An energy infrastructure vendor selling to utilities needed to reach executives planning grid modernization projects. AI agents helped them connect with decision makers months before RFPs were issued.
* Company identity anonymized to protect client confidentiality. Results verified.
This company sells grid infrastructure equipment—substations, switchgear, and monitoring systems—to electric utilities. Their contracts average $500K-2M, with some projects exceeding $10M.
Utilities are conservative buyers with long procurement cycles. Most deals come through formal RFPs, but by the time an RFP is issued, the spec is written and relationships are set. They needed to engage earlier.
They deployed 5 AI agents targeting utility executives with grid modernization needs:
Messaging focused on specific grid challenges: aging infrastructure, renewable integration, resilience requirements, and regulatory compliance. Each message referenced the utility's specific capital plans.
"We're getting into projects 12-18 months earlier than we used to. The AI reached VPs who were planning grid modernization but hadn't issued RFPs yet. That's how you go from bidding to winning—you shape the spec."
See how AI sales agents can help energy vendors engage utilities early.