Creating consistency across a growing service organization

Veregy is a national energy services company (ESCO) delivering mechanical, controls, and solar solutions for K–12, municipal, and commercial customers. Their projects are built around guaranteed energy savings, often tied to multi-year contracts where performance must be measured, validated, and maintained over time.

Service plays a critical role in that model. It maintains system performance, supports customer confidence, and extends the value of each project well beyond installation.

As Veregy expands service operations across regions, the team is focused on building a more consistent and scalable approach that ensures every customer receives the same level of visibility, communication, and execution.

The challenge

When Cory Deshazer stepped in to lead service, the team was executing the work, but not fully capturing its value, with time lost to manual processes and delays between service, quoting, and billing.

Technicians were completing jobs across mechanical, controls, and solar systems, but customers had limited visibility into what was done on site. Documentation was inconsistent, invoices were delayed, and quotes often took days or weeks to reach the customer.

At the same time, key equipment details were not consistently available in the field. Information such as filter sizes, belt specifications, equipment age, and refrigerant type had to be tracked manually or pulled from multiple systems. 

This created real business impact:

• Customers questioned invoices due to limited detail
• Repair opportunities were lost when quotes were delayed
• Technicians could not quote or respond to repair needs in the moment
• Renewals took longer because equipment records were incomplete or difficult to compile

For an ESCO, this introduces risk. Service supports contract performance, customer trust, and long-term revenue tied to those relationships.

What changed

Veregy focused on standardizing how service work is captured and how equipment data is built over time.

With XOi, technicians document each job in real time using photos, video, and structured summaries. Customers receive that documentation the same day, and it is tied directly to the invoice.

Technicians capture basic equipment information in the field, and XOi creates and builds out the asset record with specification data, including:

• Filter sizes
• Belt specifications
• Model and serial numbers
• Equipment age
• Refrigerant type

Each time an asset is serviced or maintained, new information is added to the record. Over time, this creates a complete view of the asset that tracks service history and condition without requiring manual upkeep.

That information is available in both the field and the office to support quoting and decision-making.

Cory also reworked the operating model behind the scenes. Billing and scheduling were centralized into a national structure, and quoting moved into the field. Instead of sending work back to estimators, technicians can now diagnose an issue, build a quote using accurate equipment data, and present it to the customer before leaving the job.

The impact

Quote acceptance increased from less than 15% to 88%

Before, less than 15% of quoted work was approved. Quotes often took days or weeks, and customers moved on.

Now, technicians can diagnose and quote work on site with the right information in front of them. Quote acceptance increased from less than 15% to 88%.

In the first quarter after rollout, Veregy’s Arizona mechanical team generated $145,000 in additional revenue in a single region outside peak season. The 23-person team was able to capture more of the work they were already identifying by quoting and responding faster in the field.

Billing moves in days, not months

Invoice turnaround was averaging more than 60 days. After centralizing billing and aligning it with XOi documentation, Veregy reduced that to about 4.5 days.

Each invoice includes a clear record of the work performed, which reduces questions and supports faster billing.

Revenue and margin improve with execution

Service revenue increased as the team moved faster from diagnosis to quote to completion. At the same time, margins improved by 38 percentage points.

This improvement came from:

• Quoting work on site
• Turning work around faster
• Capturing work that would have previously been lost
• Using accurate equipment data to support decisions in the field

Customers have visibility into progress

Customers now receive documentation the same day work is completed.

On larger projects, they receive updates as work progresses. At State Farm Stadium, for example, the customer receives daily updates showing what was completed and what is next, eliminating the need for status calls.

Asset data supports renewals and decision-making

Each service interaction contributes to a more complete equipment record.

If Veregy has worked on an asset, it is documented and accessible. This allows the team to move faster on renewals and build more accurate service agreements.

Technicians and teams can reference:

• Equipment age
• Refrigerant type
• Service history

In one case, a technician captured equipment data across an entire site in about 30 minutes using XOi. The team was able to return a contract price the next day instead of taking multiple days to compile the same information.

Why it matters

Most service organizations are already identifying the work. The difference is having the systems and processes in place to act on it quickly and consistently.

Veregy addressed this by standardizing how work is captured, communicated, and acted on.

Technicians have the data they need in the field. Customers have clear visibility into the work performed. The business moves faster from diagnosis to approval to billing.

For an ESCO, this strengthens the ability to support long-term contracts, maintain performance, and grow service revenue.

Results

• $145K in additional revenue generated by Veregy’s Arizona mechanical team in the first quarter of rollout outside peak season
• Margins improved by 38 percentage points
• Quote acceptance increased from <15% to 88%
• Invoice turnaround reduced from 60+ days to ~4.5 days
• Faster renewals and contract turnaround, enabled by accurate and accessible equipment data
• Clear documentation delivered on every job