SHV energy is internationally operational in the off-grid energy market. With a decentralized set-up consisting of about 18 Business Units it faces the challenge of bringing them together to benefit from the shared knowledge and executive strength.
All BUs work with local agencies, with a loss of knowledge and a lot of duplicate work we saw an opportunity to create economies of scale and improved results by working through one global internal agency.
Goal: Prove that an in-house digital agency is capable of delivering higher quality leads at a lower price then our competitors. If successful; growth is team to be capable of handling the digital activities for all our BUs.
Prove business case: As there was nothing worked out yet we had a blank canvas to start with. We started by mapping different customer journeys to get a good idea of how we can work customer centric. After this we got a foot in the door by running a successful simple b2b pilot campaign for one BU.
We proved that it was possible to generate digital leads in the b2b segment, a segment deemed impossible to generate digital leads in. By starting small and experimenting with different angles and channels we found a way and maximized effort in a specific set of channels. We managed to generate a few dozen leads and a good amount of contracts creating the confidence we needed to grow. Using this as advertisement and blueprint we could easily copy this to other BUs.
Professionalize and Grow: Simultaneously we need to prepare the team for a future scale up. We did this by implementing a structured way of working that encompasses the operational-, tactical- and strategic level. Making sure we embed all learned lessons along the way for future growth.
In 1,5 years, from 0 to 4 BUs, ran 4 projects / campaigns.
