How Enpal Business Solutions uses Furo to make its sales team independent of the planning department & closes complex energy solutions faster

Customer

Enpal Business Solutions is the commercial arm of Enpal and supports logistics and industrial companies as a fully integrated partner for end-to-end energy solutions, from planning through implementation to ongoing operation. Ben Rohloff, Director B2B at Enpal Business Solutions, describes the company as a point of contact along the entire value chain. Typical customers come from the chemical, metal, or food industries, often with consumption figures in the gigawatt range. Enpal Business Solutions not only sells energy systems but also operates some of them itself, and sees itself as a long-term partner to its customers.

Challenge

Every customer brings an individual consumption profile. High load peaks lead to high grid fees for manufacturing companies, and choosing the wrong storage solution means either leaving significant potential on the table or simply paying too much. The sizing therefore has to genuinely fit each individual customer.

On top of that came an operational bottleneck: as the volume of sales appointments grew, last-minute adjustments shortly before a customer meeting could no longer be reliably handed over to the planning team. If it came to it, an appointment had to be postponed.

The native and already-integrated battery management and energy management systems do not account for the full spectrum of possible application and marketing options for battery storage systems. As a result, a significant portion of the technically and economically available potential often goes untapped. Enpal chose not to develop a corresponding extension in-house for the commercial customer segment, as the company's focus lies on the sales, planning, and realization of holistic energy solutions as a general contractor.

Solution with Furo

Since adopting Furo, sizing starts with the customer's load curve and electricity bill directly in the software. Furo makes it possible to configure even complex energy solutions quickly and to each customer's specific needs.

What Enpal Business Solutions particularly highlights: the sales team itself is now able to carry out and adjust sizing on its own. That was not possible before.

"In one situation or another it has actually saved the sales call for us, where otherwise we might have had to postpone the entire appointment."

Result

The impact is measurable. By its own account, Enpal Business Solutions has become "significantly better at selling complex energy solutions that involve multiple revenue streams."

And the next stage is already in sight: the focus is now on the consistent path from a sizing tool to an energy management tool. In concrete terms, this means implementing the results from planning and simulation directly in ongoing operation in the future, with Furo as the connecting platform across the entire project cycle. The goal is to help industrial and mid-sized customers not only with sizing, but also over the long term in reducing electricity costs and unlocking potential in operation.

"The numbers have shown that with Furo we have become significantly better at selling complex energy solutions.”