B2B PulseTM 2016

Your Field Guide to Leveraging Sustainability and Energy Efficiency

Buy the B2B Pulse 2016 Report



B2B Pulse™ is Shelton Group’s annual look at how today’s business leaders make purchasing and construction decisions related to sustainability.

From CEOs to facility managers, the study examines leaders at all levels in terms of their priorities, perceptions, purchase drivers and obstacles, giving you the market insights you need to inform product development and leverage your commitment to sustainability and energy efficiency.

In This Report:


  • Who’s got the sustainability scorecards? And do they matter?
  • Which decision makers think their facilities need energy efficiency upgrades and what are their improvement priorities?
  • Do utility incentive programs make a difference?
  • Which certifications do decision makers value?



Online survey of business decision makers in mid-to-large firms (50+ employees) fielded March 1, 2016 through April 10, 2016. 523 surveys completed (+/- 4.3% margin of error overall), with 421 surveys completed in the U.S. (+/- 4.8 margin of error) and 102 surveys completed in Canada (+/- 9.7 margin of error).

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Suzanne Shelton

President and CEO

Suzanne is the voice and the vision of Shelton Group. Drawing on her extensive experience in energy and the environment – and 25+ years in the marketing and advertising industry – Suzanne provides high-level strategic insights for our clients and guidance for our research and creative departments. She regularly speaks at conferences around the country, including Sustainable Brands, Fortune Brainstorm E and the International Builders’ Show, and serves as a guest columnist for publications like Fast Company, Green Builder and GreenBiz.com.

Susannah Enkema

VP Research & Insights

Susannah directs our research team and plays a key role in extracting the nuggets of information that pave the way for recommended marketing strategies and creative approaches. Susannah has nearly two decades of market research and strategy experience, including her role as president of SE Consulting, where she led the services for the likes of DIY Network and the makers of GORE-TEX®.

Laila Waggoner

VP Client Engagement

Laila leads our client engagement process, overseeing activities from both a strategic and a tactical level to ensure our work generates desired results – and clients’ satisfaction. She brings 25+ years of marketing leadership experience to her client relationships, with particular expertise in the homebuilding and remodeling industries as well as member-driven organizations, such as the Vinyl Siding Institute and Plastics Pipe Institute. Before joining Shelton Group, she led strategic marketing teams for Owens Corning’s insulation business.

Matt Brass

VP Creative

Matt steers the creative department in concepting, designing and producing campaigns. He ensures sound strategy and deep insights inform everything his team develops, and works closely with the accounts department to ensure copy and designs will meet our clients’ goals. As a designer and filmmaker himself, he’s also a principal contributor to all of Shelton’s in-house photography and videography work.

Courtnay Hamachek

VP Operations

Courtnay oversees our day-to-day operations to keep us running smoothly and support our growth. She establishes project management systems and processes to help our teams anticipate bottlenecks, prevent process issues, and keep projects on time and on target. Courtnay has built extensive experience over 25 years in all aspects of marketing, from account services and project management to design and production.

Mike Beamer

VP Business Development

Mike joined our team to help provide strategic vision and foster our agency’s growth by overseeing new business leads and managing agency marketing and website content. He arrived in Knoxville steeped in energy efficiency and renewables – he previously led client service for an agency division in Boston dedicated to marketing communications strategy and branding for B2B and B2C clients in that space.