{"id":38712,"date":"2019-09-20T09:30:13","date_gmt":"2019-09-20T07:30:13","guid":{"rendered":"https:\/\/spacewell.com\/non-classifiee\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\/"},"modified":"2019-09-20T09:30:13","modified_gmt":"2019-09-20T07:30:13","slug":"quelle-valeur-ajoutee-differentielle-apporte-votre-utility","status":"publish","type":"post","link":"https:\/\/spacewell.com\/fr\/ressources\/blog\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\/","title":{"rendered":"Quelle Valeur Ajout\u00e9e Diff\u00e9rentielle apporte votre Utility?"},"content":{"rendered":"<div class=\"gb-container gb-container-d807e79e gb-container-5731d80c\">\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Dans le pass\u00e9, le principal objectif des entreprises de services \u00e9nerg\u00e9tiques d&rsquo;utilit\u00e9 publique \u00e9tait de fournir de l\u2019\u00e9nergie. Mais ceux qui travaillent dans le secteur des Utilities doivent se faire une raison\u00a0: ce qui compte aujourd&rsquo;hui, c&rsquo;est survivre et innover, fid\u00e9liser et retenir les clients, etc. Pour surmonter ces d\u00e9fis, il faut d&rsquo;abord d\u00e9finir notre valeur ajout\u00e9e <\/span><b>R\u00c9ELLE<\/b><span style=\"font-weight: 400;\"> pour le client.<\/span><\/p>\n<p><!--more--><\/p>\n<h2><span style=\"color: #003b6f;\">Utilities\u00a0: comment d\u00e9finir une valeur ajout\u00e9e diff\u00e9rentielle<\/span><\/h2>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Comme nous l\u2019avons \u00e9voqu\u00e9 plus haut, il va falloir vous battre dans un environnement hostile pour parvenir \u00e0 donner \u00e0 vos clients un plus de valeur ajout\u00e9e. La lib\u00e9ralisation du march\u00e9 de l&rsquo;\u00e9nergie en France a fait \u00e9merger de nouveaux acteurs, une guerre des prix constante et une chute des marges par kWh.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Savez-vous d\u00e9finir votre valeur ajout\u00e9e en tant que fournisseur d&rsquo;\u00e9nergie ou Utility\u00a0? Qu&rsquo;est-ce qui vous diff\u00e9rencie de la concurrence\u00a0?<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Voici des propositions de valeur qui reviennent souvent dans les r\u00e9ponses des fournisseurs d&rsquo;\u00e9nergie\u00a0:<\/span><\/p>\n<ul style=\"text-align: justify;\">\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u00ab\u00a0On vient de refaire le portail virtuel pour am\u00e9liorer l&rsquo;exp\u00e9rience de nos clients\u00a0\u00bb<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u00ab\u00a0Notre programme de points et d&rsquo;avantages est celui qui offre le plus d&rsquo;options\u00a0: voyages, appareils de climatisation, remises dans des boutiques&#8230;\u00a0\u00bb<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u00ab\u00a0Nous offrons un tarif r\u00e9duit pour les PME\u00a0<\/span><\/li>\n<\/ul>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">\u00c7a vous dit quelque chose\u00a0? Ces r\u00e9ponses sont v\u00e9ridiques, <\/span><b>elles sont tir\u00e9es de nos conversations avec des Utilities<\/b>.<\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Si vos r\u00e9ponses sont semblables, c&rsquo;est le signe que vos points de diff\u00e9renciation ont baiss\u00e9 et que vous devez revoir votre proposition de valeur. Nous allons voir comment y arriver.<\/span><\/p>\n<h2><span style=\"color: #003b6f;\">Valeur ajout\u00e9e pour Utilities\u00a0: centrez-vous sur le client<\/span><\/h2>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Dans ce contexte de concurrence f\u00e9roce et de clients volages, les Utilities ont compris qu&rsquo;il faut se centrer sur l&rsquo;essentiel\u00a0: les besoins des clients. C&rsquo;est ce qu&rsquo;on appelle<\/span><b> customer-centric utility sur le march\u00e9 anglo-saxon<\/b>.<\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">\u00c0 l&rsquo;heure actuelle, les questions cl\u00e9s sont les suivantes\u00a0:<\/span><\/p>\n<ul style=\"text-align: justify;\">\n<li style=\"font-weight: 400;\"><b>Connaissez-vous vos clients\u00a0?<\/b><span style=\"font-weight: 400;\"> Faites une fiche-type de votre client mod\u00e8le. En marketing et ventes, on parle de <\/span><b>\u00ab\u00a0personnes\u00a0\u00bb<\/b><span style=\"font-weight: 400;\">. Pour savoir comment \u00e9laborer cette fiche, cherchez des infos sur Internet.<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Connaissez-vous leurs probl\u00e8mes\u00a0? <\/b><span style=\"font-weight: 400;\">Certaines Utilities se contentent d&rsquo;envoyer \u00e0 leurs clients des bons de voyages, des cadeaux&#8230; mais est-ce que \u00e7a a un sens\u00a0? Quelles marges cela g\u00e9n\u00e8re-t-il\u00a0? Et surtout, est-ce que cela aide votre client \u00e0 r\u00e9soudre ses probl\u00e8mes d&rsquo;\u00e9nergie\u00a0?<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Savez-vous ce que vos clients appr\u00e9cient chez vous\u00a0? <\/b><span style=\"font-weight: 400;\">Certaines fournisseurs d&rsquo;\u00e9nergie racontent que leurs clients adorent que leurs factures soient d&rsquo;une couleur diff\u00e9rente, comme le rose.<\/span><\/li>\n<\/ul>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Si tout cela ne vous dit rien, il est temps de bouger les choses en interne. <\/span><b>Faites une enqu\u00eate <\/b><span style=\"font-weight: 400;\">aupr\u00e8s de vos clients pour tenter de les conna\u00eetre le mieux possible et d\u00e9finir quels sont les services \u00e0 valeur ajout\u00e9e vraiment pertinents pour eux.<\/span><\/p>\n<h2><span style=\"color: #003b6f;\">L&rsquo;\u00e9nergie, le v\u00e9ritable c\u0153ur de m\u00e9tier de l&rsquo;Utility<\/span><\/h2>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Quand vous avez une question sur votre r\u00e9seau Internet, vous contactez votre compagnie t\u00e9l\u00e9phonique. Avant d\u2019acheter une nouvelle voiture, vous vous rendez chez plusieurs concessionnaires, vous lisez des revues sp\u00e9cialis\u00e9es et vous demandez des conseils \u00e0 des proches.<\/span><\/p>\n<p style=\"text-align: justify;\"><b>Pourquoi ne pas devenir la r\u00e9f\u00e9rence experte en \u00e9nergie pour vos clients\u00a0? Car c\u2019est bien l\u00e0 votre v\u00e9ritable c\u0153ur de m\u00e9tier\u00a0: l&rsquo;\u00e9nergie<\/b>.<span style=\"font-weight: 400;\"> Vous avez certainement au sein de votre entreprise de services \u00e9nerg\u00e9tiques, les experts les plus chevronn\u00e9s du march\u00e9 sur les questions d&rsquo;eau, de gaz, d&rsquo;\u00e9lectricit\u00e9.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-14246 size-medium alignright\" src=\"http:\/\/www.dexma.com\/wp-content\/uploads\/2019\/09\/shutterstock_1119927341-300x244.jpg\" alt=\"\" width=\"300\" height=\"244\" \/><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Alors, pourquoi ne pas centrer vos efforts pour partager ces connaissances avec vos clients\u00a0? Pourquoi ne pas augmenter votre valeur ajout\u00e9e en offrant des services avanc\u00e9s\u00a0?<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">La pyramide de l&rsquo;\u00e9conomie\u00a0 vous aidera \u00e0 orienter vos clients sur le chemin de l&rsquo;\u00e9conomie d&rsquo;\u00e9nergie, depuis l&rsquo;essentiel jusqu&rsquo;aux questions les plus pointues.<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400; text-align: justify;\"><b>La base<\/b><span style=\"font-weight: 400;\"> est toujours le suivi, qui permet d&rsquo;analyser les donn\u00e9es en mati\u00e8re d&rsquo;\u00e9nergie. Vous effectuerez l&rsquo;analyse pour vos clients, au moyen d&rsquo;un <\/span><b>logiciel de gestion \u00e9nerg\u00e9tique<\/b><span style=\"font-weight: 400;\">.<\/span><\/li>\n<li style=\"font-weight: 400; text-align: justify;\"><span style=\"font-weight: 400;\">Au <\/span><b>centre<\/b><span style=\"font-weight: 400;\"> de la pyramide figurent les <\/span><b>am\u00e9liorations dues au comportement<\/b><span style=\"font-weight: 400;\"> (baisse des consommations passives, des charges, de la puissance souscrite, etc.) et celles <\/span><b>dues \u00e0 l&rsquo;investissement<\/b><span style=\"font-weight: 400;\"> (nouveaux \u00e9quipements comme LEDs, batteries \u00e9lectriques, etc.). Ces changements demandent un certain investissement car ils peuvent impliquer un remplacement des dispositifs, l&rsquo;installation de sous-compteurs, etc.<\/span><\/li>\n<li style=\"font-weight: 400; text-align: justify;\"><span style=\"font-weight: 400;\">Au <\/span><b>sommet<\/b><span style=\"font-weight: 400;\"> de la pyramide, on peut proposer aux clients d&rsquo;investir dans des <\/span><b>\u00e9nergies renouvelables<\/b><span style=\"font-weight: 400;\">, des batteries de condensateurs, des batteries \u00e9lectriques, etc. Des solutions de plus en plus sophistiqu\u00e9es. L&rsquo;investissement est sup\u00e9rieur, certes, mais la marge pour vous (et pour eux) le sera aussi.<\/span><\/li>\n<\/ol>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Comme vous le voyez, on est loin du sch\u00e9ma qui consiste \u00e0 offrir une t\u00e9l\u00e9 ou un voyage. Cette proposition vous permettra de consolider votre statut d&rsquo;expert en \u00e9nergie. Et pour y parvenir, il vous suffit d&rsquo;un outil de base\u00a0: <\/span><a href=\"http:\/\/www.dexma.com\/fr\/blog\/fournisseur-de-systeme-de-gestion-de-l-energie\/\"><b>un logiciel de gestion de l&rsquo;\u00e9nergie<\/b><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><!--HubSpot Call-to-Action Code --><span id=\"hs-cta-wrapper-69f85c1a-e83f-4dad-8c00-fb41ee4df3a5\" class=\"hs-cta-wrapper\"><span id=\"hs-cta-69f85c1a-e83f-4dad-8c00-fb41ee4df3a5\" class=\"hs-cta-node hs-cta-69f85c1a-e83f-4dad-8c00-fb41ee4df3a5\"><!-- [if lte IE 8]>\n\n\n\n\n<div id=\"hs-cta-ie-element\"><\/div>\n\n\n\n\n<![endif]--><a href=\"https:\/\/cta-redirect.hubspot.com\/cta\/redirect\/437281\/69f85c1a-e83f-4dad-8c00-fb41ee4df3a5\"><img decoding=\"async\" id=\"hs-cta-img-69f85c1a-e83f-4dad-8c00-fb41ee4df3a5\" class=\"hs-cta-img aligncenter\" style=\"border-width: 0px;\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/437281\/69f85c1a-e83f-4dad-8c00-fb41ee4df3a5.png\" alt=\"La transformation num\u00e9rique des entreprises de services \u00e9nerg\u00e9tiques\" \/><\/a><\/span><\/span><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Dans le pass\u00e9, le principal objectif des entreprises de services \u00e9nerg\u00e9tiques d&rsquo;utilit\u00e9 publique \u00e9tait de fournir de l\u2019\u00e9nergie. Mais ceux qui travaillent dans le secteur des Utilities doivent se faire une raison\u00a0: ce qui compte aujourd&rsquo;hui, c&rsquo;est survivre et innover, fid\u00e9liser et retenir les clients, etc. Pour surmonter ces d\u00e9fis, il faut d&rsquo;abord d\u00e9finir notre [&hellip;]<\/p>\n","protected":false},"author":39,"featured_media":38713,"comment_status":"","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[34],"tags":[],"class_list":["post-38712","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","generate-columns","tablet-grid-50","mobile-grid-100","grid-parent","grid-50","no-featured-image-padding"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.0 (Yoast SEO v27.4) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Quelle Valeur Ajout\u00e9e Diff\u00e9rentielle apporte votre Utility? - Spacewell | A Nemetschek Company<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/spacewell.com\/fr\/ressources\/blog\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Quelle Valeur Ajout\u00e9e Diff\u00e9rentielle apporte votre Utility?\" \/>\n<meta property=\"og:description\" content=\"Dans le pass\u00e9, le principal objectif des entreprises de services \u00e9nerg\u00e9tiques d&rsquo;utilit\u00e9 publique \u00e9tait de fournir de l\u2019\u00e9nergie. Mais ceux qui travaillent dans le secteur des Utilities doivent se faire une raison\u00a0: ce qui compte aujourd&rsquo;hui, c&rsquo;est survivre et innover, fid\u00e9liser et retenir les clients, etc. Pour surmonter ces d\u00e9fis, il faut d&rsquo;abord d\u00e9finir notre [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/spacewell.com\/fr\/ressources\/blog\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\/\" \/>\n<meta property=\"og:site_name\" content=\"Spacewell | A Nemetschek Company\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/SpacewellHQ\" \/>\n<meta property=\"article:published_time\" content=\"2019-09-20T07:30:13+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/spacewell.com\/wp-content\/uploads\/2019\/09\/FR-Utility-value-added-WP-Utility-1.png\" \/>\n\t<meta property=\"og:image:width\" content=\"840\" \/>\n\t<meta property=\"og:image:height\" content=\"472\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"GR DEV\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@Spacewell_HQ\" \/>\n<meta name=\"twitter:site\" content=\"@Spacewell_HQ\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"GR DEV\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/spacewell.com\\\/fr\\\/ressources\\\/blog\\\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/spacewell.com\\\/fr\\\/ressources\\\/blog\\\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\\\/\"},\"author\":{\"name\":\"GR DEV\",\"@id\":\"https:\\\/\\\/spacewell.com\\\/fr\\\/#\\\/schema\\\/person\\\/3ab9f25a5170063123a203b278975eb8\"},\"headline\":\"Quelle Valeur Ajout\u00e9e Diff\u00e9rentielle apporte votre Utility?\",\"datePublished\":\"2019-09-20T07:30:13+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/spacewell.com\\\/fr\\\/ressources\\\/blog\\\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\\\/\"},\"wordCount\":898,\"publisher\":{\"@id\":\"https:\\\/\\\/spacewell.com\\\/fr\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/spacewell.com\\\/fr\\\/ressources\\\/blog\\\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/spacewell.com\\\/wp-content\\\/uploads\\\/2019\\\/09\\\/FR-Utility-value-added-WP-Utility-1.png\",\"articleSection\":[\"Blog\"],\"inLanguage\":\"fr-FR\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/spacewell.com\\\/fr\\\/ressources\\\/blog\\\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\\\/\",\"url\":\"https:\\\/\\\/spacewell.com\\\/fr\\\/ressources\\\/blog\\\/quelle-valeur-ajoutee-differentielle-apporte-votre-utility\\\/\",\"name\":\"Quelle Valeur Ajout\u00e9e Diff\u00e9rentielle apporte votre Utility? 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