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Litmus Test to ELG

1. Pricing
2. 1. Low Volume, High ARPU Product
   2. Well defined pricing with 2 pricing models: SafEarth Assured and SafEarth Assisted
   3. Fixed, stable pricing in place
   4. High LTV, resulting in low CAC/LTV and the ability to increase CAC to get more customers

Pass

2. Value proposition
3. 1. Well Defined ICPs:
   2. 1. ICP 1: CEO, CFO, COO in Manufacturing organisations
      2. ICP 2: Maintenance Head and Factory heads of industries
      3. ICP 3: Business owners of MSME Manufacturing companies

Given the difference in the ICP profiles, having some segments tailor made for each of these ICPs can be quite benefitial.

2. Sales Proposition:
3. 1. Quality
   2. Right Pricing
   3. Ease

3. Messaging:
4. 1. <Amarja to provide>

Pass: In order to get the most out of this, it will be essential to ensure that there is the right sort of content, tailor made around the varied interests of the group.

3. Sales Effeciency:
4. 1. At an average 3-4 Months Sales Cycle
   2. 70% of the qualified leads Close within 6 Months
   3. Well Defined Sales processes in Place
   4. Geographical Limitations do exist in the sales team, hence, this will need to be considered in the process of getting the required participation.

Pass: Geography to be key for actual success

Objective

Generate 500 New Qualified Sales leads (industries) in 6 Months.

Discover Type Event -> Considering the long cycle and the number of stakeholders involved in the decision making process of most organisations, it is important to also build in a component of engagement.

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If we pick Best Sustainability practices as the general topic then the attendee will realise the easy ways with which they can adopt these in their organisations Resulting in More adoption of these in general and Renewable energy with SafEarth in particular.

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Ideal Attendee Profile (IAP)

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From the above, it is clear that the main outlook of the IAPs is going to be how they can reduce their costs while becoming more sustainable.

IAPs are going to approach this from 2 perspective:

1. Learning about Implementation
2. Learning about Fundamentals of the Product / Service

This is why a dual approach makes most sense ie a user telling about their journey of implementation and a service provider giving the gyan on the fundamentals.

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Event Format

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Week: (Sit Down with the team and brainstorm in the main agenda items and the specific potential topics in that agenda item).

1. Energy: Purchase
2. Energy: Optimising for Consumption
3. Water:
4. Waste Management
5. Dealing with Safety

Format of Each of the masterclasses:

T-15:

1. Rooms Open
2. Music playing : Hindi -> Pumpy music like Laqshay title Track
3. Upon 10 Atteendees Joining in, reduce the music Volume (though still have it softly in the background) -> Open the floor up for some conversations, talk about what the listener is looking forward to

T-0:

1. Speakers are welcomed and introduced
2. 2 Speakers per Session:
3. 1. An Industry Leader from a manufacturing company that has successfully implemented the solution on agenda
   2. An Industry leader from a leading solution provider in that space.
4. Speaker Introductions

T+5:

1. Speakers give a brief 5 minutes presentation -> The Presentation of the Demand side is first, what did they implement, the Presentation of the supply side is about the general pitch of the solution (without pitching their companies)

T+15:

1. We open the floor to a panel discussions, discussing the questions shared by the atteendees pre attendance

T+30:

1. Closing Remarks by the panel discussions moderator

T+35:

1. Re-Energiser ->
2. 1. Comedy?
   2. A Video?
   3. Question from the Audience?

T+45:

1. Reader Questions

T+60:

1. Voluntary Networking with the speakers in 2 Breakout Rooms (Users, should be able to enter and leave a room as per their choice)

T+75 - 80:

1. Thank You, Bye Bye, Little Input about the next event, what is to wait for.

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For the scope of this Document, we are going to take 1 of these events now, and talk about this in absolute detail.

Event 1 : Verticle: Energy Purchase

Event Topics:

Energy Consumption ->

1. 1. Trends: Increasing Energy Prices -> Focus on reducing consumption as much as possible
   2. Problems: lack of Idea about how these can be done -> Ease of Implementation
   3. Career: Decision is usually taken at the corporate level and implemented by the plant team.
      
      Decision maker: CEO, COO, CFO, CPO
      Influencer: Plant Head, Electrical head, Maintainace head
      Blockers: CFO
      User: COO, Plant head, Electrical head

Event Objective: Get people to sign up with SafEarth for a solar evaluation

If we pick Reducing Solar Costs, increasing project Savings as the topic then the attendee will realise how they can save massively by shifting to renewable energy Resulting in them inquiring with SafEarth to evalaute their solar savings potential.

Speakers

Demand Side

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From the above analysis, getting someone from the Ather Team, seems like a great option. We will target someone at the factory level : Plant head or Maintaince Head, in order to get an authoritative user, who can talk about the actual journey.

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Supply Side

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For the Supply side, we will target Jyothi Gulia. Even though she is not a potential user, there is a lot of potential collaboration opportunities with us. More improtantly, she has a huge online following and allows us the chance to get some additional interest and traffic.

Event Attendance

1. Use the existing Sales team to get sign ups from customers in their pipelines
2. Use the existing Emailer List to get initial sign ups
3. Get sign ups through the networks of the speakers: Sharing to the Vendors of Ather, Subscribers of JMK.
4. Offer the Attendees free access to framework to understand low hanging fruits to reduce energy costs
5. Offer Attendees access to data collected through the various polls, to understand how their peers are managing their electricity
6. Offer Attendees free Solar Evaluations after the webinar
7. Offer the Attendees face time with the speakers after the Webinar

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Event Design:

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T-15:

1. Rooms Open
2. Music playing : Hindi -> Pumpy music like Laqshay title Track
3. Upon 10 Atteendees Joining in, reduce the music Volume (though still have it softly in the background) -> Open the floor up for some conversations, talk about what the listener is looking forward to

T-0:

1. Speakers are welcomed and introduced
2. Talk about the valuable insight of JMK in shaping the solar industry, and how Jyothi is probably one of the most well networked person out there.
3. Talk about the success of Ather, and their solar plant,
4. A Video of the Ather Solar Plant.
   

T+5:

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1. Quick Poll, ask the attendees to select what all energy sources are they currently using.
2. Speakers give a brief 5 minutes presentation -> The Presentation of the Demand side is first, what did they implement, the Presentation of the supply side is about the general pitch of the solution (without pitching their companies)

T+15:

1. We open the floor to a panel discussions, discussing the questions shared by the attendees pre attendance
2. Allow the attendees to upvote the polls, so that the best questions can be answered.

T+30:

1. Closing Remarks by the panel discussions moderator

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T+35:

1. Re-Energiser ->
2. 1. Poll: Ask the attendees, which source of power are they the most interested to explore for their organisation
   2. Question from the Audience?

T+45:

1. Reader Questions

T+60:

1. Voluntary Networking with the speakers in 2 Breakout Rooms (Users, should be able to enter and leave a room as per their choice)

T+75 - 80:

1. Thank You, Bye Bye, Little Input about the next event, what is to wait for.

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Leading Indicators

1. Number of New Sign Ups
2. Number of Qualified Leads Generated
3. Average Closure rates of the leads Generated
4. Average Closure Time amongst the leads generated
5. Average System size of the leads generated

Post Event:

Ateendees get an email with the checklist to see if they could use solar, and see if their are low hanging fruits in reducing their electricity costs.

Ateendees get an email about the next Webinar as a part of the masterclass and invite a friend to it.