Connected Expertise LLC

Client Results

Consulting That Moves the Needle

Every engagement is measured by one standard: did it improve your competitive position? Here is a selection of outcomes we have delivered for clients across the lighting and controls industry.

Rep Network Realignment Drives 31% Revenue Growth
Channel Development

Mid-Market Lighting Manufacturer

Rep Network Realignment Drives 31% Revenue Growth

31%

Revenue Growth

3

New Markets Entered

12 mo

Time to Results

The Challenge

A regional lighting manufacturer had outgrown its legacy rep network. Coverage gaps, misaligned incentives, and poor specification-market penetration were limiting growth in key metro markets.

Our Approach

We conducted a full channel audit, mapped coverage against target verticals, and redesigned the rep selection criteria. A structured onboarding program and quarterly business review cadence were implemented to hold reps accountable to specification activity — not just shipment volume.

The Outcome

Within 12 months, the client replaced 40% of its rep network with higher-performing agencies, expanded into three new metro markets, and grew specification-driven revenue by 31%.

Channel StrategyManufacturerSales Growth
Controls Portfolio Differentiation Wins $4.2M in New Specifications
Technology Strategy

Lighting Controls Integrator

Controls Portfolio Differentiation Wins $4.2M in New Specifications

$4.2M

New Specifications Won

14

Projects in 2 Quarters

22%

Shorter Sales Cycle

The Challenge

A controls integrator was losing specification bids to competitors offering bundled IoT-ready systems. Their sales team lacked the technical fluency to position DALI-2 and wireless controls against emerging platforms.

Our Approach

We developed a competitive positioning framework, retrained the sales team on specification-stage selling, and created a tiered controls portfolio aligned to project type and budget. A new tools kit enabled reps to lead technical conversations with engineers and architects.

The Outcome

The integrator won 14 new specifications in the first two quarters, totaling $4.2M in project value. Sales cycle length dropped by 22% as reps engaged earlier in the design process.

ControlsIntegratorSpecification Selling
Title 24 Compliance Program Becomes a $1.8M Competitive Differentiator
Energy & Sustainability

Regional Lighting Distributor

Title 24 Compliance Program Becomes a $1.8M Competitive Differentiator

$1.8M

Incremental Revenue

60

Contractor Accounts Served

18

Accounts Grew Volume

The Challenge

A regional distributor serving California markets was fielding increasing questions about Title 24 and DLC compliance from contractor customers — but had no structured way to support them, losing sales to competitors who could.

Our Approach

We built a compliance advisory program for the distributor's sales team: training on Title 24 2022 requirements, a DLC-qualified product filtering tool, and a utility rebate lookup workflow. The program was packaged as a value-added service for contractor accounts.

The Outcome

The distributor launched the program to 60 contractor accounts. Within six months, 18 accounts had increased their purchase volume, contributing $1.8M in incremental revenue. The program became a key retention and acquisition tool.

Energy PolicyDistributorTitle 24
ESCO Market Access Program Unlocks $3.7M in New Project Pipeline
Demand Generation

Turnkey Lighting Service Provider

ESCO Market Access Program Unlocks $3.7M in New Project Pipeline

$3.7M

New Project Pipeline

11

ESCO Relationships Built

9 mo

Time to Pipeline

The Challenge

A turnkey lighting service company had a strong installation and retrofit capability but almost no presence in the ESCO channel. Project development teams at regional and national ESCOs were awarding lighting scopes to competitors who had established relationships and could speak the language of energy performance contracting — guaranteed savings, M&V protocols, and financing structures. The client was invisible at the stage that mattered most.

Our Approach

We mapped the ESCO landscape by geography and project type, identifying the 18 firms most active in the client's target verticals — K-12, municipal facilities, and healthcare. A targeted relationship-building program was designed: direct outreach to project development leads, a capabilities presentation tailored to ESCO procurement criteria, and a co-development offer for early-stage projects. We also built a demand generation engine — a content series addressing common ESCO pain points (subcontractor reliability, lighting spec flexibility, M&V documentation) distributed through LinkedIn and direct email to project development contacts. Two in-person roundtables were organized to position the client as a thought partner, not just a vendor.

The Outcome

Within nine months, the client had active relationships with 11 ESCO project development teams and was included in the subcontractor consideration set for projects across four states. Three projects moved to awarded scope, contributing $3.7M to the pipeline. The content program generated 140 qualified contacts and became an ongoing channel for ESCO engagement.

Demand GenerationESCO ChannelTurnkey ServicesRelationship Development
LED Portfolio Rationalization Reduces SKU Count by 38% While Protecting Revenue
LED Technology

National Lighting Manufacturer

LED Portfolio Rationalization Reduces SKU Count by 38% While Protecting Revenue

38%

SKU Reduction

$2.1M

Annual Cost Savings

18 mo

Transition Timeline

The Challenge

A national manufacturer had accumulated over 2,400 active SKUs through years of product proliferation. Inventory costs were rising, lead times were unpredictable, and the sales team was overwhelmed by product complexity.

Our Approach

We led a structured portfolio rationalization process: analyzing sales velocity, margin contribution, and specification frequency by SKU. A tiered product architecture was designed to consolidate the line while preserving coverage of key application segments. A transition plan managed customer communication and inventory wind-down.

The Outcome

The manufacturer reduced its active SKU count by 38% over 18 months. Inventory carrying costs dropped by $2.1M annually. Customer satisfaction scores improved as lead times stabilized and the sales team could confidently recommend the right product.

LED TechnologyManufacturerOperations

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