Heard a CEO-level review of Verdiem's status in the marketplace for PC Power Management software from Jeremy Jaech at the PacificCrest Emerging Technology meeting in San Francisco on Wednesday.
Here are important insights for utility program managers:
- Jeremy noted that their sales focus has shifted towards large customers (like Cadbury and several divisions of the State of California) rather than mid- and small-scale engagements. In fact, he noted that customers with fleets of 1000 desktops or more are their sweet spot.
- The Surveyor product is one of the few "pure plays" in the PC power management space - most other vendors are offering an add-on to software packages that accomplish other desktop fleet management tasks like software patches and updates.
- In keeping with that distinction, Surveyor does have the key feature that utilities often make a requirement for rebate eligibility: the ability to measure, confirm, and report actual energy savings. Many of the "add on" products don't have that capability.
- Future versions of the product will control IP phones, wireless access points, other POE devices, and eventually even building controls. Jeremy noted there isn't as much savings to be gleaned from control of the first three categories, but extending what he called "edge node" control is their technological vision.
- To date, Verdiem has over 400 clients, representing installations controlling a million and a quarter desktops.
- Jeremy noted that Pacific Gas and Electric Company was a key in verifying PC Power Management as a valid EE measure, and that there are now over forty utilities offering rebate programs. (I can't confirm this, but I suspect that Bonneville Power Authority has a host of utilities who retail their power and offer coordinated rebate programs, so we're all going to have difficulty pinning an accurate count to the wall.)
- Verdiem did skip a beat with regard to sales volumes in 2009, just edging out 2008 numbers. This is consistent with PG&E and Wisconsin Focus on Energy reports on rebate uptake.
Last, Verdiem now has a partner relationship with Cisco, although their direct-sales approach is so far the prevalent mode of success for them.
Great for me to hear a report from the top from a key vendor in this market, and all the best for future success to Verdiem.