Insights
Notes on selling into the energy transition.
Practitioner notes on utility-tech go-to-market — pilots, procurement, segmentation, and what actually moves regulated buyers. New posts when there’s something worth saying.
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April 27, 2026
Why most utility-tech pilots succeed and stall
Pilots in the energy industry have an awkward problem: the product works, the deal doesn't close. Here's why — and what to do about it.
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April 20, 2026
There is no 'utility market.' There are seven.
Utilities do not buy the same way. A clean segmentation is the difference between a focused 18-month plan and a year of expensive learning.