Case: Leanheat — White Label IoT service for Better Living
We have been publishing short descriptions of each of the course’s client cases. Here is one from Leanheat. The last one, Mehiläinen-case, will be published soon. And the course itself starts 10th of September so stay tuned!
The Finnish district heating ecosystem is about to be disrupted. The municipal district heating monopolies have found themselves in a situation where their market dominance is by-passed by alternative domestic energy sources and their own core business is in deep need of cost cutting. Leanheat is one of the leading edge disruptors of this scene. Their IoT system with its sensors can optimise the heating of households and provide savings for the end-customer. Rather than providing new energy production methods, Leanheat is providing the end customers with value-adding services and hence creating a direct customer relationship.
Leanheat wants to design a service- and business model that offers a concrete value proposition for the district heating companies to sell to the end customers.
For Leanheat to grow in the Finnish market they want to partner with the district heating companies who already have the customer relationships with the housing companies (taloyhtiöt in Finnish). Therefore, in this project, Leanheat wants to design a service- and business model that offers a concrete value proposition for the district heating companies to sell to the end customers. End customers means housing companies with 20+ apartments. In other words, the group needs to understand the needs, rationale, and attitudes of the housing companies to design an attractive service for the district heating companies to sell.
The project has been successful when the group has understood the end customer group and designed a value proposition & service for them based on the existing Leanheat IoT service.
This case is for you if:
- You are ready to validate the needs, rationale and attitudes of home-owners (members of housing companies).
- You are interested in understanding customer groups and their different types in depth (buyer, decider, influencer).
- You are interested in the business models of automation and IoT, and/or want an energy and environmental case in your portfolio.
Potential target groups: District heating companies selling to medium size and large housing companies in Finland, namely their board (hallitus).
