Case Studies

Pipeline built, pilots converted, teams scaled.

Below: representative engagements across two decades of operating inside energy-sector startups. Some details are generalized to respect client confidentiality. We’re happy to walk through specifics on a call.

Distributed energy / microgrid

Fractional commercial leadership

$400M pipeline · 35% revenue lift

From early pilots to a $400M utility-aligned pipeline.

Situation

A microgrid company had two successful pilots but no repeatable path from pilot to multi-site deployment. The buying process inside investor-owned utilities was opaque to the founding team.

Action

Built segmentation across IOUs, co-ops, and federal agencies. Mapped internal champions inside target utilities. Restructured pricing and contract terms to align with capital-budget cycles. Trained the founding team to run the deal cadence themselves.

Outcome

Pipeline grew to $400M of qualified opportunity. Revenue increased 35%. Pilot-to-deployment cycle compressed materially across multiple accounts.

EV charging infrastructure

Solution design and inaugural sales execution

$2M new revenue in 6 months

Launching a utility-channel solution to $2M in six months.

Situation

An EV charging hardware company had product-market fit with fleet customers but had not yet cracked the utility channel — where the volume opportunity sat.

Action

Designed a utility-specific solution package. Identified two anchor utilities and one fuel major as launch partners. Co-developed the commercial structure and ran the inaugural deals to close.

Outcome

Generated $2M in net-new revenue in the first six months of launch. Established a repeatable utility-channel motion the in-house team scaled.

Operations scale-up

Client solutions leadership

5 → 110 team scale

Scaling a client solutions team from 5 to 110.

Situation

A high-growth platform company needed to scale its enterprise-facing solutions function from a small founding team into a global operation, without losing the consultative quality that won the early customers.

Action

Built the org structure, hiring rubric, onboarding system, and operating cadence. Defined the engagement model that scaled from 5 to 110 client-facing operators across multiple regions.

Outcome

Team grew 22x while preserving customer satisfaction and expansion-revenue rates. Became a model for operational scale within the organization.

A note on what we share

The energy industry runs on relationships and trust. We don’t splash logos or quote internal stakeholders without explicit permission — and many utility programs don’t allow it at all. What you see above is generalized; the named clients we work with often prefer to give a reference directly, on a call, to the founder considering an engagement.

If you’d like a reference, ask. We’ll connect you with someone in your stage and segment who has worked with us.

Your situation, our experience.

If any of these patterns rhyme with your current deal or pipeline, we should talk.

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