Mercatus: Driving Revenue Opportunities for Utility Companies

When a power company considers a major new investment, a huge amount of data must be evaluated … and Excel spreadsheets just aren’t up to the task. Mercatus offers a better way, by providing a system that houses all this information and allows stakeholders to easily review the asset’s entire portfolio.

When Mercatus’ customers began requesting distributed analytics, Senior Director of Product Management Cathi Grossi and her team saw an opportunity. Creating a data product would enable them not only to deliver greater value and create upsell opportunities, but also to compile anonymous customer data for benchmarking. After briefly considering the “build or buy” decision, they decided to partner with GoodData. (Read the full case study here.)

“Building a distributed analytics solution is not the business we want to be in,” says Grossi. “We didn’t have the expertise needed, and there was no reason to reinvent the wheel.”

Thanks to Mercatus’ Pipeline Analytics product, customers can now see exactly where every project is in their pipeline, which helps them make more informed decisions, address issues, and become aware of potential disruptions. The analytics have become an integral part of the selling process, in addition to offering a unique upsell opportunity.

“Everyone wants it,” says Grossi. “We’re reinforcing the fact that when you buy Mercatus, you’re buying a business intelligence platform for the utilities industry.”

To learn more, read the Mercatus case study, “The Power of Project Insights.”