their electricity bills and contribute to their sustainability goals by reducing their carbon footprint.
To further enhance its brand in the solar self-consumption market and differentiate itself from other competitors with a quality offer, Galp Solar has contracted naifman’s business consulting services and external sales force, with the aim of responding to three clearly identified challengesin order to respond to three clearly identified challenges:
- Arouse interest in solar self-consumption solutions in small and medium-sized enterprises.
- Identify and find the valid interlocutor in these types of companies.
- Increase the generation of leads for Galp Solar’s commercial network in Spain.
This was a major challenge for naifman because it was a project with unique characteristics and involved the formation of one of the largest external sales force teams in our history.
Professionalism, effectiveness, results
Our Solution
As a first step, during the project’s launch phase, we delved into Galp Solar ‘s commercial strategy to understand the ongoing work to capture new business opportunities. This allowed us to identify potential areas for improvement, both operationally and in our approach to potential customers.
After this first analysis, and and based on the defined business objectives, we decided to operate with a working methodology focused on direct email contact. To this end, the commercial messaging was reformulated with three sectors in mind that we consider attractive for generating commercial opportunities due to their potential energy demand: agri-food, manufacturing and chemical-pharmaceutical industries.
These sectors were updated over time, subsequently prospecting others such as hospitality-restoration or education. Different types of outreach, such as the European Next Generation funds, were also used to arouse the interest of companies in these grants given their amount and short application period.
Each sector required a different approach that highlighted the benefits of migrating to self-consumption energy solutions. This customization allowed us to to awaken interest in these solutions in small and medium-sized companies, talking about concrete needs and real advantages.
The prospecting work and commercial activity executed by naifman accelerated the process of profiling the valid interlocutor in these types of companies, resulting in, Galp Solar establishing commercial ties with over 160 companies interested in its solutions.
This enabled Galp Solar’s sales network in Spain to maintain a sustained pace of opportunity generation, continuously feeding the sales funnel week after week and keeping commercial activity in constant operation.
Within the scope of naifman’s work, we can highlight the following elements:
- Study and selection of key markets: we analyze the reality of each market, the socioeconomic and cultural context, their aversion or willingness to contract energy self-consumption services.
- Definition of the target profile: Within each company, we identified the right interlocutors to transmit Galp Solar’s value proposition and connect with the organization.
- Content personalization: we adapted our message according to the market to being explored, generating closeness with the prospect.
- Closing of business meetings: We implemented the lead generation strategy, resulting in over 160 commercial meetings.
- Follow-up of opportunities:We accompanied and advised our client in the follow-up of commercial proposals, streamlining their operations and allowing them to focus on the day-to-day business.
- Maximum integration of the naifman team: We maximized the flexibility of our work structure, incorporating a team of 7 business consultants into the project, who adapted to the client’s work methodology, using their CRM, consumption simulators, and other tools.
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We have experience of working with both Spanish and international companies. We always adapt to our clients’ needs.
