Residential vs. Commercial Solar: Adapting CRM Workflows
While residential and commercial solar installations use similar components, their sales and operational workflows are completely different. Residential solar deals are relatively simple, involve individual homeowners, and often close in days. In contrast, Commercial and Industrial (C&I) projects feature long sales cycles, complex financing options, and multiple business stakeholders.
To manage both types of projects effectively without creating confusion, your CRM needs separate, specialized pipelines. Standardizing tasks for each track ensures your sales team can guide both homeowners and corporate buyers through their respective paths. This ensures resource efficiency across the business.
Designing the Commercial Sales Pipeline
Commercial projects require a pipeline that supports feasibility evaluations, financial modeling (PPA, CAPEX, or OPEX structures), detailed shading simulations, and regulatory reviews before any construction begins. Each stage requires distinct document checklists and approval permissions to keep the project on track.
Furthermore, corporate deals require engaging multiple stakeholders, including CFOs, engineering directors, operations heads, and legal advisors. A flexible CRM must store interactions with all these participants under a single account, preventing miscommunications and maintaining sales continuity.
Centralized Document Management
Commercial solar projects generate significant paperwork, including single-line drawings (SLD), structural stability certificates, utility feasibility letters, and vendor agreements. Keeping all these files linked to the customer account in your CRM makes it easy for sales, design, and operations teams to collaborate, speeding up final project delivery.
- Maintain separate pipelines for residential and commercial opportunities.
- Track multiple corporate decision-makers and technical contacts.
- Organize single-line drawings (SLDs) and engineering calculations in one folder.
- Log regulatory permissions and safety approvals systematically.