LCP Delta’s expertise in energy transitions and digital energy solutions enabled the client to position themselves as a future-ready player in the HEM market while minimising investment risks and operational complexities.
Background
A leading European manufacturer in the heating and thermal appliances sector sought to define a strategic roadmap for Home Energy Management (HEM). The client needed to assess market opportunities, evaluate viable business models, and develop a go-to-market (GTM) strategy to expand their offerings beyond traditional heating appliances. Their objective was to transition from a hardware-focused business to a broader energy management solutions provider.
Our approach
LCP Delta delivered a three-phase consulting engagement, providing strategic guidance across multiple dimensions:
- Market Assessment & Competitive Positioning
- Conducted a deep-dive analysis of the HEM market across Italy, France, and Spain evaluating key industry trends, regulatory frameworks, and competitive dynamics.
- Assessed strategic growth options, including partnerships, acquisitions, and in-house capability development.
- Options Development & Business Model Design
- Analysed financial and operational viability of different business models: B2B, B2C, and B2B2C. Assessed partnership opportunities with OEMs, technology integrators, and energy retailers.
- Recommended a hybrid approach: leveraging strategic partnerships to bridge technical gaps while retaining control over core thermal products.
- Go-to-Market Strategy & Implementation Roadmap
- Designed a phased GTM strategy, prioritising a "Partnership-Driven HEM on Home" model.
- Identified and ranked potential technology partners based on interoperability, service offerings, and market reach.
- Developed a revenue model integrating product sales with value-added services such as remote diagnostics, data analytics, and energy optimisation.
The outcome
- Strategic Clarity: The client gained a structured roadmap for expanding into HEM, ensuring alignment with evolving market demands.
- Optimised Partnerships: By leveraging LCP Delta’s network, the client identified high-potential collaborators to accelerate market entry.
- Revenue Diversification: The strategy enabled the client to move beyond appliance sales, unlocking new revenue streams through digital services and energy optimisation.
"We are developing innovative solutions to offer our customers smart and efficient ways to achieve optimal thermal comfort in their homes. Home Energy Management is crucial to achieve this goal and improve our proposal. Thanks to the expertise of LCP Delta’s consultants, we gained valuable perspective on the dynamics of the Home Energy Management sector. We truly appreciate their professionalism and knowledge and look forward to more opportunities to work together!"
LCP Delta's client
