B2B Insights
The B2B landscape is certainly resetting, and that brings a shift in what’s expected from suppliers. There’s a real, practical need to move toward more customer-focused ways of working, where we can help businesses navigate market changes with clearer, more relevant solutions.
Hannah Sword
Director
Insights
Navigating the B2B Energy "Reset"
The B2B energy market is moving into a period of structural reset, where traditional commercial strategies are being challenged by increased volatility, data complexity, and shifting customer expectations. As the sector evolves, suppliers are looking to balance the need for rapid, accurate pricing with the goal of maintaining commercial stability and delivering clearer value through deeper customer relationships.
At BFY, we support B2B organisations in translating these market shifts into consistent, scalable performance. Our insights explore the key questions shaping the future of the sector:
- How can suppliers move from reactive "peak" sales cycles to a more controlled, year-round operating rhythm?
- What role does data-led innovation play in moving beyond commodity pricing toward integrated customer solutions?
- How can commercial teams navigate the "speed vs. accuracy" trade-off in an increasingly complex regulatory landscape?
Webinar On Demand
Missed the live session? Watch now.
In this webinar, leaders from Drax, Gorilla Energy Margin Intelligence, and BFY discuss the evolving B2B landscape and the commercial decisions defining the next phase of the market.
Can suppliers turn market complexity into a competitive advantage?
The panel explored the realities of the current B2B "reset" and how the industry’s most agile organisations are adapting their strategies.
Key topics covered include:
- Commercial Decision Pressures: Navigating the trade-offs between speed, accuracy, and market competitiveness in pricing
- The Power of Data: How the transition to actual usage data is shifting the focus from "averages" to "actuals" to protect commercial performance
- Consultative Sales: Moving beyond transactional relationships to meet the sophisticated requirements of modern B2B energy tenders
- Strategic Innovation: Why data-driven product development has moved from a "nice to have" to a board-level priority
For those shaping B2B commercial strategy or sales operations, this session offers valuable insight into the risks and decisions that will define success in 2026 and beyond.
Insights
Latest B2B Insights
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Webinar recap: Navigating the B2B energy reset
Insights from our B2B energy webinar with Gorilla, featuring panellists from BFY Group, Gorilla, and Drax Energy Solutions.
Why operating rhythm is becoming a key differentiator in B2B energy sales
In B2B energy, consistent sales performance is increasingly driven by one underlying factor.
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We set the context for what’s changing in B2B energy and where commercial performance is now won or lost. We explore the pressure points emerging across pricing accuracy, product clarity, platforms and routes to market. We also outline why operational performance is increasingly a core commercial differentiator, as suppliers look ahead to a more flexible, service-led future.
How to reduce B2B energy debt today and build future resilience
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How great service drives commercial success in B2B energy
In B2B energy, great service builds trust and removes friction, allowing customers to focus on their business instead of their supplier. Building on the insights from earlier articles in this series, this third part looks at how leading suppliers use service as a strategic lever to unlock tangible commercial benefits.
How integrated offshore teams can drive service excellence in B2B energy
Delivering consistent service quality at scale in B2B energy takes more than strong frontline capability. In this second article on Service Excellence, we look at the role of integrated offshore teams and how effective management can drive consistency, customer satisfaction, and commercial outcomes.
Delivering exceptional customer service in today's B2B energy market
In today’s B2B energy market, exceptional service is a key differentiator. This article explores how empowering frontline agents with the right tools, authority, and coaching can improve customer experiences, reduce complaints, and deliver measurable business results.
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