households get electricity from one wind farm
Green energy is big business in Germany, with more than 30% of energy coming from renewable energy sources today compared to 10%, just five years ago. Government tariffs designed to accelerate investment in renewable technologies provide strong incentives for utilities to create more generating capacity. But renewable energy sources like wind and solar are unpredictable. So are customers.
To expand capacity and market share, MVV Energie AG needs to be able to collect enormous amounts of data about pricing, the weather, and the behavior of energy customers to effectively balance generation capacity with customer demand. To meet their goals, MVV turned to SAP for a solution that enables it to respond in real time to both the needs of customers and the vagaries of nature.
MVV Energie AG
BearingPoint, ccag, Sovanta AG, HP
SAP CRM powered by SAP HANA, SAP Sales Companion, SAP for Utilities, SAP HANA, SAP Customer Relationship Management
Originally founded in 1873 as a municipal gas plant in Mannheim, Germany MVV Energie AG has become the country’s sixth-largest energy producer, supplying natural gas, electricity, heat, and water to more than 1.1 million residential, commercial, and industrial customers. MVV also provides energy management and consulting services to help customers use resources more efficiently.
Widespread deregulation and a trend toward market-driven pricing of utilities has energy providers such as MVV looking for ways to link consumption and generation with optimized pricing. Data on the prices of commodity energy futures is available, and the adoption of smart meters provides a way for utility companies to collect site-specific information from customers. But other factors can influence the supply of alternative energy, such as changing weather conditions.
To optimize their operations and improve ability to market directly to individuals and organizations, MVV wants the ability to gather more information about their customers and environmental factors such as weather patterns. They also need to access real-time data about energy pricing. But these are enormous volumes of data, and the company did not have an IT infrastructure that could analyze it and provide real-time support for their sales personnel.
Because MVV needed a sales platform for the utilities industry, the energy company chose SAP. With SAP for Utilities as part of SAP CRM, MVV gets an integrated platform that has been built with SAP’s insight into both the utilities industry and best practices for sales.
SAP is the right partner for MVV
Implementing the SAP solutions at MVV took only three-and-a-half months, which was ahead of schedule and within budget. SAP CRM runs on SAP HANA hardware built and installed by HP. With SAP HANA in place, MVV was also able to add the SAP Sales Companion mobile app for iPad. It connects to the SAP CRM application so sales representatives can remotely prepare for, perform, and follow-up on customer meetings with real-time data.
On time, and within budget
With SAP CRM powered by SAP HANA, MVV gains the real-time data analysis capabilities they sought for improving the sales process. By implementing the SAP Sales Companion mobile application for iPads, MVV also enabled their sales representatives to remotely access SAP CRM for real-time, 360-degree views of their customer activity, including analytics.
With SAP solutions, sales representatives can gain immediate, real-time insights into prices in volatile energy markets. This has greatly improved MVV’s competitiveness in the business-to-business market. Using the data-enabled, mobile resources from SAP, MVV is optimizing their sales management process with greater efficiency and customer-specific offers.
As part of their commitment to renewable capacity growth, the company estimates it will invest €3 billion in alternative energy production by 2020. With SAP for Utilities, SAP CRM powered by SAP HANA, and SAP Sales Companion, MVV hopes to capitalize on those investments by increasing revenues by 10% annually. Additionally, the company hopes to increase its profit margin by 15%.