Active Power's Market Disruption

Situation:
In the mid-2000s, Active Power, a developer of large-scale, green critical power solutions for hospitals and healthcare facilities, faced a significant challenge breaking into a market dominated by traditional lead-acid battery systems. The company needed a new approach to introduce its disruptive, eco-friendly technology to potential clients who were accustomed to conventional solutions. With multiple opportunities for contracts exceeding $1,000,000 each, Active Power required a strategic plan to penetrate the healthcare sector and establish a sustainable revenue stream.

Solution:
Chris Stark, Principal of Pivot2Accelerate (P2A) was brought in to work with Active Power's sales leadership team to address this challenge. Leveraging Chris’s quick ability to absorb complex information and facilitate collaborative dialogue, he guided the team in developing a comprehensive strategy within one week. This plan included specific tactics, defined roles, key questions to ask potential clients, and detailed scripts to communicate the benefits of their green power solutions. The team swiftly moved to implement the strategy, providing training to the sales force and channel partners within a few weeks. As a result, Active Power began winning contracts against traditional lead-acid battery systems and other green solutions, disrupting the market status quo. This collaborative effort led to a first-year revenue stream exceeding $10 million from the healthcare sector, showcasing the effectiveness of Chris's strategic guidance.

Testimonial:
Senior Vice President, Sales, Powerware (now Eaton):
“Chris Stark will do whatever it takes to get results. I've worked with him and his team for over ten years and have seen them transform individual and departmental performance, leadership effectiveness, and financial results. They turn challenges into opportunities through an ‘outside-the-box,’ disciplined, professional approach.
When one of my managers, Walter, struggled to develop a key employee, we hired P2A. They unlocked the employee's potential with just a few hours of coaching. The following year, that key employee’s performance skyrocketed from $3 million in revenue with no profit to $10 million with a $1.5 million profit—a remarkable turnaround in an industry accustomed to getting single-digit profit margins.
Their ability to compress cycle time to attainment is unparalleled. Their leadership philosophy emphasizes disciplined improvement, clarity, and strategic action. They can take any organization where it needs to go.”