HomeTree's Flywheel: How Acquiring Local SMEs Drives a Customer-Centric Energy Business

Send us a text

Join Nathan on this episode of BetaTalk as he sits down with Olly Cutting, Johann Kühns, and Pranjal Arya from HomeTree. The team from HomeTree shares their incredible journey, from a boiler installation company to a multifaceted energy services provider. We learn how Olly and Pranjal's economic backgrounds, combined with Johann's expertise in Climate Change management and finance from Imperial College London, have shaped their innovative, data-driven approach.

The Customer Journey Flywheel

The conversation centers on HomeTree's innovative business model, structured around a "customer journey flywheel" with three key divisions:

• Home Cover: Offering service plans for boilers and heat pump installations, rivaling big players like British Gas.
• Renewable Installations: Specializing in the installation of solar, battery, and heat pump systems.
• Renewable Financing: A crucial division that helps customers overcome the significant upfront cost of new energy systems, making the transition more accessible.

This flywheel model ensures that customers are supported at every stage of their energy transition.

A Different Approach to Acquisition

Nathan and his guests discuss HomeTree's unique strategy of acquiring local SME's (Small and Medium-sized Enterprises), like the respected IMS Heat Pumps Ltd led by Emma Bohan. They explore why this approach is so beneficial for both HomeTree and the acquired businesses. HomeTree's data revealed that customers prefer working with local installers, and this acquisition model allows them to scale while maintaining a personal touch.

Beyond Technology

The discussion also highlights that the move to renewable energy isn't just a technological change; it's a behavioral shift for customers. Nathan shares his thoughts on how the Guild of Master Heat Engineers can collaborate with HomeTree to help both the company and its customers navigate this transition, building on the great conversation they started over dinner. 🍽️

This season is being sponsored by Intergas

Support the show

Learn more about heat pump heating by following
Nathan on Linkedin, Twitter and BlueSky