How Complete Solar doubled its revenue, installs in a year through partnerships
Stop thinking about Section 201 for a second and let’s celebrate a solar industry success story sent our way from Complete Solar. The San Mateo, Calif.-based residential solar company says it has doubled its revenue and installations year-over-year after adopting a partner-based business model targeting the residential solar market and signing over 50 companies—including Guarantia Solar and Roof RX—that want to diversify their businesses and grow revenue.
Growth in the residential solar sector has declined 8 percent compared to last year, according to a new report by the Solar Energy Industries Association and GTM Research. One reason for this is that national solar companies are cutting back operations to reduce costs and focus on profits. Complete Solar is bucking that trend and experiencing record growth. Its quarterly revenue is now $10 million. With partner companies, it is now installing solar panels on nearly 200 homes per month, totaling an average installed capacity of between 3 and 4 megawatts per quarter.
“We saw what was happening in the industry and saw that the best way to keep growing was to offer our services and software to partners in a cloud-based portal. The interest and growth we are seeing demonstrates we’re changing how residential solar is sold and delivered,” said Will Anderson, founder and CEO of Complete Solar. “Our platform gives small businesses the same resources that bigger solar companies have and at a fraction of the cost. It decentralizes the sales, financing, and construction parts of the process and is what sets us apart.”
Details on the program
Complete Solar introduced its HelioPro Alliance Program in January 2016, making the platform available to companies looking to deliver lower-cost rooftop systems and more personalized customer service to homeowners. Partners use the platform to gain competitive advantage against larger companies with higher costs, longer wait times and often more expensive systems.
Complete Solar’s advanced software connects the efforts of companies specializing in sales, construction and finance with Complete Solar’s fulfillment services to provide rooftop solar panels to homeowners at a lower cost and to enhance the customer experience. The platform features a powerful, yet simple quoting and proposal process and multiple financing options for customers, while streamlining the back-end fulfillment and construction process. This results in installations being completed in record time. Installed customers are then managed by Complete Solar, which scores high for customer service.
In all, the platform manages every aspect of the customer experience—from origination, fulfillment, construction, finance, and customer care, to ongoing system monitoring and maintenance. Through this platform, Complete Solar partners with best-in-class companies that specialize in each link of the solar value chain such as sales, construction, and finance. The company currently serves the California, New Jersey, and Utah markets.
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