EnerNOC - a clean energy business -- sells energy- observation, direction and efficiency services to utility customers, who agree to reduce consumption during peak-period crises in exchange for payments through the year. EnerNOC must handle the build out of its energy management system, in addition to the growth and evolution of its sales force and is experiencing explosive growth. This case can be used in many different courses.
In a marketing class, it can be used to discuss the notion of next markets. It can be used to stimulate a discussion of a broad range of dilemmas so forth; and in a sales management class: compensations systems; identification of sales skills in prospective employees; entry into a fresh marketplace; sales training. It can be used in upper level undergraduate courses and in MBA level courses.
PUBLICATION DATE: January 01, 2009 PRODUCT #: BAB152-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
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