Performance & added value
Seven personas. One chain. Measurable value.
The Energy CRM serves seven profiles who don't share the same job, tools or pain points. Yet they all operate on the same value chain — from prospect to client exit.
Starting point
Seven personas, seven expectations, one value chain
What unites them
- One shared value chain
- One single source of truth per client
- One contract to honor over time
What sets them apart
- Very different jobs
- Distinct dashboards, KPIs and alerts
- Different timeframes (real-time vs quarterly)
The CRM promise
- A shared core (Twenty + portal)
- A UX tailored to each profile
- Measurable value per persona
Reference frame
The value chain — 6 primary links
Plus 4 cross-functional support functions that irrigate the entire chain.
Prospecting
Watch · leads
S01–S05
Sale / Tender
Go/No-Go · pitch
S12–S18
Contract
Pricing · signature
S19–S26
Activation
DSO · onboarding
S27–S30
Operation
Invoice · QBR · disputes
S31–S36
Renewal
Amendment · churn
S37–S40
Cross-functional support
Knowledge / ISO
Compliance & ethics
Data, BI & AI
Field mobility
40
business scenarios
91
CRM features
15
Twenty objects
7
personas served
Who creates value where?
Seven profiles, one shared contract
Each card opens the persona's detail page: pain points before, gains with the CRM, and measurable KPIs.
Pierre
Sales Rep
Hunter and farmer · 30-50 accounts · mobile-first
+30% useful client time
- +30% useful time
- +5 pts renewal
- +1 meeting / week
Sophie
Head of Sales
Conductor · 18 reps · 4 regions
Live steering, no more weekly reports
- Real-time decisions
- −80% CRE reporting time
- Proactive churn steering
Karim
Risk Manager
Guardian of commitments · Go/No-Go vote · credit scoring lead
100% CRE audit coverage, ROI on first default avoided
- 100% CRE audit
- 0 missed deadline alert
- Credit scoring < 3 days
Léo
Trading / Pricing
Real-time pricer · 4 screens · live market data
Quote < 1 h, gross margin +3%
- Quote < 1 h
- 0 missed trigger
- Gross margin +3%
Exec Board
Executive Committee
CEO · CFO · CTO · Heads of Sales / Ops / Risk · quarterly review
Single source of truth, −2 back-office FTEs
- Live consolidated data
- −2 reporting FTEs
- ESG score +1 notch
Camille
Sales Admin / Back-office
Execution guardian · 4 managers · activation + billing + DSO
Activation rate > 95%, −40% support load
- Activation T0 > 95%
- Signed → first invoice < 45 days
- −40% support load
Julie
Client (Energy Manager)
End user via B2B portal · 1-N per account
NPS > 40, churn < 15%
- Client NPS > 40
- Churn < 15%
- Portal usage > 70% at D+30
Strategic focus
Pre-offer credit scoring — a lock that pays back on the first default avoided
A client default = €50k to €200k of average sunk loss. The 2022-2023 energy crisis took down hundreds of B2B clients. The S41/F95 lock industrializes the Go/No-Go decision before any offer is sent — A+ → E rating in under 3 business days.
8
rating notches A+ → E
< 3 d
decision time
60-70%
automatic Go
€50-200k
gain per default avoided
Synthesis
Aggregated added value
Summing the persona gains and the impact of pre-offer credit scoring, the Energy CRM generates measurable additional value on four levers.
+25%
portfolio net margin
AI scoring + tender reading + churn + pricing
−30%
effort per tender
F4 library + F51 AI assistant
+5 pts
renewal
F50 churn detection + systematic QBRs
−60%
unpaid losses
F95 / S41 pre-offer credit scoring
> 15
target LTV / CAC ratio
On industrial and public-sector segments, average LTV 3-6 years, with 84% net margin preserved. F95 credit scoring protects this ratio by avoiding catastrophic defaults.
Let's discuss your context.
Personalized demo around your priority personas, or exploratory call if you're still structuring your sales KPIs.