How BATTR Energy uses Furo to make complex battery technology tangible for customers & shorten the path to an investment decision

Customer

BATTR Energy is a developer and manufacturer of battery storage systems for commercial, agricultural, and industrial use, based in Kraftisried in the Allgäu region. The company supports customers ranging from agricultural operations to industrial companies and municipal utilities on their way to their own storage solution. Hans Glietenberg heads up sales there.

Challenge

Battery storage requires explanation. Most customers who approach BATTR Energy are not energy technology experts. They are strategic buyers, operations managers, people who need to make sense of the topic for themselves before making an investment decision. The same three questions stand at the start of every conversation: Which application makes sense for me? How big does the storage system need to be? And does it even pay off?

The problem before Furo: sales worked with Excel calculations and presented the customer with numbers without the customer really being able to follow the basis for them. „Then you show the customer some number and say: this is your saving, you just have to believe it now" – hardly a basis on which anyone makes a five- to seven-figure investment.

Solution with Furo

With Furo, BATTR Energy answers these three opening questions in a structured and transparent way: which application, which size, which economic viability. The result is a comprehensible battery storage sizing with an initial indicative quote, on the basis of which the conversation with the customer can be continued.

For Hans Glietenberg, what's decisive is how Furo prepares the topic: „You try to present a complex subject in a simple way – and that should always remain the core."

Result

BATTR Energy is seeing better throughput in its sales pipeline. Customers are guided step by step along the decision-making process, from initial orientation to the investment decision. The ability to convey complex matters clearly also helps the sales team when the contact person has to take the topic internally to management.

„Furo manages to present a complex subject simply – and that helps us explain the world of battery technology in an understandable way."