B2B Webinar: What’s Next for the B2B Energy Market?

This session brought together senior leaders from Drax, Gorilla Energy Margin Intelligence, and BFY Group for a deep dive into the evolving B2B landscape and the commercial decisions defining the next phase of the market.

The panel explored how the transition from assumptions-based settlement to actual usage data is creating a "data-rich" environment that offers both significant risk and massive opportunity for innovation.

Key topics covered include:

• Structural Market Changes: How the B2B market has shifted post-crisis, and why growth is now driven by portfolio value management rather than simple volume
• Commercial Decision Pressures: Navigating the "speed vs. accuracy" trade-off in pricing and the impact of rising non-commodity costs on long-term fixed contracts
• The Power of Data (MHHS): Why Market-Wide Half-Hourly Settlement is moving from a compliance task to a strategic advantage for "first movers"
• Evolving Sales Strategies: Moving from transactional relationships to consultative, integrated offerings that include flexibility, EV charging, and storage

For those shaping commercial strategy, pricing, or sales operations, this session offers essential insights into how the UK’s leading suppliers are strengthening commercial performance in a high-pressure environment.

In our latest article, we explore how B2B suppliers are strengthening sales performance by focusing not just on defining strategy, but on how consistently it’s delivered in practice.

We look at where performance can become less predictable during the sales cycle, and how a more structured operating rhythm can help bring earlier visibility and greater consistency over time.

Key themes explored in the full article:

• Late-cycle momentum Where activity can build later in the cycle than intended, and how teams can create more consistent momentum earlier
• Evolving conversations How customer and TPI expectations are shifting, requiring clear, consistent approaches to topics like risk and contract structure
• Forward-looking governance What improved pipeline visibility looks like in practice, and how it can support earlier intervention

Gorilla is a cloud-based technology platform that enables energy retailers to process vast amounts of data at high speed. By unifying pricing, forecasting, and portfolio data, they provide the transparency and agility needed to manage margins in an increasingly complex and volatile market. Working with some of the world’s largest energy companies, Gorilla helps suppliers move beyond legacy systems to launch innovative products and make more informed commercial decisions.

They specialise in:

• Pricing and Quotation: Rapid, accurate pricing for complex B2B products.
• Portfolio Intelligence: Real-time visibility into margin performance and risk.
• Product Innovation: Enabling the next generation of smart, data-led tariffs.