Peter Önnby
February 12, 2026
Turning climate and sustainability data into competitive advantage
We share how climate and sustainability data can move beyond compliance and become a source of competitive advantage through a three-step approach.
Turing climate and sustainability data into competitive advantage
The market conditions for suppliers in the real estate sector are changing rapidly. While some developers already demand detailed climate and sustainability data, others are only beginning to define such expectations. This is creating a fragmented market where suppliers must whether to walk away from clients with sustainability data requirements or use their sustainability data more strategically, both to meet customer needs and as a catalyst to gain competitive advantages and grow market share.
Ramboll has extensive experience helping suppliers and property owners take control of their sustainability data. In this article, we share how climate and sustainability data can move beyond compliance and become a source of competitive advantage through a simple three-step approach.
1. Segment the market using drivers, behavior, and potential as a foundation
When addressing different customer requirements, a clear market assessment and segmentation is essential. To ensure a solid foundation to achieve efficiency in sales, segment the market based on three dimensions:
- Potential – where are the greatest opportunities for business and growth?
- What and why do they buy – what arguments drive their decisions? Are they mainly seeking cost efficiency, climate impact reduction, or regulatory compliance?
- How customers buy – which decision-making paths and stakeholders are involved, and what criteria are used?
A well-structured segmentation model built on these three dimensions forms the basis for:
- Go-to-market strategy – who should you target, and how?
- Development of sustainable offerings and value propositions
- Tools for client and sales opportunity to improve priorisation and efficiency
- Proper allocation of marketing and sales resources
Investing in market analysis to really understand the different market drivers is crucial in achieving sale efficiency and creating long-term growth for your company.
2. Build a robust sustainability data architecture
Sustainability data is required across the entire organisation, including sustainability reporting, strategic goals, procurement, product development, and sales. An upfront holistic assessment to secure a complete perspective on data requirements helps avoid future siloed work and the risk of investing in the wrong systems or technologies. Therefore, it is advisable to map out your company’s sustainability data requirements over time and across all relevant functions, such as, i.e., procurement, sales, reporting and strategy.
Before procuring a digital system or tool, it is important to define a strategic direction. The architecture for sustainability data needs to answer three main questions:
- How should data be collected and from where?
- How is data going to be stored and made accessible?
- How will data be used across different functions and purposes?
The market for sustainability data and tools is developing with the addition of new systems and solutions as well as environmental data hubs, while AI is an interesting opportunity to streamline calculations. The key is to understand what data is required, including assessing the need of different types of data, such as proxy data, LCA data, and generic data, and to evaluate what data sources provide the greatest value over time in an evolving market.
“Ramboll recommends that the implementation of climate and sustainability data is based on a cross-functional development approach, where new technical capabilities and competencies are introduced step by step, in line with market demands and business requirement.”
The market for sustainability data and tools is developing with the addition of new systems and solutions as well as environmental data hubs, while AI is an interesting opportunity to streamline calculations. The key is to understand what data is required, including assessing the need of different types of data, such as proxy data, LCA data, and generic data, and to evaluate what data sources provide the greatest value over time in an evolving market.
3.Transform the organisation for sustainable growth
Climate and sustainability data is not just a technical tool, but a strategic resource. To generate business value and leverage market opportunities, an organisational transformation is required. This includes
- Improving ways of working and developing competencies. Sales and marketing need enhanced skills to sell value-based offerings and articulate the case for “green” alternatives at higher value.
- Adjusting roles and responsibilities to clarify the responsibilities of managing and the use of data centrally versus locally within your organisation, i.e. who assures data quality and who develops climate calculations.
- Establishing goals and follow-up to follow up on the use of climate data and sustainable offerings.
Ramboll recommends that the implementation of climate and sustainability data is based on a cross-functional development approach, where new technical capabilities and competencies are introduced step by step, in line with market demands and business requirement.
A real-world example
One of the Nordic region’s largest providers of technical installations successfully established a new data-driven model for climate calculations within a key business segment with Ramboll’s support. The project included data collection, the development of a digital calculation tool, as well as training and the establishment of routines for providing climate calculations at an early stage to property owners.
Developing the capability to calculate and offer climate calculations is complex and requires strong involvement across multiple functions, from procurement and IT to sustainability and marketing. The outcome enabled a stronger market position for real estate clients where sustainability is becoming an increasingly decisive competitive factor.
Want to learn more?
Ramboll helps suppliers in the real estate sector to turn climate and sustainability data into business value. Whether you are facing a system choice, developing new offerings, or strengthening your organisations’ capability, we can guide you through the entire process. Contact us to discuss how sustainability data can become a growth engine for your company.
Want to know more?
Peter Önnby
Global Co-lead Industry and Manufacturing
+46 76 767 10 82
Debbie Spillane
Senior Manager, Communication & Marketing
+45 53 67 10 43
FEATURED INSIGHTS
Climate action should not be judged by the ambition of long-term targets alone. In 2026, leaders are under pressure to demonstrate how climate decisions protect operations, reduce exposure, and support performance in volatile conditions. The focus has shifted from aspiration to whether climate action measurably strengthens resilience and competitiveness.
