It was at the end of what I thought was a positive meeting that my business prospect pulled the rug out from under me.
‘Son,’ he said, ‘I’ve invested millions on energy management systems in my career and what I know to be the truth is that all energy management systems can work but they don’t work. You guys keep coming back to me with your innovations and new protocols and whatnot for reduction and improvement and you show me your case studies and the facts of the how and what, but none of you has solved the basics yet. The basics are people. My people.’
Make it user-friendly and everyone will buy into using your energy management solution, right? Well, no actually.
The reality that my prospect-turned-critic clearly spelt out is that no matter how user-friendly (or not) our energy management system and accompanying software are, they are not time-friendly and therefore not addressing the basics; his people.
Just try getting a clear appointment space with anyone in maintenance – they barely have opportunity to sit down in a day let alone optimise his or her energy performance through the user-friendly software we or anyone else provides.
Mr. Experienced-Buyer was right. Corporate targets, green goals and budgeted savings from energy reduction get torpedoed when nothing can be actioned on the front line. This whole concept of developers selling the ‘user-friendly’ dream hasn’t breached the barrier for the level of involvement an engineering team can reasonably dedicate to the control systems that big money is invested in. Period.
Clarity on the issue is one thing, acceptance that you’re on a dead-end path is another. Recriminations aside, what followed for our company has been really challenging on deconstructing these barriers that stop energy management systems from working: people, time and involvement.
We’re still trying to come up with the neat phrase that encapsulate how we made this transformative step but nothing yet has stuck as an accurate descriptor of the processes. We knew at the outset that to be successful we needed to find key-information from all the data we could collect and assemble and that route to finding this key-information came from something we called the ‘democratisation of data’…. and yes, I know that sounds a bit weird, but then innovative approaches often do.
Still, funny phrases aside, we’re ready to talk to anyone who wants to listen about why energy management systems don’t work but now can.
Reach out to me here. I’m happy to share what my colleagues and I have learnt on this journey and more than happy to show you how we’ve solved the ‘people’ challenge.