This report sets out a clear, evidence‑based go‑to‑market strategy for accelerating heat pump deployment through a retrofit One‑Stop Shop. It outlines the landscape of current service offerings, priority customer segments, delivery partnerships, and financial considerations to support effective local rollout.
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Smart Client
The PANZ project aims to create a comprehensive platform that integrates technical, social, demographic, and economic data to develop effective Net Zero plans. Energy Systems Catapult is supporting the project by helping to enable the large scale and rapid delivery of heat pumps across rural areas in Peterborough and other local authority areas.
To support this effort, Energy Systems Catapult has designed this Go-toMarket (GtM) report, which outlines a proposed pathway to accelerate heat pump deployment, focused on the implementation of a retrofit onestop shop (OSS) in Peterborough.
The proposed actionable recommendations are based on key insights from the report’s core focus areas. These areas reflect key components of the Business Model Canvas – a tool used to design, map, and evaluate business model concepts.
Market landscape
Provides an overview of the current retrofit OSS landscape, evaluating existing service offerings, identifying common features and gaps, and highlighting opportunities to enhance future OSS models based on insights from prior research.
Value proposition
Identifies the key barriers and benefits consumers associate with heat pumps and uses a value proposition canvas to illustrate how retrofit OSS services can deliver meaningful value to residents.
Customer segmentation
Identifies the key target customer segments for a future retrofit OSS, using qualitative and quantitative research insights to guide a targeted, evidence-based engagement strategy aligned with local needs and preferences.
Partnership opportunities
Explores potential delivery partners for a retrofit OSS in Peterborough, assessing how similar services have been procured elsewhere, and outlining the role Peterborough City Council (PCC) could play in supporting an outsourced delivery approach.
Viability considerations
Outlines the typical cost components and revenue streams of a retrofit OSS to support early financial planning and guide soft market testing.
Although developed with a focus on Peterborough, the report offers insights that are highly relevant to other local authorities seeking to establish retrofit OSSs.
The sections on market landscape, value proposition, and customer segmentation provide transferable findings applicable across different local contexts. The report is especially valuable for local authorities considering an outsourced delivery model, as this assumption underpins the analysis in the final sections on partnership opportunities and viability considerations.
ESC is making this report available under the following conditions. This is intended to make the Information contained in this report available on a similar basis as under the Open Government Licence, but it is not Crown Copyright: it is owned by ESC. Under such licence, ESC is able to make the Information available under the terms of this licence. You are encouraged to Use and re-Use the Information that is available under this ESC licence freely and flexibly, with only a few conditions. Using information under this ESC licence Use by You of the Information indicates your acceptance of the terms and conditions below. ESC grants You a licence to Use the Information subject to the conditions below. You are free to:
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Designed to aid Local Authorities in developing robust, evidence-based plans to enable Net Zero.
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