CASE STUDY
New Sun Road Expand into the Commercial Sector
Background
New Sun Road, P.B.C. is a public benefit corporation with a mission to accelerate renewable energy deployment worldwide. Their Stellar energy management system monitors and controls fleets of remote renewable energy microgrids from a single screen. With over 1500 deployments in Latin America, Africa and United States, New Sun Road contracted Reditus to help expand their reach further into the U.S. commercial sector.
Phase 1 Engagement
New Sun Road often engages with Original Equipment Manufacturers (OEM’s) and Engineering, Procurement and Construction (EPC) firms who have a pipeline of projects. As such, the Phase 1 quota was to close 5 new engagements in 12 months, which would then grow over time as those firms brought new projects to New Sun Road.
What Reditus Did
Over the course of the 10-month engagement, Reditus worked with New Sun Road to build out messaging, sales collateral and supporting technical communications in the form of knowledge base articles. We conducted campaigns to test market segmentation and messaging hypotheses coordinated with account-based sales and marketing campaigns. This enabled us to gain dynamic feedback for results-based improvements.
The Reditus team honed messaging across different audience segments, attended trade shows, and began publishing a LinkedIn newsletter to build New Sun Road’s reputation as a thought leader. These activities culminated in a strong pipeline with a consistent flow of opportunities that would not only enable us to meet the Phase 1 quota, but set New Sun Road up for future success. Reditus used a formalized sales cycle, with concrete stages and a forecast framework for effective collaboration with New Sun Road’s senior leadership. The Reditus Sales team worked the first opportunity through to closure, with a solid forecast to meet defined targets.
“I selected Reditus as our revenue growth partner due to their structured marketing, sales and account management approach. The team worked well together – we literally had three seasoned experts with the latest tools looking at every opportunity.”
Adrienne Pierce, New Sun
Road CEO
Results
Ten months into the engagement, Reditus had developed:
- A Pipeline of 19 total new project opportunities
- 43 new potential accounts
- Forecasted 4 projects to close in the coming months
- 1 project closed and invoiced
Reditus built New Sun Road a growing presence as a thought leader on LinkedIn, marketing and sales tools for future growth, and a sales process to set them up for future success.
About Reditus
Reditus provides revenue growth services to B2B tech start-ups in founder-friendly engagement and cost models. We were born to solve this challenge: Start-ups have the greatest need for experienced revenue growth resources,
but often struggle to afford them.
Reditus’ specializations include marketing, business development, sales engineering, direct sales, channel sales, customer success and account management. We offer flexible engagements including fractional or full-time contractor services, advisory services, project-based consulting and team-building services.
“Reditus integrated well into our team, understanding the challenges that start-ups face and genuinely caring about our long-term success.”
Adrienne Pierce,
New Sun Road CEO