Abstract
The midsize-business market is a challenging segment for utilities to serve.
Midsize businesses are more energy savvy than smaller businesses, but have
little time for anything other than their core business functions. These
businesses expect customized services, but the sheer size of this segment makes
one-on-one contact difficult for most utilities.
How can utilities effectively market to and serve this segment? In Part 1 of
our research on the midsize market, we highlight the experiences of selected
utilities that have found answers to that question.
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