EXECUTIVE SUMMARY

neoom is a fast-growing Scale-Up in the renewable energy sector, based in Freistadt, Upper Austria. They offer innovative, clean and integrated decentralized energy solutions and have the central mission to save more than one ton of CO2 equivalents. neoom distributes their products through their sales partners, which makes them a key determinant on their growth journey.

Goal

The primary goal of the project was to provide an insightful overview of current sales partners and customers of neoom, highlighting key sales challenges. This project aimed to develop a sustainable sales value proposition strategy for neoom, promoting future growth. The ultimate objective was to provide a comprehensive competitor overview, an assessment of neoom's current market standing, and strategic refinement recommendations for the sales value proposition.

Methodology

Our methodology was divided into three modules. Module 1 involved an industry analysis, including a SWOT analysis and benchmarking of neoom’s and its competitors’ positioning, portfolios, and advantages. Module 2 focused on a target group analysis through surveys with system partners and selected in-depth qualitative interviews, as well as surveys with non-customers to better understand market demand and trends. Module 3 centered on the development of a refined value proposition, using the Value Proposition Canvas to map out neoom’s strengths and areas for improvement to better address needs.

Results

Our findings led to three primary recommendations for neoom. First, it is recommendable to enhance customer service activities. In order to create improved customer experiences, especially in the after-sales phase, we suggest investing in superior client support activities to improve customer loyalty and satisfaction. Second, neoom should capitalize on its "Made in Austria" label, a significant USP highlighted by their sales partners, to strengthen brand credibility and regional proximity in marketing efforts. Third, despite neoom’s broad product range, expanding the portfolio, particularly with smart grid products, could address future client needs. Additionally, both partners and non-partners observed rising price competition from lower-cost products and valued the simplicity and user-friendly nature of neoom’s software solutions.

Cooperation Partner

• neoom ag (Holding)
  Galgenau 51
  4240 Freistadt
  Austria
   

Contact Person

• Peter Königstorfer - peter.koenigstorfer@neoom.com

• Martin Riegler - martin.riegler@neoom.com

Student Team

• Benjamin Iby

• Fabrice Keraudren

• David König

• Benjamin Liebsch

• Lorenz Wolf
   

Project Manager

• Mag. Benjamin Monsorno, MA

• Dr. Dorothee Horvath