Why Sales Leaders Need to Digitally Transform Their Teams

Three key trends are driving the need for sales leaders to digitally transform their organizations. First, b-to-b buyers are conducting more of their purchase journey in the digital arena and demanding the same kind of frictionless and seamless customer experience they enjoy as consumers. Second, the subscription economy continues to grow rapidly, as consumers and b-to-b buyers want the ability to try products, pay for them monthly, and turn them off quickly if they’re not receiving the expected value. Third, data is widely available – therefore, buyers expect highly personalized interactions from sales. B-to-b organizations that can respond to these trends by reimagining their buyer and customer processes will enjoy a sustained competitive advantage. But what is a digital sales transformation, and what are the key tenets underpinning a successful one?

Spotlight

Aura Power

Aura Power is a renewable energy investor, developer and adviser. Our current development activities include 400MW of solar projects in the Republic of Ireland (through our JV company, Highfield Solar), a pipeline of 300MW of solar projects in Canada and a 100MW+ portfolio of battery-based energy-storage projects in the UK.

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Solar+Storage

5 New Solar Power Technologies in 2021

Article | June 14, 2022

In the last forty years, there has been a dynamic increase in the use of solar energy in the United States. As recently as 2018, an additional 10.6 GW of solar power was harnessed, bringing the country's total use up to 64.2 GW. Yet this apparently successful addition still only contributes 1.6% of the total electricity used across the States. However, with many new solar power technologies on the horizon, the increase could soon be much greater.

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Strategy and Best Practices, Industry Updates

Renewables find success in ‘black start’ experiment

Article | August 16, 2022

Have you ever thought about what would happen if a power station failed? Without electricity to bring itself back online, it would be near impossible for a station to begin operating again, like trying to set fire to paper without a flame. This scenario would quickly lead to widespread chaos, with hospitals and schools plunged into darkness, refrigeration, and sanitation seriously hampered and transport systems brought to a standstill. For these reasons (and many, many more), governments and electricity networks often have complex and rigorous plans in place to bring dead power stations back online at the earliest.

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Strategy and Best Practices

Slashing Greenhouse Gas Emissions: A Business Perspective!

Article | July 8, 2022

“With Great Power Comes Great Responsibility” – Voltaire (François-Marie Arouet) We, humans, had completely buried this quote until it was brought back to life recently. Business leaders should remember this quote as it perfectly fits into the environmental-business perspective that we are presently facing. If the world has to tackle the problem of climate change or come even close to achieving that goal, businesses and industries will have to play a key role. Almost a quarter, or 23% to be precise, of greenhouse gas emissions in the United States, come directly from industries. This number rises to 29.6% if we combine indirect emissions too. When looking for causes of climate change, the private sector is often linked to. Minimizing your carbon footprint appears to be the year's buzzword, but where can businesses begin with such an ambiguous task? How do we assess progress? Peter Drucker wrote the premise of an answer back in 1954: "What gets measured, gets managed." If a business really wants to become more sustainable, the first step should be to try to understand its current situation and begin tracking its carbon emissions. Measuring carbon emissions is a difficult problem. Major businesses that do not have carbon monitoring and reduction programs have become the exception. Recognizing and measuring CO2 emissions aids in the identification of excessive energy consumption and other inefficiencies. Most of the time, lowering greenhouse gas emissions goes hand in hand with making a business's processes more efficient and cost-effective. Reducing Greenhouse Gas Emissions: What Do Businesses Gain? In addition to the long-term environmental benefits that will help us in saving our planet, organizations can also benefit from the positive impacts of greenhouse gas emission reduction. Some of the top benefits of effective emission management are as follows. Cost Saving When it comes to cost reductions, simply minimizing your energy consumption reduces both your organization's carbon footprint and its operating expenses. According to a 2016 Energy Star report, the owner of Kimberly-Clark Berkley Mill invested $350,000, which generated yearly savings of $160,000 and a rapid return on investment (ROI) of just over one and a half years when LED lighting was installed to replace the fluorescent and HID lighting that was traditionally used. Regulatory Compliance With a 20-fold rise in global climate change regulations since 1997, securing proactive regulatory compliance is much more important than ever in the minds of corporate leadership, public spheres, and stakeholders – and it's only becoming more important. Adopting an effective greenhouse gas emission reduction program, as well as tracking and reporting on progress, is essential for businesses to adopt in order to maintain operations and avoid penalties. Improved External Relations Consumer spending power has an enormous impact on the process of shaping organizational action. In the eyes of the public, the process of committing to responsibility in the domains of broader sustainability and greenhouse gas emissions reduction is a significant credibility boost. When your company takes proactive steps to reduce carbon dioxide and greenhouse gas emissions, the resulting increase in the quality and depth of relationships with potential partners and external business connections is priceless. Enhanced Stakeholder Relationships Along with a stronger relationship with the audience, the influence of transparent sustainability indicators and performance has the potential to strengthen crucial relationships with stakeholders. More investors than ever are shifting capital away from carbon-heavy, secretive businesses and toward companies that have decided to be open, proactive, and honest regarding their greenhouse gas emissions management within the sustainability world and beyond. Emission Sources Defined in Business Operations Within a business's operation chain, emission sources are classified into three categories. These scopes are established so that businesses can trace the source of their greenhouse gas emissions and modify their operations to minimize their carbon footprint. Emission scope is defined as follows: Scope 1 Emission Scope 1 emissions are directly caused by business operations. Organizations with fossil fuel-burning vehicle fleets, for example, are directly liable for carbon emissions by burning those fossil fuels. Scope 2 Emission Scope 2 emissions are caused by an organization purchasing energy (e.g., electricity, heat, or air conditioning) produced by a process that emits greenhouse gases. A scope 2 emission is, for example, electricity generated by burning coal that a business later purchases. Because the company consumes this energy, they must record the emissions generated when it was generated. Scope 3 Emissions Scope 3 emissions are not caused by a company's direct activities. Other entities in a company's value chain are responsible for these emissions. Scope 3 emissions for one organization could be scope 1 and 2 emissions for another. A company that manufactures products, for example, would have scope 3 emissions from a company that eventually disposes of those items. Scope 3 is responsible for most of a company's emissions, accounting for 65% to 95% of a company's carbon footprint. Currently, reporting scope 3 emissions is optional for businesses. Organizations must, however, start tracking their scope 3 emissions since this is where tremendous reductions in carbon emissions can occur. How Are Large Enterprises Measuring and Reducing Their Carbon Footprints? Larger enterprises, like Apple and ExxonMobil, have begun to provide scope 3 emissions data. Other companies are collaborating with their supply chain to build collaborative initiatives among companies to report these emissions. Businesses have begun to cooperate even outside of supply chains. Competitors in the same industry have started to form partnerships to solve the issue of measuring their carbon footprints. Because these organizations often share manufacturers and suppliers, they have decided to deal with the issue together. Other businesses manage environmental sustainability in a different manner.Enterprises in the agriculture industry have pledged to reduce greenhouse gas emissions, recycle, and provide resources and information to smaller agricultural organizations wanting to go green.Many of the world’s leading auto manufacturers help by producing vehicles that are more environmentally friendly and have the better fuel economy. Others are creating alternative-fuel cars or investing in sustainable energy projects. The major retailers, manufacturers, and software companies have all made efforts to reduce their carbon footprint in different ways. Many multinational enterprises are adopting more sustainable business practices, such as using renewable energy and recycled materials in product manufacturing. How Can Small Businesses Seek Help Measuring Their Carbon Footprints? For the time being, many small businesses are finding it difficult to gather data on all these emissions that are beyond their control. According to the BBC, only 10% of more than 1,000 organizations surveyed in the United Kingdom keep track of their carbon footprint. Moreover, one in every five companies does not understand what the term "net-zero" means and a third really hasn't sought any help to make their company more sustainable. Exploring available information on measuring emissions data is the best approach for small businesses to understand more about the ways they can reduce their carbon footprint. The EPA Center for Corporate Climate Leadership includes a wealth of resources to assist small business owners in measuring and reporting their emissions. Business owners can learn how to establish a greenhouse gas inventory, measure their emissions, collaborate with sustainable suppliers, and gather data to develop sustainable solutions. Small businesses can also utilize a carbon footprint calculator to determine the quantity of emissions generated by their activities. Once company owners realize how much carbon they are emitting, they can start to tackle where it is coming from and make the necessary modifications. The most important thing that business owners can do is to always look for ways to improve their business's sustainability. Additional information will be made available to help company owners as they seek guidance on how to minimize their carbon footprint. Best Practices for Companies to Achieve Net Zero and Stay Profitable Transitioning to net zero is such a demanding task that many businesses believe it is impossible to do while retaining profit margins. As a result, many businesses concentrate on low-hanging fruit and short-term alternatives, like offloading emissions onto others by divesting from high-carbon-emitting companies. Businesses, on the other hand, can start by creating a greenhouse gas inventory to monitor their carbon emissions. Here are just a few of the many ways we found that could help your business. Cut Emissions Across the Whole Value Chain For most businesses, the majority of emissions and the possibilities for climate action lie in "scope 3 assets". These aren't owned or managed by the reporting company, but they add to the business's value chain indirectly. Businesses must take action on scope 3 emissions in order to successfully cut emissions. Use Sustainable Web Hosting Services Hosting services are the silent consumers of fossil fuels. Until you host it yourself, your website is most certainly hosted on a data server in a warehouse that runs on fossil fuels. Data servers use a lot of energy since they have to be turned on and kept cool all the time. Renewable Energy Certificates are acquired by sustainable hosting providers in order to claim their renewable energy utilization. Tackle the Root Causes The areas of major emissions are often not the most effective sites for action. It is found that businesses are measuring emissions in order to determine underlying causes, either inside their own processes or anywhere in the value chain. Big tech businesses evaluate power efficiency down to the code level in their AI and cloud implementations and collaborate with chip manufacturers to reduce energy usage in the use of their products. Don’t Automatically Defund High-Carbon Business Investors are often enticed to enhance their portfolio of low-carbon activities merely by rearranging their capital allocation. However, when it comes to really incentivize reduction, a more effective technique is to engage in activities that presently generate high carbon emissions while giving out a clear and urgent roadmap to change. Some activists have realized this idea and are shifting their demands from divestment to a managed shift of high-carbon businesses. Purchase Carbon Offsets Carbon offsets are a type of trade. When you buy an offset, you are contributing to projects that decrease greenhouse gas emissions. A carbon calculator can help you calculate your travel carbon footprint and the monetary cost of those emissions. Remember that carbon offsets do not decrease the quantity of carbon in the atmosphere; rather, they serve as a balancing agent to neutralize the carbon emitted. Carbon offsets could be tax-deductible based on the company from whom you purchase them. Closing Lines Many prominent brands, from Amazon to L'Oréal, have started to make significant investments in renewable energy and commitments to reduce emissions in their freight and logistics operations. Being mindful of how your activities contribute to greenhouse gas emissions can assist you in minimizing your carbon footprint. With the above-mentioned methods under your belt, you will be able to support the environment that we live in a while simultaneously pushing your organization to the next level of success. Don't miss the opportunity to get involved in energy-efficiency and sustainability initiatives for your company because the newest generation of consumers, millennials, have $2.45 trillion in spending power and are eager to spend more on brands that share their values of going green. Frequently Asked Questions What are scope 3 emissions? The Greenhouse Gas Protocol Corporate Standard divides a company's greenhouse gas emissions into three "scopes." Scope 1 emissions are those emitted directly from owned or controlled sources. Scope 2 emissions are those caused by the production of bought energy. Scope 3 emissions encompass all indirect emissions (not included in scope 2) that happen in the reporting company's value chain, both in upstream and downstream emissions. What are product life cycle emissions? All emissions related to the production and utilize a single product, from the cradle to the grave, are referred to as the product life cycle emissions and include emissions from raw materials, manufacturing, transportation, storage, sale, usage, and disposal. How can industries reduce global warming? By implementing passive or sustainable energy-based heating and cooling systems, increasing energy efficiency, and solving other important concerns such as methane leaks, the industry can cut its emissions by 7.3 Gt per year. New food production technologies have the capability to cut emissions by 6.7 Gt per year

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What does Covid-19 mean for Renewable Energy?

Article | April 15, 2020

Covid-19. It’s everywhere, and it’s probably the reason that your food cupboards are unusually more stocked than usual, or the fact that you’re likely reading this blog from the confines of your own home, as opposed to at your office or during your daily commute. But, despite the impact to business, economies, daily life and public health, there’s one bittersweet development which we can all take away from the outbreak – and that’s the considerable reduction of global CO2 emissions, and a resurgence of hope that it is fully possible for us to slow the onset of climate change and preserve our planet for future generations.

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Spotlight

Aura Power

Aura Power is a renewable energy investor, developer and adviser. Our current development activities include 400MW of solar projects in the Republic of Ireland (through our JV company, Highfield Solar), a pipeline of 300MW of solar projects in Canada and a 100MW+ portfolio of battery-based energy-storage projects in the UK.

Related News

SiriusDecisions Expands Benchmarking Performance Capabilities and Global Coverage

SiriusDecisions | July 10, 2017

SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”

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Diving into the new SiriusDecisions Demand Unit Waterfall

SiriusDecisions | May 30, 2018

SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.

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SiriusDecisions Reveals Winners Of The 2018 ROI Awards

SiriusDecisions | March 30, 2018

The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

Read More

SiriusDecisions Expands Benchmarking Performance Capabilities and Global Coverage

SiriusDecisions | July 10, 2017

SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”

Read More

Diving into the new SiriusDecisions Demand Unit Waterfall

SiriusDecisions | May 30, 2018

SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.

Read More

SiriusDecisions Reveals Winners Of The 2018 ROI Awards

SiriusDecisions | March 30, 2018

The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

Read More

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