The CEO of Quantaleaps, a digital transformation consultancy, shares how ChargePoint converted usage data into upsell insights, with Formcept.

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About:

• Domain: Customer intelligence
• Revenue: $100Mn+
• GTM: Sales-led
• Interviewed in: 2024

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The trigger:

ChargePoint serves customers like Google, Apple, Cisco. They install charging stations in their campuses for charging electric vehicles.

Suppose they have 50 chargers in a Google campus. Whether 50 are enough or not, and which days they are being used with the peak capacity and whether they are really required to be installed, and when further installations are required or not. That is where analytics came into the picture. They were getting the data, they knew how cars are using the charging, but they were not able to put them together as a dashboard. We found the problem of understanding driver behavior and demand forecasting, such as where the chargers are to be installed, and how many. Such insights were needed to maximize value from customers, generate revenue and improve their bottom line.

Initially, they were all putting this data in Excel sheets and trying to analyze it. But as the company was growing very fast before the pandemic, they were not able to cope with the demand. That is when they were looking for a solution.

“Suppose they have 50 chargers in a Google campus. Whether 50 are enough or not, and which days they are being used with the peak capacity and whether they are really required to be installed, and when further installations are required or not. That is where analytics came into the picture. They were getting the data, but they were not able to put them together as a dashboard. We found the problem of understanding driver behavior and demand forecasting, such as where the chargers are to be installed, and how many. Such insights were needed to maximize value from customers, generate revenue and improve their bottom line.”

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The solution:

First, they were thinking of developing something, and they started doing it, but it was taking time. Before the dashboard came in, there were a lot of things to be done. Putting the data into a platform where it can be analyzed. And then slicing and dicing the data. Also, somebody queries the data and then immediately they should be able to answer.

We presented it technically, and quickly demoed it using some data that they had given, so they could see the results of it. With that, they were very happy. They thought it was the right thing to do. So the operations manager and sales manager said they need this immediately. That’s how they went ahead and purchased the license.

Formcept helped them put everything together very quickly. Formcept was a good fit for them because of its speed of implementation. I mean, within one month, they could go live. 

“First, they were thinking of developing something, and they started doing it, but it was taking time. Before the dashboard came in, there were a lot of things to be done. Putting the data into a platform. And then slicing and dicing the data. Also, somebody queries the data and then immediately they should be able to answer. We presented it technically, and quickly demoed it using some data that they had given, so they could see the results of it. With that, they were very happy. That’s how they went ahead and purchased the license. Formcept was a good fit for them because of its speed of implementation. I mean, within one month, they could go live. ”

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The result:

Formcept helped ChargePoint sell more. Every week, they could go and talk to their customers and say that this is how your employees are using the chargers. You have less number of chargers at this particular location. You need to install more. And it generated on demand analytics saying that this is where chargers are being used by drivers very well. And the drivers are coming from X distance, or Y distance. They were able to know exactly where, how many employees are using these chargers, how much is not being used, in which campus there is a lot of demand, and so on. So a lot of analytics power was unleashed with this product. 

The product was ahead of the time, I should say. Because today, what we call ChatGPT and the prompt engineering, that was already built into Formcept.

‍“Formcept helped ChargePoint sell more. Every week, they could go and talk to their customers and say that this is how your employees are using the chargers. You have less number of chargers at this particular location. You need to install more. So a lot of analytics power was unleashed with this product.”

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