As the push to get power on the grid faster continues, more energy software companies are tackling complex problems than ever. More companies need specialized solutions, but it’s harder than ever to be heard. Clare Southworth sits down with Ari Greenberg, CRO of Ascend Analytics, to talk all things commercial. We cover how to sell into utilities, IPPs, and data centers when each one needs something different, and what the rise of startups means for the market. Ari also shares where companies can make changes to grow and keep their customers.
In this episode:
- How utilities, IPPs and data centers value the same software differently
- Why data centers are moving the conversation from price to speed
- The need for better queue intelligence and why this will become the most wanted service
- What startups get wrong between $5M and $30M, and why ICP discipline matters more than chasing new markets
- How to successfully keep retention in an overcrowded market
Ari Greenberg is Chief Revenue Officer at Ascend Analytics, where he runs sales, marketing, customer success, partnerships, and revenue operations. He previously led the energy, metals and mining segments across the Americas at S&P Global, built the energy and industrials segment at AlphaSense, and led a global sales team at Zema Global.
Views are his own.
Chapters
00:00 Intro and Ari’s background
02:11 Same software, different buyers
05:14 Utility sales cycles and regional differences
11:21 Selling to data centers: speed over price
17:47 Rise of Startups and how they can make an impact
21:27 Why customers buy vs how they use the product
23:36 Zero to one and beyond
26:33 Selling by segment instead of by product
33:06 Where demand goes next: transmission and queue intelligence
35:54 Why the data centers will get built
39:49 The one change with the biggest impact
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