1. Enron Energy Services - USA
Themes:
Energy Outsourcing
Energy Portfolio Management
Enron Direct USA
Client energy spend: >$30MM annually
Less than 100 sites
Highly packaged
Higher cost acquisition
National scope
Enron sales force, high touch
Dedicated customer care group
Potential number of customers: <400
Commercial Energy Services
Portfolio Management Services
Power & Gas Management Services
Client energy spend:
Any size if greater than 100 sites
$30MM - $10MM annually
Component-based transaction with low customization
Medium cost acquisition
National or regional scope
Enron sales force, medium touch, 90-day sales cycle
Primarily call center customer care
Potential number of customers: 1,000’s
Direct sales
Tele-sales
Agent sales
Client energy spend: <$10MM annually
Component-based transaction with lowest customization
Low cost acquisition, low touch
Regional or opportunistic scope
Exclusively call center customer care
Potential number of customers: 10,000’s
Tailor acquisition and maintenance model to segment
More market bets
Originate around the portfolio
Grow sales force quickly - manage operating leverage
Deeper penetration in market
10,000 contracts from 100’s
Portfolio Origination
Upsells and/or restructures within existing contract portfolio
Product Management
Scale & leverage point
Increase product velocity
Single touch point to leverage channel and sales force
Developer, translator and conversion focus
Productization
Aggregate ideas & price signals into basic product ideas
Central touch point to leverage ideas, concepts and price signals
Transform ideas into completed products
Harness benefits of technology to communicate products in real time
Business Systems & Processes
Product Marketing
Increase number and velocity of products
Centralized shared services
Customer databases, research and information
Deal support/ Subject matter experts
Product Delivery
Product Development
Solutions Management
Enron Channel Management
Disciplined implementation of “Gutenberg” process
Disciplined implementation of standardization and components to scale and manage risk
Proper booking and pricing
Deal Management
Independent look and verification: Arbiter of value
Manage the DASH processes
Protects the back-office and risk/execution groups from poorly structured or processed deal flow
Manage EWS interface
Focus on process and standardization
Integrator and valuation point
Services
Energy Asset Mgmt
Information Mgmt
Acquisition & Sourcing
EWS Services
End-to-end accountability
Define product, service level and price/execute
Increase liquidity/capture best-in-class capability and technology
Capture benefits of scale
New capabilities
Billing
Client management
Call centers
Scalable DSM capabilities
Load curtailment products
Capital
Syndication & Sourcing: Vendor mgmt, procurement, execution and fulfillment
Delivery, execution & verification
EAM fundamentals
Performance Measurement Center
Tools
Data mining
Services
Distributed generation
Merchant generation
Structured supply
Utility representation services
Customer acquisition via munis
Risk Management Services
Gas
Power
Tariff
Professional Groups
Customer Care and Communications
Finance
Financial Operations
Human Resources IT
Legal
Media Services
Regulatory
EES Vision: “The World’s Leading Energy Retailer and Enron’s Leading Division”
4 Confidential and Proprietary Data