Case Study
Implementing Innovative Sales Tech
In Malvern, Pennsylvania, just west of Philadelphia, home materials leader CertainTeed leveraged its 100+ years of experience in the roofing industry to nearly seamlessly expand into solar energy services.
With average customer contracts taking up to 4 weeks to create and close, however, the company needed a way to reduce the length of their sales cycle while bringing innovative solar products to market.
The Task
Find a trusted partner in residential solar design and sales to accelerate workflows, boost process efficiencies, and maintain outstanding customer service.
The Journey
After evaluating several software platforms, CertainTeed chose Sales Mode to leverage its established core competencies and scale efficiently in the solar energy market. With Sales Mode, the company empowered team members to create and edit solar proposals in conversation with customers, skyrocketing efficiencies compared to time spent previously waiting for third-party designs, change orders, and manual spreadsheet processes.
For seamless integration, CertainTeed provided all stakeholders with:
- Welcome packets outlining plans, goals, and FAQs
- Step-by-step instructions on how to use the new software
- Virtual and in-person training sessions to learn and grow together
The Results
Less than two months after implementation, CertainTeed found that Sales Mode significantly simplified business operations, enhanced sale processes, and catalyzed company growth in conjunction with Partner Management tools, Integrated Financing, and several other Aurora Solar features.
Most importantly, the company reduced its multi-week design and contracting timeline to a mere 10-minute sales conversation.
“The real-time design provides a collaborative experience and streamlines the installation lifecycle, making the process of going solar a no-brainer for our customers.”
— Mark Stevens, Solar Applications Manager, CertainTeed
