Case studies
How ENGIE scaled its annual quote volume from 6,000 to 16,000.
INNOVATION PATHWAY:
PARTNERS:
Shravan Seth
Nathan Epp
Head of B2B Commercial & Sales ENGIE Australia & New Zealand
Mandy Fung
B2B Transformation Manager ENGIE Australia & New Zealand
Client background
ENGIE's ambition is to be a world leader in the zero-carbon transition, and is developing a renewable energy portfolio in Australia. With a mix of energy solutions such as wind, solar, gas, hydrogen and batteries, the provider is well on its way to achieving its goal of net zero by 2045. Its workforce comprises 98,000 employees across 30 countries, and operations cover the entire energy value chain, from production to infrastructures and sales.
Mission accepted:
The challenge
Why did you first come to Pathfindr? What kind of challenges were you facing,or goals were you seeking to achieve?
ENGIE: ENGIE first engaged Pathfindr to help solve a critical challenge in its B2B energy sales process: operating efficiently in a highly data-rich environment while maintaining strong human relationships with clients.
ENGIE’s quoting process for industrial energy contracts was complex and time-consuming, requiring sales agents to manually process vast amounts of interval data, assess risk profiles, and tailor offers to sophisticated business customers. In turn, a heavy burden was placed on staff, who were expected to be highly skilled both technically and interpersonally - essentially ENGIE needed “unicorns.” Our ideal solution was to streamline this process; allowing the team to focus on strategic client engagement rather than admin.
In terms of vendors, Pathfindr’s collaborative, transparent approach to AI stood out. Rather than overselling capabilities, Pathfindr worked with ENGIE to co-develop specific use cases to solve real business problems.
The goal wasn’t simply automation for efficiency’s sake, but to free up human resources to build deeper relationships with downstream business customers — many of whom have their own decarbonization targets. By automating over 70% of opportunity creation and reducing data processing to just 30 seconds, Pathfindr enabled ENGIE to scale its quoting volume and improve responsiveness, all while staying true to its mission to support the zero-carbon transition.
Listen, design,
deliver:
The solution
Reflecting on the first prospecting conversation - what did you learn about ENGIE's problem state &/or goals/aspirations?
Pathfindr: Engie’s B2B sales support process was bottlenecked by repetitive manual work. Every broker request required sales support personnel to read the email, create a Salesforce opportunity, extract and clean usage data, and upload documents; often taking hours and relying heavily on a handful of high-skilled people. With pricing requests often requiring same-day turnaround, time-sensitivity and growing volumes meant this process was simply not scalable for Engie.
What was the recommended solution for ENGIE?
P: We designed and deployed Trailblazer - an AI-powered sales agent to supercharge Engie’s sales and operations teams via the following capabilities:
AI email triage to classify broker emails and trigger the right workflow
Automated usage data cutting and remediation, generating pricing-ready load files in seconds
An intuitive, lightweight frontend portal to manually trigger data cuts (for semi-automated scenarios)
Automated CRM and SharePoint setup with correct structures, input and output files posting.
The solution combines Azure OpenAI for natural language processing, rule and logic-based usage data transformation, and a lightweight React frontend portal to support semi-automated workflows.
Trailblazer also integrates with existing CRM and SharePoint to deliver automation without disruption; accelerating the sales process and allowing Engie to respond to more deals, faster.
All sparked up:
The results
Through this project, what did you & your team make possible that previously wasn’t? What big changes, optimisations or new ways of thinking, doing, being have come to light?
E: The project wasn’t just about automation, it was about enabling our people to do what they do best: building relationships, understanding client needs, and delivering value.
Pathfindr helped us to shift from a resource heavy, manual quoting process to a streamlined, AI-supported model that’s scalable and responsive.
We now have a more empowered sales support team, better client engagement, and a stronger foundation for supporting our customers’ decarbonisation goals. It’s been a genuinely transformative partnership, with highlights including:
Reduced quote preparation time from hours to ~30 seconds, with - 60% of acquisition requests now handled end-to-end with no human intervention.
Ops and sales support teams freed up to focus on complex and strategic opportunities.
Faster broker response times, increased responsiveness and a more scalable quoting process.
Shifting culture to understand and embrace AI, to empower and provide extra firepower to our teams - so we can focus on delivering great service to our brokers and customers.
What can you tell us about the experience working with Pathfindr?
E: Our experience working with Pathfindr was marked by a strong sense of partnership, trust, and adaptability. Rather than offering a one-size-fits-all AI solution, the team worked closely with us to co-design use cases to solve real ENGIE challenges.
Importantly, Pathfindr’s approach was grounded in clear, candid communication around AI’s capability - the incredible things it could do, but also its limitations. This transparency kept our decisions throughout the project easy, and impactful.
The project wasn’t without its challenges, but along the way, Pathfindr remained flexible, especially in navigating cultural differences and resolving issues through open, human-centered dialogue. The commercial structure was also tailored to ENGIE’s complex needs, and the post-deployment support was responsive and effective.
Ultimately, Pathfindr’s success wasn’t measured simply in terms of product delivery, but in our satisfaction with the outcome. This deep sense of care is a testament to Pathfindr’s commitment to a long-term partnership with enduring value.
From a leadership perspective, the Pathfindr collaboration was a standout example of how emerging technology can be applied thoughtfully to solve real business problems.
Aww, shucks:
The feedback
Pathfindr helped us to shift from a resource heavy, manual quoting process to a streamlined, AI-supported model that’s scalable and responsive.
We now have a more empowered sales support team, better client engagement, and a stronger foundation for supporting our customers’ decarbonisation goals.
It’s been a genuinely transformative partnership.
What impressed us most was Pathfindr’s ability to balance innovation with practicality.
They didn’t try to sell us generic AI solutions. Rather, they listened, adapted, and co-created with us. This gave us confidence, especially in the face of business complexities, and the volumes of data involved.
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