Introduction
Having achieved a great deal of success and developed 300 MWp of solar capacity in the commercial and utility scale solar power space, IBT, a leading solar EPC, created Solino, a subsidiary through which it aimed to develop smaller scale residential and commercial products in early 2023.
Challenge
Solino wished to make a strong start and rapidly expand its base of dealers and ascend through the rank to become Turkey’s leading residential solar developer. To do so, it needed to generate a high volume of leads to distribute across its dealerships. Dealerships employed cold outreach tactics such as door knocking and cold calling, however the effort per customer required to provide quotes drove up their customer acquisition costs and reduced the competitiveness of their business model.
Solution
Solino subscribed to solarVis’ lead generation module to help develop its pipeline. However, instead of utilizing the module to convert website traffic into leads and sales, Solino found an alternative use case. Instead, Solino would give all of its dealers and HQ call center employees access to the lead generation module. This made it so that customers could be provided quotes in less than a few minutes over the phone or on a sales rep’s computer during a site visit. Whereas end customers previously had to allow installers to climb their roofs and take measurements before learning how much a solar project would cost, this method allows Solino to provide a price upfront, and then get a yes or no answer. Unsurprisingly, the proportion of “yes” answers increased markedly.
Results
- Solino uses solarVis’ Lead Generation Module, exclusively, as both a marketing and sales hub.
- Lead generation costs dropped substantially as Solino gained the ability to reach far more customers with fewer salespeople.
- Despite being a new player in the field, Solino is selling, on average, 2-3 residential projects per day using solarVis’ solutions.
- Solino has achieved some of the industry’s highest lead to sales conversion rates.
Future Expansions
Solino is on track to increase its presence to 50 authorized dealerships, reaching all of Turkiye’s 81 provinces over the next 3 years. Solino’s use of the lead generator tool for providing customer quotes inspired solarVis to build a purpose-specific quotation module, which will be integrated with Solino’s CRM platform in the near future. Solino has provided valuable input in the development process and both sides believe the partnership will continue for years to come as Solino marches towards its goal of powering 1 million homes.
“Solino’s on-the-ground teams have been using solarVis extensively. We’ve found that solar power projects become are much easier to sell when we have the ability to provide quotes, customized reports and key metrics. The team was quick to integrate solarVis with our existing CRM, making managing the dozens of projects we have in our pipeline extremely simple and intuitive. We’re always looking forward to seeing what solarVis will come up with next and finding different ways of deploying their technology.”
