Introduction

This document explores new growth and monetization avenues for Solar Square, a company focused on solar energy solutions. The document covers three main areas of focus: sales, financing options and retention. Under each area, the document outlines the current setup, problems, and possible solutions. The solutions are then accompanied by metrics to measure their effectiveness. Finally a prioritization framework is provided to find the best solution among all.

For TLDR jump to → Summary

📞 Sales

As I understood there are probably 3 ways that Solar square is generating leads & different happy flows for each -

Inbound - Leads come inbound → Lead filterization based on internal metrics → Reach out to leads → Presenting custom solutions → Post sales activity
Outbound - Reach out to leads to inform about brand → Convincing customer for the solution → Presenting custom solutions → Post sales activity
Referrals - Leads come in via referrals → Reach out to leads → Presenting custom solutions → Post sales activity

I would now want to focus on automating presenting custom solutions step. Firstly, it is a common step across all type of leads & secondly, it is a bottom line step in the complete funnel thus, any experience improvement at given step will lead to the highest ROI

Problem Space

To better analyse the whole viewpoint I’ll look into the inbound leads as it is the only method that is readily available to customers (others would require information from organisation). Let’s look into the current setup or flow.

Current Setup

Interested users submit their information on the site.
The sales team filters them based on multiple factors.
They reach out to highly qualified leads and explain the company's value proposition.
A site visit and consultation follows.
Finally, there is post-sales activity.

Problems

The delivery of aha! moment is way too late in the current user flow. The focus should be on delivering the personal value proposition to the user as early as possible i.e. how much of the electricity bill can you save for me?
There is a non-engagement of out of the funnel user. There is no kind of communication as to when would you possibly reach back to the interested user for further discussion

Solution Space

Solutions

Problem	Solution
Delivery of aha! moment	Automate delivery of Aha! moment - This would mean to productize and relay the very specific value proposition to the user at the very point where we get to know that a customer is interested. So let me break this down into various aspects
Non-engagement of out of the funnel user	Clear communication for out of funnel users - On filling up the ‘Go Solar’ form if the no contact is made with user in the future then there should be a clear communication of reason at the submission or later on whatsapp of why we couldn’t serve the user for the given time. The communication depends on the reason of not reaching out. Analysing the current inputs in form the most obvious reasons will lead to different communication

Problem

Solution

Delivery of aha! moment

Automate delivery of Aha! moment - This would mean to productize and relay the very specific value proposition to the user at the very point where we get to know that a customer is interested. So let me break this down into various aspects

Non-engagement of out of the funnel user

Clear communication for out of funnel users - On filling up the ‘Go Solar’ form if the no contact is made with user in the future then there should be a clear communication of reason at the submission or later on whatsapp of why we couldn’t serve the user for the given time. The communication depends on the reason of not reaching out. Analysing the current inputs in form the most obvious reasons will lead to different communication