GreenWell Energy

What Works Studio transformed GreenWell Energy’s go-to-market playbook. The result: a nine-figure pipeline.

Client: GreenWell Energy
Sector: Renewable Energy/Real Estate
Offering: Brand Development, Sales Pipeline Strategy, Outsourced Sales Execution

Summary

By seamlessly integrating brand foundation with a real estate–focused sales strategy—and harnessing AI for prospecting and forecasting—What Works Studio transformed GreenWell Energy’s go-to-market playbook. The result: a nine-figure pipeline, marquee property partnerships, and a scalable sales framework targeting multifamily, retail, and C&I asset owners.

Background & Objectives

GreenWell Energy, a fast-growing renewable‐energy firm, needed to establish a cohesive brand identity while simultaneously building a robust sales pipeline focused on real estate asset owners and managers. Their primary goals were:

• Brand Identity: Convene key stakeholders to clarify GreenWell’s value proposition for property-sector clients—particularly multifamily residential, retail, and corporate/industrial (C&I) portfolios.

• Targeted Sales Pipeline: Leverage AI, email, and LinkedIn to identify, qualify, and engage decision-makers at large real estate firms and C&I owners—culminating in a pipeline with nine figures of potential contract value.

• Signature Partnerships: Secure anchor accounts with real-estate portfolios and national retail chains.

Discovery & Brand Foundation

• Stakeholder Workshops & Interviews

• Hosted a brand workshop with GreenWell’s C-suite and engineering leads. Outcome: an agreed‐upon messaging hierarchy that positioned GreenWell as the go-to partner for property owners seeking solar and EV infrastructure requiring no up-front CapEx.

• Conducted one-on-one interviews with industry experts to understand project-selection criteria, financing concerns, and market insights.

• Market & Competitive Research

• Analyzed relevant renewable‐energy providers and niche regional players to benchmark service offerings, financing structures, and go-to-market strategies within the real estate segment.

• Visual Identity & Sales Assets

• Created a new GreenWell Energy logo to convey stability and innovation—key attributes for institutional real estate buyers.

• Created a polished one-pager and slide deck specifically for real estate audiences, featuring:

• Service Overview 

• Pitch Deck

• Multifamily Case Study (Actual kWh savings, tenant ROI)

• Retail EV Rollout Preview (Proposed charger map, projected foot-traffic uplift)

• Developed email templates and scripts that spoke directly to real estate pain points—utility line-item reductions, accelerated paybacks, and tenant/guest amenity enhancements.

Pipeline Strategy & Execution

1. AI-Enhanced Prospect List Building

• Deployed an AI prospecting tool to scan for companies, leads, and contact information.

• Built substantial, verified lists consisting of multifamily, retail, and C&I—annotated with firmographics (portfolio size, geography) and decision-maker contacts (Director of Sustainability, VP of Real Estate, Portfolio Manager, etc).

2. Email Outreach Campaign

• Crafted, refined, and A/B tested several 3-touch email sequences

• Achieved a 46% average open rate and 5.43% reply rate, resulting in 300+ qualified real estate leads.

• Performed ongoing optimization, updates and management.

3. LinkedIn Prospecting & Engagement

• Developed Linkedin AI integration to engage users who opened multiple emails but did not respond.

4. Qualification & Proposal Development

• Implemented a weighted lead-scoring model in HubSpot:

• Company size (portfolio valuation > $500 million).

• Engagement signals (email clicks, whitepaper downloads, LinkedIn replies).

• Prioritized  “A-Grade” opportunities for immediate scope calls; scheduled 40 strategy sessions within 6 weeks.

• Assigned each qualified opportunity to tailored project tracks:

• Multifamily Track

• Retail EV Track

• C&I Solar Track

Results & Impact

• Nine-Figure Pipeline: WWS established a real estate-focused pipeline totaling $200+ million in potential contract value.

• Lead Generation: Generated 300+ qualified real estate leads

• Flagship Real Estate Partnerships:

• California Multifamily + Retail Operator: Sourced $30 million contract to install solar + EV amenities across a 10 property portfolio.

• National Grocery Retailer: Secured a business relationship with national grocery retailer (ongoing).

• Ongoing Engagement: The engagement proved so successful, WWS spun out a sister company to act as GreenWell’s outsourced sales arm—maintaining CRM workflows, scaling email/LinkedIn outreach into adjacent real estate verticals (e.g., student housing)..

Key Takeaways & Next Steps

• Real Estate–First Approach: Embedding sector-specific messaging and case studies from Day 1 established credibility with property owners and managers—leading to a 30% higher engagement rate compared to generic outreach.

• Data-Driven Focus: AI-powered list building and lead scoring ensured the team spent time on high-intent real estate accounts.

• Scalable Playbook: The repeatable model—targeted email sequences, LinkedIn nurture, AI forecasting—can be replicated across new real estate sub-verticals to unlock additional pipeline.

Testimonial

“What Works Studio has been instrumental in forging relationships with leading real estate portfolios—helping us close opportunities in both solar and EV infrastructure. Their data-driven outreach and real estate–tailored collateral gave us credibility from the first touch, accelerating our pipeline faster than we ever imagined.”

 — James Wells III, CEO, GreenWell Energy