Client Challenge
A clean energy company offering retrofit kits for commercial HVAC systems operated under a labor-intensive turnkey model. High project management overhead, field variability, and fragmented execution teams resulted in negative gross margins and slow growth. Despite strong environmental value and demand, the business was not scalable under the existing operating model.
Approach
We redesigned the go-to-market strategy to prioritize scalability through channel partners. A new operating model was implemented with three dedicated PODs focused on Quality, GTM, and Voice of Customer. These cross-functional teams aligned engineering, operations, and field feedback into fast, testable improvements. We reduced SKU proliferation, streamlined retrofit packaging, and created a partner onboarding playbook. Accountability for installation and commissioning shifted to trained partners with standardized quality gates.
Outcomes
The new model resulted in a $3.1M reduction in installation and warranty-related costs over 12 months, with 80% of new deals yielding positive gross margins. OPEX was reduced by 20% through leaner internal resourcing. The company onboarded 10 new channel partners across four regions and scaled retrofit deployment capacity 3x without adding internal headcount. Margins improved as field operations became more predictable and efficient.
Tags: Channel Strategy, Growth Strategy, Go-to-Market Strategy, Operational Excellence, Field Services, Smart Energy, Smart Buildings, HVAC, Built Environment, Infrastructure, IoT