Case Study

How a Digital Sales Platform Enables the Digital Transformation of an Energy Group

The digital transformation of the energy industry is a prerequisite for the energy transition and sustainability worldwide. In order to respond to rapid demand for automation and changing customer needs, energy sales need to be re-invented.

E.ON is one of the largest energy suppliers on the European market. In Europe, the company serves around 52 million customers, 14 million of them in Germany. Its portfolio ranges from electricity and gas to energy-related customer solutions such as photovoltaics, energy storage, electromobility, and smart metering. The company’s goal is to supply sustainable energy and boost customer confidence in E.ON’s services. To reach this goal, E.ON has embarked on a digital journey that aims to establish global digital sales platforms by 2025 and a common technology platform by 2026. All processes—both in the energy grids and energy sales—must be digitalized and largely automated. In Germany, the journey towards the digital sales platform has already progressed greatly with our help.

The Challenge

A transformation of the traditional E.ON sales business was needed to succeed in the digitalization race. Typical role models of business as “requestor” and IT as “service provider” are ineffective, inefficient and inappropriate in the digital world. They cause misalignments, do not leverage the full potential of an integrated digital business, and do not meet customer needs.

BCG Platinion supports E.ON to develop a digital sales platform for the German energy market. The vision was to setup the digital sales platform, to implement new products in the platform within short sprints, and to subsequently enable the platform for other national and regional E.ON brands. The focus was on developing a state-of-the-art digital infrastructure and guide the agile transformation—a mind shift toward interdisciplinary ways of working.

The Approach

Tomorrow’s energy world required new methods to be managed successfully. In the digital world, value is created through cross-functional collaboration between business and digital teams. Therefore, E.ON and BCG Platinion have pursued organizational and structural changes while keeping the platform development going—with hands-on firefighting where required. To improve agility and interdisciplinary collaboration between business and IT, we transformed the agile organizational design. This enabled us to accelerate the development of new products and features.

Using DevOps practices and tools, we also enabled E.ON to build, deploy, test, and release as automated as possible in short development cycles. This increased the output of developed features and products as well as their efficiency tremendously. In figures: The features released per monthly cycle have been increased by a factor of four.

Furthermore, BCG Platinion’s role as a sparring partner with extensive knowledge of the key software vendors in the energy industry facilitated E.ONs transformation to become a real digital energy utility.


state-of-the-art digital infrastructure


times more features released per month


million customers serviced

The Impact

The project has succeeded in rapidly stabilizing the digital sales platform and setting it up to facilitate future growth.

  1. Rapid transition from firefighting mode to stable progressive development already in the first few months
  2. Scaling the digital sales platform by migrating several million customers from the legacy landscape
  3. Servicing of now more than 6 million customers via the digital sales platform
  4. Feature-rich monthly releases without business interruption
  5. Strategic alignment of the platform to facilitate growth
  6. Enabling the platform to support further businesses of E.ON group in future

Looking Into the Future

Today, the customer is served with various digital offerings, and sales agents work with an easy-to-use platform for their tasks. Internally, the organizational structure and mindset changed and is now shaping the digital world.

The technical infrastructure of the digital sales platform is scalable, and the agile teams can implement future products and features with ease. Time-to-market is shortening; customers can close new contracts within less than 60 seconds. In the future, E.ON plans to add B2B core functionalities and to improve the customer journeys for other national brands as well.

More to Explore

Teaming Up For Disaster Mitigation

Everybody is feeling the impact of climate change on the environment – for instance, in the form of dramatic natural disasters in areas that were previously rarely affected. As such, a catastrophic natural disaster in the heart of a Europe has severe consequences, including loss of lives and livelihood. BCG and BCG Platinion were immediately on hand to enhance resilience in a European region hit by the worst catastrophe in its recent history. The team worked with passion and deliberation to develop a sustainable and resilient concept to better deal with similar situations in the future.

Read more
Teaming Up For Disaster Mitigation

The Core & Beyond - A Tailor-Made Transformation

Replacing or keeping the legacy Core Banking System (CBS) is one of the most fundamental decisions for a financial institution to make. This strategic bet should be carefully evaluated, with three key aspects in mind: a clear view on the entire IT platform (wider than legacy CBS and its constraints), a strategic vision set within a specific time horizon, and the return on investment. For organizations with a burning platform, CBS replacement may be a necessity, but in many cases the real investment potential is located elsewhere – in areas such as data platforms, integration layers, portals, or process engines. This alternative approach leads to numerous non-trivial questions: Where does the value come from? Is legacy the real issue? Which areas to reinforce and in which order?

Read more
The Core & Beyond - A Tailor-Made Transformation

Setting up a Secure and Resilient IT Infrastructure in the Cloud

Everybody who considered Europe’s energy infrastructure as safe against attacks got an eye-opener when the Nord Stream 2 natural gas pipeline erupted on the Baltic seabed: It clearly is not as safe as previously thought. With the winter looming ahead, energy service providers have to assure the security and resilience of critical infrastructure. This is not only limited to physical buildings, but must also focus on IT, especially in the light of a rising number of cyberattacks. Especially for older IT infrastructure that is difficult to modernize, migration to the cloud has proven to be a solution, severely improving security and resilience, not only in the long-term, but also in the short-term.

Read more
Setting up a Secure and Resilient IT Infrastructure in the Cloud