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Home Energy Management: Partnerships For Success

Date: 30 April 2014

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8 Pages 1 Figure

EXECUTIVE SUMMARY

This report provides Heads of Strategy and Product Development, as well as utility executives, with an independent analysis of the partnership models being formed in the home energy management (HEM) market. To better understand this topic, we interviewed 19 providers of HEM devices, software and services, and reviewed partnership deal data collected through our quarterly Smart Grid Deal Tracker. Our analysis finds that partnerships abound in the HEM market, as solution developers look to enhance their proposition and reach customers at a mass scale. So what are the partnership models for success in the HEM market? Software firms have achieved success in the HEM market by using a B2B2C business model where they sell their platforms to utilities as a white-labelled product. HEM providers with more hardware-based offerings are partnering up with a range of channel players such as home security systems and telcos as a pathway into the homes of end users.

TABLE OF CONTENTS

WHAT ARE THE PARTNERSHIPS FOR SUCCESS?

Partnerships Are Both Technical And Commercial

Technology Partnerships Are Essential To Boost Solution Capabilities

Solution Developers Are Honing In On The Most Effective Sales Channel Partners

Firms Are Using Joint Ventures To Pursue New Opportunities

FOUR FACTORS DETERMINE SUCCESSFUL PARTNERSHIPS

TABLE OF FIGURES

Figure 1. Multiple Technology And Sales Channel Partnerships Have Been Formed
 

ORGANIZATIONS MENTIONED

Alarm.com, AlertMe, Ambient Devices, AT&T, AutoGrid, Best Buy, C3 Energy, Calico Energy Services, CGI, Cisco, City of Naperville, Comcast, Consumer Electronics Association, Control4, Cox, DENSO, EcoFactor, Ecova, Energate, EnergyHub, Fujitsu, Future City Solutions, Google, Harris Utilities, Hitachi Ltd. Honeywell, iControl Networks, Lowe’s, Misawa Homes, Mitsubishi Motors, Mitsui, myStrom, Onzo, Opower, Retroficiency, Schneider Electric, soka, Swisscom, T-Systems, Tendril, ThinkEco, Time Warner Cables, Toyota, Verizon, Yale