Salesforce Releases ‘2016 Connected Utilities Report,’ Revealing 90% of Americans Believe Their Experiences with Utility Companies Could Be Improved

Communication between individuals and utility companies is primarily done via phone (70%)


Only 27% of Americans who’ve interacted with utility companies say they provide personalized offers or services based on their personal preferences

Seventy-two percent expect their energy provider to offer renewable energy solutions

SAN FRANCISCO, Dec. 8, 2016 -- Salesforce [NYSE: CRM], the Customer Success Platform and world's #1 CRM company, today released its “2016 Connected Utilities Report,” surveying more than 2,000 adults, ages 18 and older, in the United States, to better understand how they communicate with and select services from their utility companies.

A sea change is occurring within the utilities industry today. A lack of modern technology, aging infrastructure and changing weather patterns are putting pressure on utility companies to upgrade their facilities and systems. In addition, consumer expectations are changing, as they are now looking to their utility companies to provide more personalized services and experiences, mobile apps, smart meters and green energy solutions. The Salesforce “2016 Connected Utilities Report” found that utility companies need to change the way they engage with their customers through more modern communication channels and investments in green and smart home technology, or risk being left behind.

The study was conducted online by Harris Poll on behalf of Salesforce, Sept. 7-9, 2016. To download the Salesforce “2016 Connected Utilities Report,” click here: https://www.salesforce.com/assets/pdf/industries/connected-utilities-report.pdf.

Key Report Findings
Communication between Americans and utility companies is still primarily done through traditional channels.
Americans generally interact with their utility companies -- such as scheduling service, reporting a problem or connecting with customer service -- over the phone (70%).
Despite the proliferation of mobile devices, only 31% of Americans who have interacted with utility companies say they offer mobile apps. Among those whose utility company does offer a mobile app, they primarily use it to view account balances (46%) and pay bills (42%).
There is a generation gap when it comes to mobile app usage, as millennials (18-34) are more than twice as likely to view their bills (60%) and six times as likely to troubleshoot technical issues (24%) with their utility companies via mobile apps than their baby boomer (55+) counterparts (27% and 4%, respectively).

Americans are generally dissatisfied when dealing with utility companies’ customer service departments.
Americans who have interacted with utility companies overwhelmingly (90%) believe their experiences could be improved, with millennials (35%) almost four times more likely than baby boomers (9%) to say that better technology offerings and capabilities could improve their experiences.
When asked when they receive the best customer service/prices/promotions from their utility companies, 29% of Americans who have interacted with utility companies said during the initial sign up process, and 37% said they never receive quality service.
Only 27% of Americans who have interacted with utility companies say they offer personalized offers or services based on their personal information, usage or preferences.


Americans expect modern, green and connected offerings from utility companies.
Americans who have interacted with utility companies want them to modernize their service offerings, with 72% expecting their energy provider to offer renewable energy solutions and 58% saying they would be open to purchasing smart devices from their utility companies if they offered them.
Nearly half of Americans (45%) would be willing to pay more for renewable energy, mainly to help the environment (69%) and to save money in the long term by making an up-front investment (65%).
More than twice as many millennials and Gen Xers (both 23%) plan to purchase a smart device to help manage their energy use in their home in the next 12 months as baby boomers (9%).

Comment on the News
“Rising external industry pressures, technological advancements and changing customer expectations are forcing utility companies to adapt,” said Cindy Bolt, SVP, Salesforce Industries, Manufacturing and Consumer Goods. “Utility companies that deliver personalized experiences, provide their customers with modern technologies and create new ways to connect through green and smart home technologies will be the ones that not only succeed, but also create lifelong relationships with their customers.”

Additional Resources
● Download a full copy of the report from the Salesforce Utilities Team at: https://www.salesforce.com/assets/pdf/industries/connected-utilities-report.pdf.
● Like Salesforce on Facebook at http://www.facebook.com/salesforce
● Follow @salesforce on Twitter.

Methodology
This survey was conducted online within the United States by Harris Poll on behalf of Salesforce from September 7-9, 2016 among 2,034 U.S. adults ages 18 and older. This online survey is not based on a probability sample and therefore no estimate of theoretical sampling error can be calculated. For complete survey methodology, including weighting variables, please contact Joel Steinfeld, jsteinfeld@salesforce.com. To download the Salesforce “2016 Connected Utilities Report,” click here: https://www.salesforce.com/assets/pdf/industries/connected-utilities-report.pdf.

About Salesforce
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. For more information about Salesforce (NYSE: CRM), visit: www.salesforce.com.


Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase Salesforce applications should make their purchase decisions based upon features that are currently available. Salesforce has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol “CRM.” For more information please visit http://www.salesforce.com, or call 1-800-NO-SOFTWARE.


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About Salesforce

Salesforce, the global CRM leader, empowers companies to connect with their customers in a whole new way. For more information about Salesforce (NYSE: CRM), visit: www.salesforce.com.

Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase Salesforce applications should make their purchase decisions based upon features that are currently available. Salesforce has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol “CRM.” For more information please visit http://www.salesforce.com, or call 1-800-NO-SOFTWARE.