Creating with a New Revenue Stream for an EV Infrastructure Company

From Ad-Hoc Support to a Scalable Service Offering.

CLIENT PROFILE

A clean technology company specializing in sourcing, installing, and managing EV chargers for municipalities, multi-residential buildings, highways, and residential properties.

THE CRITICAL QUESTION

“How can we create a service offering that addresses client maintenance needs while generating a new revenue stream?"

The company faced a challenge: clients frequently requested maintenance and support for their EV chargers, yet the internal teams were handling these needs in an ad-hoc manner. This resulted in inefficiencies and a missed opportunity to create a structured service offering. To address this gap, the company needed a comprehensive maintenance program that clients could easily adopt.

THE PATH FORWARD

1. Discovery and Stakeholder Collaboration:

Conducted workshops and interviews with field staff, sales, finance and customer service to understand the scope and demand for maintenance services.
Identified key pain points in the ad-hoc maintenance approach, such as inconsistent response times and unclear pricing.

2. Business Model and Financial Planning

Designed a new business model for a tiered maintenance service, structured around proactive maintenance visits and service calls.
Developed a detailed financial model that accounted for manhours, costs, and projected revenue across service tiers.
Collaborated with finance and legal to integrate the pricing structure into the company’s CRM, service agreements and billing processes.

3. Service Design and Branding

Created service packages for Level 2 and Level 3 chargers, with pricing options based on the number of chargers per location.
Branded the service packages with a cohesive identity and designed supporting sales collateral for the sales and customer service teams.

4. Go-To-Market and Client Outreach

Launched the new service offering through a coordinated internal rollout, equipping sales and customer service teams with training and promotional materials.
Deployed an awareness campaign targeting existing customers, leveraging email communications and direct outreach to demonstrate the value of the maintenance packages.

THE LASTING CHANGE

New Revenue Stream: The maintenance program became a profitable offering that sellers could bundle with installation services, boosting overall deal size and customer retention.
Operational Efficiency: By implementing standardized service tiers and proactive maintenance schedules, the company reduced unplanned service calls and improved resource allocation.
Enhanced Client Experience: Clients gained peace of mind with regular updates and maintenance, improving satisfaction and trust in the company’s services.
Cross-Team Collaboration: The development of the program fostered alignment between sales, field services, finance, and customer support.

HOW TROPOLY CAN HELP

Tropoly specializes in developing scalable revenue streams and service models for technology and infrastructure companies. Our approach combines strategic planning, cross-functional collaboration, and actionable go-to-market strategies to help you turn gaps into growth opportunities.

Reach out to discover how Tropoly can support your next growth initiative.