Beyond Technical Excellence: Bridging the Supplier–Utility Marketing Gap

Technical capability remains fundamental to supplier selection, but what happens between technical credibility and consideration is increasingly shaped by how suppliers are seen, understood and engaged with in the market. Drawing on insights from two industry surveys, this session examines what utility professionals value in supplier information and content, where suppliers are investing their marketing resources, and how effectively channels such as content, digital media and industry events contribute to business outcomes. Attendees will gain a data-driven perspective on what content resonates with utility buyers, where marketing investment delivers the strongest value, and what the evidence reveals about the effectiveness of events and other routes to market.