ENTERPRISE TRANSFORMATIONSales Model Transformation | Energy
Client: Energy Client | Year: 2024, 6 mos | Role: Project Lead, Executive Advisor
Opportunity
A European energy company set out to reimagine its B2B sales experience and align technology and enterprise architecture to support future growth. The work focused on unifying siloed processes, improving cross-functional alignment, and centering strategy around internal users and B2B client needs.
Over two phases, we introduced a product-based collaboration model, identified key change themes, and delivered a detailed roadmap linking JTBD, capabilities, systems, and implementation initiatives to both short- and long-term strategic outcomes.
My Role
I architected the engagement and led a collaborative effort with leaders across strategy, design, IT, sales, and Salesforce. Using the framework from A New Paradigm in Digital Transformation, I facilitated alignment, directed user research and workshops, and delivered key outputs—from capability models and UX prototypes to the future-state architecture and roadmap. We modeled new, activity-based ways of working to support lasting change.
Outcomes
Defined internal Jobs to Be Done across the B2B client journey
Aligned cross-functional leaders and introduced new ways of working
Assessed capability maturity and surfaced key gaps
Delivered future-state experience, architecture, and UX prototypes
Produced a phased roadmap linking value to execution readiness
A New Paradigm in Digital Transformation (2025)
DISCOVERY & ALIGNMENT
We began with stakeholder interviews and facilitated working sessions to uncover friction points and misalignment across the business. These early conversations reframed the initiative around shared outcomes, not systems, and helped bring together leadership across commercial business, technology, and marketing functions.
JTBD & CAPABILITY MAPPING
Using Jobs to Be Done, we mapped internal business needs across the customer lifecycle from marketing, sales, installation, and service. These jobs were paired with a capability model and maturity assessment to reveal where organizational investment could improve performance, coordination, and customer experience.
EXPERIENCE VISION & PROTOTYPES
We translated insights into a cohesive experience vision supported by clickable Salesforce UX and client-facing prototypes. These tools aligned teams around practical user flows, showing how a reimagined experience could simplify handoffs, improve data flows, and enhance business impact.
ARCHITECTURE & ROADMAP
The final phase focused on future-state planning. We delivered a future-state architecture and phased implementation roadmap. The roadmap helped the client focus on high-value, high-readiness areas while identifying long-term opportunities to modernize systems, governance, and ways of working.
Illustrative Roadmap (A New Paradigm In Digital Transformation)