Background and Challenges

Our client, a market leading European utility company, had identified untapped potential among their clients in terms of optimizing energy use and thereby improve conditions for reaching climate targets. In order to leverage internal know-how of energy efficiency and executing on newly developed strategy, our client wanted to bring a new offering to the market.

The problem: there was a lack of vision, comprehensive market understanding, and overall ambiguity of what a new offering should entail.

Solution and Outcomes

During a 6-month engagement, Shift took a vague idea and first validated problems, outlined and validated a solution based on said problems, and created a new service offering concept.

Shift took lead in selling the concept to acquire a pilot customer with whom our client developed a MVP.

During MVP development, Shift took lead in ensuring business viability, by broadened data gathering to increase market and customer understanding, design value proposition and create a commercialization plan.


  • Conceptualized and targeted service offering – what to sell, to whom, and how
  • Pilot customer acquisition
  • Validated value propositions, revenue model and willingness to buy