From kWh to KPIs - Sales Performance Management for Utilities

Every utility runs on numbers. Meters spin, loads balance, megawatt-hours flow. The business of energy is, at its heart, a business of measurement. Yet when the boardroom asks the question, that really matters "How are we actually performing?" The answer almost never comes back in kWh.

This Espresso session is about closing that gap. In 30 minutes, we trace the journey from raw energy units to the strategic indicators that steer a modern utility. We'll show how sales performance management becomes the engine that transforms operational reality into strategic clarity: connecting data to goals, cascading KPIs across the organization, and closing the loop between channel expectations and channel performance. We’ll place sales performance management within the SAP Customer Experience portfolio, outline the solution at a glance, and walk through Utilities‑specific use cases.

Because in an era of energy transition, aging grids, and rising expectations, the utilities that win won't just measure more, they'll measure what matters and steer it accordingly. 

Who Should Join? 

This session is for utility professionals who want to turn sales data into measurable business impact. 

• Sales and Commercial Leaders driving channel performance and revenue growth
• Customer Experience and CRM Leads connecting engagement with KPIs 
• Finance and Performance Management teams translating data into insights
• IT and Solution Architects shaping SAP CX landscapes 
• Strategy and Transformation Leads advancing data-driven utilities 

Ideal for organizations looking to align operational metrics with strategic performance and steer sales with clarity.