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Powering Aggreko's Market Intelligence

Transformation of sales pipeline through analysis and opportunity ranking.

Aggreko

Aggreko plc is a global specialist provider of power, temperature control and energy services. These services are based on modular and mobile equipment operated on a digital platform with integration capability.

Headquartered in Glasgow, Scotland, it is listed on the London Stock Exchange and is a constituent of the FTSE 250 Index.

The platform Brainnwave have developed for us is using data analytics to provide us with the insights that we couldn’t previously access due to the complexity of the questions we need to answer.

They have helped us quickly connect the dots to create a seamless intelligence flow. This is a game changer for our global business.

Stéphane le Corre - Strategy & Commercial Development Director - Aggreko Power Solutions

The Challenge

Brainnwave was engaged to help transform Aggreko’s sales organisation as part of its strategy to prioritise customer focus, improving its data usage and instilling a culture of analytics throughout the company. We initially focused on their mining, oil & gas and utilities verticals, plugging into their existing data sources for these industries and overlaying the data with new sources.

Digitalisation, smarter systems and data analysis underpinned by the Brainnwave platform drive efficiency and service, understanding of customers and proactivity in predicting their needs.

It rapidly became clear that we would achieve far more over a short space of time with Brainnwave than we had previously.

What did we do?

The first step was to connect everything up to the Brainnwave platform. Our middleware technology connected, joined, enriched and cleaned the data from many internal and external data silos to create a single source of the truth across the business.

This project was not just about putting data together; we wanted to create a culture of analytics across Aggreko. Being outcome-focused was critical. We codified the internal business logic into our algorithms to search, sort and rank hundreds of thousands of opportunities across the world based on elements important to Aggreko. We integrated geospatial data directly into the analytical process, enabling Aggreko teams to use satellite and mapping data without needing specialist skills or analytics tools.

It’s now possible for sales teams at Aggreko to use our tool to find their next top 20 sales opportunities based on editable factors relevant to them.

It’s also possible for senior management at Aggreko to get a top-down view of complex financial and industry-relevant data for countries and regions that they define.

We continue to work with Aggreko to identify other opportunities where data and analytics can create a step change in the way they do business and give them an advantage in the market.

Before working with Brainnwave, Aggreko had the huge task of covering many countries and industrial sectors, each with their own drivers, local conditions and multiple data sources.

Aggregating, cleansing, organising and analyzing data was very time consuming for us and difficult to keep consistent across regions and sectors. This meant many gaps, and often more questions and less confidence in the data underlying our business decisions.

We were using a combination of internal and external industry analysts to find insight, but often these insights were too general for our particular needs, when we needed specific and actionable outputs. Now that Brainnwave have helped us, we have control over how our data is presented and we are realizing many benefits including saving time, reducing spend and increasing ROI on all of our data subscriptions worldwide.

In addition to asking the right questions, Brainnwave have been very disciplined in developing an intuitive platform where the complexity of the data regularly risks complicating the user-interface. They have been pro-active in providing routine updates and progress reports, flagging delays upfront and suggesting solutions that make my internal reporting much easier and pre-empting questions from our leadership teams. I’ve found Brainnwave to be very client-focused and they genuinely appreciate feedback and improvement suggestions.

Initially, I was concerned about working with a relatively small, unknown team. These concerns were quickly dispelled: Brainnwave listened and asked the right questions to understand our business, what the key drivers were and the underlying data needed to provide the relevant market insights. It rapidly became clear that we would achieve far more over a short space of time with Brainnwave than we had previously.

Brainnwave are a great team to work with. They put a focus on working collaboratively with us and they make sure that they’ve always understood what we need. Their solution has already saved a lot of time through the automation of organising, updating and sharing some of our day to day data (such as fuel prices) across the organisation.

Noreen Howat - Senior Strategy Manager - Aggreko Power Solutions

Noreen Howat - Senior Strategy Manager - Aggreko Power Solutions

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