Read this report to learn more about why and how leading energy services and software firms are choosing Urjanet for their source of utility bill and interval data.

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URJANET SUPPORTS GROWTH OF ENERGY MANAGEMENT ECOSYSTEM
APRIL 2015

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April 2015
EXECUTIVE SUMMARY
Founded in 2010 and headquartered in Atlanta, Urjanet is a cloud-based provider of energy data
that uses proprietary technology to capture and aggregate near real-time data on energy prices
and consumption, directly from utilities and interval meters. This report provides strategy
leaders in energy management software and services firms, and those responsible for energy and
sustainability management within large corporates, an update on Urjanet’s progress, its product
roadmap and its growth strategy. Verdantix spoke with Sanjoy Malik, CEO; Erik Becker, VP
Sales; Gary Brooks, Chief Marketing Officer; and Mike Pridemore, VP Products to find out more
about Urjanet’s strategy going forward.
TABLE OF CONTENTS
URJANET SUPPORTS GROWTH OF
ENERGY MANAGEMENT ECOSYSTEM
Urjanet Embarks On International
Expansion
FOCUS IS KEY TO URJANET’S
CONTINUED GROWTH
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may make one attributed copy of each figure or paragraph contained herein. Additional reproduction is strictly
prohibited.
Figure 1. Utility Data Management Is An
Issue For Firms Regardless of Size
Figure 2. Improving Energy Data Collection
And Reporting Is A Priority For Firms
ORGANIZATIONS MENTIONED
Ameresco, BrightPower, Ecova, EnerNOC,
Envizi, Honda, Nest, PlotWatt, Powerhouse
Dynamics, Salesforce.com, Schneider Electric,
SchoolDude, Siemens, Tesla, thinkstep, Uber,
Urjanet, Verisae, Workiva
FIGURES & REFERENCES
URJANET SUPPORTS GROWTH OF ENERGY MANAGEMENT
ECOSYSTEM
Licensed Content

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URJANET SUPPORTS GROWTH OF ENERGY MANAGEMENT ECOSYSTEM
Founded in 2010 and headquartered in Atlanta, Urjanet is a cloud-based provider of energy
data that uses proprietary technology to capture and aggregate near real-time data on energy
costs and consumption, directly from utilities (see Verdantix Urjanet Unravels Utility Billing
With Big Energy Data Service). In July 2013, Urjanet believed it had found a scalable and cost-
effective way to capture, process and manage utility bill data. This report provides strategy
leaders within energy management software and services firms, and those responsible for
energy and sustainability management within large corporates, an update on Urjanet’s
progress with regards to its ambitious plans. Verdantix spoke with Sanjoy Malik, CEO; Erik
Becker, VP Sales; Gary Brooks, Chief Marketing Officer; and Mike Pridemore, VP Products to
learn about the firm’s progress against the goals shared with Verdantix in 2013, and find out
more about Urjanet’s strategy going forward. Verdantix heard from Urjanet that it has:
 Increased the utility connections that underpin its entire proposition. Urjanet’s core
value proposition exists around capturing electricity, gas and water consumption data
directly from utilities and transforming this into a format that is easy to use by
commercial and industrial firms or software and services firms using its solution (see
Verdantix Energy Management Software And Services Partnership Map). Urjanet has
increased the number of direct data connections it has with North American utilities
from 800 in July 2013, to 1,500 in February 2015. This represents 80% of commercial
utility accounts in North America. Urjanet is now able to serve a much larger
addressable market, increasing the value of its service for software and services firms.
 Expanded beyond utility bill data. With the penetration of smart meters within
commercial and industrial firms approaching 50% in the US, utilities are now a rich
source of granular energy consumption data. Where smart meters are installed, Urjanet
can capture 15-minute interval data on a day + 1 basis. This opens up rich possibilities
for users and services firms to analyse energy consumption and cost patterns. The meter
data service is usually positioned as an add-on to Urjanet’s monthly bill data services,
but is attracting some interest as a stand-alone product. One prominent bill processing
vendor in the US is taking the reverse journey: it uses Urjanet’s meter data service and is
now considering adopting its bill management services as well.
 Tripled its customer base since July 2013. Urjanet has managed to add a number of
large corporates and services firms to its expanding customer base. In 2014, Urjanet
added firms such as BrightPower, EnerNOC, Honda, PlotWatt, Powerhouse Dynamics,
Verisae and Workiva to its customer portfolio. Managing utility data is a headache for
firms regardless of industry or size. While larger firms have a more complex problem to
deal with, smaller firms have fewer resources to call upon to manage utility bills (see
Figure 1). The commonality of this pain point is reflected in Urjanet reporting interest in
its solution from firms across a wide range of industries and of varying sizes.
 Established a stable revenue base to build on. Urjanet’s annual recurring revenues
from its subscription model have tripled annually since 2010. This has allowed Urjanet
to invest in its solution, doubling employees in both India and North America across
sales and marketing, account management and product development.
VERDANTIX — URJANET SUPPORTS GROWTH OF ENERGY MANAGEMENT ECOSYSTEM

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Urjanet Embarks On International Expansion
Through its role as an enabler in the energy and sustainability management market rather
than a competitor, Urjanet has seen sustained growth over the past three years. Having
doubled its employees since July 2013, Urjanet does not plan on standing still. Urjanet’s new
set of goals for the next 12-18 months will see it:
 Roll out its solution internationally. Urjanet has been able to establish itself as a
leading provider of utility and energy data in North America. Urjanet has now set its
sights on establishing an international presence. By June 2015, Urjanet plans to have
connections with 160 utilities in 20 different countries. Urjanet has already launched in
13 countries outside of North America, including Australia, France, Germany, Italy,
Spain and the UK. One of Urjanet’s international energy software and services
customers is supporting the firm in its international expansion.
Verdantix take: Although the structure of the utility markets are less complex outside North
America, the fundamental challenge of managing large volumes of utility data for multi-site
businesses or energy services firms remains (see Figure 2). This will allow Urjanet to replicate its
offering internationally. Urjanet should be able to establish a presence outside North America
quickly through existing customers with international operations, such as Ameresco, Envizi,
Schneider Electric, Siemens, thinkstep and Verisae. Having one of its largest customers offer to
support its rollout significantly de-risks Urjanet’s international expansion plans.
Source: Verdantix
Figure 1. Utility Data Management Is An Issue For Firms Regardless of Size
VERDANTIX — URJANET SUPPORTS GROWTH OF ENERGY MANAGEMENT ECOSYSTEM
Overall
Resources
Challenge
Complexity
Challenge
Larger firms can find it easier
to allocate internal resources
to manage utility bills
Complexity of managing utility bills
increases with the size of the
organization and number of sites
Small Large
Size of Firm
LowHigh
Challenge

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16%
22%
30%
31%
32%
34%
42%
50%
58%
58%
47%
53%
50%
54%
30%
17%
10%
20%
12%
12%
4
5%
3
2
2
3
4
1
“How important is it for your firm to improve the following energy management
processes in the next financial year?”
 Reduce the cost and time taken to onboard new accounts. Urjanet is investing in its
solution to reduce the time and effort required to connect with new utilities, as well as
add new accounts and tariffs. For example, when a new type of tariff is detected,
Urjanet’s solution identifies which of its existing templates is most similar; it then
duplicates the template updating the necessary parts.
Verdantix take: Investing in areas such as reducing the time to develop new tariff templates helps
to reduce unnecessary complexity and repetition within its solution, and the time taken to
incorporate new accounts or tariff types. These investments will help to improve customer
satisfaction and lower operational costs. But more crucially, this work feeds into Urjanet’s
fundamental proposition and differentiator: it needs to continue to work towards having the most
comprehensive number of inbuilt connections to utilities, accounts and tariffs in the market.
 Give users greater control through its customer portal. Urjanet has been developing a
new customer portal and is currently rolling it out to customers in beta mode. The new
portal allows customers to input utility account data directly into the system rather than
having to send it to Urjanet for processing. During the upload process, validation checks
are applied to all data to ensure accuracy and that there are no duplications. The new
portal can also discover accounts that the customer has not requested, but which can be
brought into the platform using existing details. Through the portal it is easier for
customers to manage which data they would like to receive from Urjanet and how the
data should be structured.
Source: Verdantix Global Energy Leaders Survey 2013 N=250
Figure 2. Improving Energy Data Collection And Reporting Is A Priority For Firms
VERDANTIX — URJANET SUPPORTS GROWTH OF ENERGY MANAGEMENT ECOSYSTEM
Energy data collection & reporting
Energy procurement & energy risk
management
Automated energy monitoring &
targeting
Utility bill management
Energy project implementation &
monitoring
Energy data analytics & dashboards
Asset level energy management
Very important UnimportantNeutralImportant
Note: data labels are rounded to zero decimal places, percentages less than 5% have been written as numbers

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Verdantix take: Urjanet’s investment in its customer portal will help it achieve scalability.
Urjanet is attempting to emulate the self-serve model that has proved to be so successful for CRM
software supplier, Salesforce.com. The new process will reduce the cost to serve customers as well
as improve the customer experience by allowing users to handle import issues directly. The more
transparent user portal will help encourage users to manage more data through the portal.
 Allow for greater configurability through the launch of an API. Urjanet will be
gradually rolling out an application program interface (API) for its solution in 2015. The
API will allow customers with their own software to fully integrate Urjanet’s solution
within their existing applications, using their own graphical user interface (GUI).
Software and services customers will also be able to develop features that query the
Urjanet database as required, helping them build and deliver higher value solutions to
end customers.
Verdantix take: Urjanet has positioned itself as a provider of data and not a competitor to
software suppliers. This has helped it build up an impressive list of software customers that use
Urjanet’s solution to simplify data acquisition. Launching an API will further support this
market positioning. Another benefit is that allowing customers to develop capabilities through an
API will take some of the product development burden away from Urjanet. Urjanet can then
assess what customers are developing before building it into the standard solution.
 Develop new usage scenarios. Having developed a robust process for managing utility
and energy data, Urjanet is looking at other markets where its solution could be used.
Urjanet has identified demand response, electric vehicles, home automation, on-site
generation and waste management as markets where an intermediate service provider
managing and aggregating utility data could bring value. Utility costs is one of the
factors that will play a role in determining the underlying economics of these markets.
There will also be an ongoing need for data as part of influencing customer behaviour.
Verdantix take: The new markets that Urjanet has identified are sensible as each one has a close
link to energy management, and energy savings contribute to the business case for each. In the
electric vehicles and home automation markets, for example, firms are using cost savings to help
justify investment in their products (see Verdantix Home Energy Management Market Gears Up
For Growth). Historically, firms have found it very challenging to develop energy management
solutions targeted at the residential market as utility costs and the level of complexity are much
lower. Urjanet is taking the correct approach to this market by educating significant market
players on the potential to use its solution for new applications, rather than shift too much time
and investment from its core offerings.
FOCUS IS KEY TO URJANET’S CONTINUED GROWTH
With an ambitious team and good growth over the past two years, Urjanet is targeting further
growth by broadening its offering, expanding into international markets and reducing the cost
to serve its growing customer base. Urjanet is entering an important phase of its development
as it attempts to transition from a small national technology start-up to a medium-sized
profitable technology firm with an international footprint. Having assessed Urjanet’s forward
looking strategy, Verdantix expects Urjanet to achieve its latest set of goals by:
VERDANTIX — URJANET SUPPORTS GROWTH OF ENERGY MANAGEMENT ECOSYSTEM

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 Remaining focused on tackling an established market need. Urjanet has developed an
approach that maximizes technology to solve the universal issue of collecting and
managing utility data. The benefit of approaching an established problem with a
different solution is that there is an existing customer base to target; an example would
be the rapid growth of taxi firm, Uber. Urjanet must maximize opportunities within its
core offering before turning attention to longer term opportunities in emerging markets,
such as electric vehicles (see Verdantix Ten Predictions For Energy Management in
2014). Urjanet should attempt to work alongside firms with established brands – such as
Nest for home energy management or Tesla for electric vehicles – to investigate
opportunities.
 Maintaining its market facilitator status. By avoiding direct competition with suppliers
of software and services, Urjanet is becoming the go-to firm for utility bill and
consumption data. Firms that would usually compete for end customers, such as
Ameresco, Ecova, Schneider Electric and Siemens, are all using Urjanet’s solution.
Securing some of the largest names in the industry as customers, and having them speak
at the Urjanet user conference about the benefits of using Urjanet, helps give Urjanet
and its solution a great deal of credibility. As Urjanet’s software and services customer
list continues to grow, those firms not working with Urjanet will have to start asking
themselves why.
 Further promoting the benefits of its interval data. Greater penetration of smart meters
is increasing the amount of data captured by utilities. Urjanet’s interval meter data
service delivers data where available. Urjanet must continue to push this solution
because the need to manage interval data is increasing as firms shift to strategic energy
management programmes, founded on good quality granular data (see Verdantix
Building Energy Management Software Market Size and Forecast 2013-2019). The
solution is also targeted at energy management software and services firms and, in most
instances, would be a much easier additional sell-on rather than a completely new sell.
 Supporting software and services customers develop the market. A direct sales and
marketing approach for energy management solutions has to be highly targeted to
specific industry verticals and energy domains (see Verdantix The Future Of Energy
Management). These strategies are expensive to develop and manage while also being
time consuming. Because of Urjanet’s position in the market, it can avoid the issue of
having to engage end customers by targeting channel partners, such as its energy
software and services customers. For example, Urjanet customer, SchoolDude, has been
working with educational institutions since 1999 and now has over 6,000 customers.
 Using technology innovation to improve customer satisfaction and margins. Urjanet
has been able to reduce the cost of managing utility and energy data by applying
technology to an issue previously addressed with staff. Investments in changing the
approach for creating utility templates, the new customer portal and developing an API,
has helped Urjanet reduce its costs. Since 2012, Urjanet’s margins have improved year-
on-year as a result of scalability benefits and lower costs through process improvements.
Urjanet needs to continue to invest in its solution to further reduce the costs associated
with capturing and managing utility data while also improving customer service.
VERDANTIX — URJANET SUPPORTS GROWTH OF ENERGY MANAGEMENT ECOSYSTEM

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