SunFarm Energy Stands Out from the Competition with Lead Capture AI and Aurora AI
"Aurora is the only tool in the market that matches the technical acumen of our team. We differentiate ourselves through our educational and consultative approach, and Aurora’s cutting-edge technology helps us help our clients make the best decisions when going solar."
Nathan Kercher
Vice President of Business SunFarm Energy
25%
Open-to-lead rate with Lead Capture AI
10 MW
SunFarm Energy surpassed 10MW of installations in 2023 with Aurora
About SunFarm Energy
SunFarm Energy is a regionally licensed, NABCEP certified solar power contractor for residential and commercial solar power projects that operates across the Florida Panhandle and southern Alabama. Founded in 2011, SunFarm Energy was one of the first solar installers to serve northwest Florida, earning a reputation as the region’s local solar expert through its educational and transparent approach to solar sales.
We found that [SolarGraf] wasn’t as technically oriented as our sale was. That’s when we decided to look at other softwares that would give our reps and clients the accuracy they need to make the right buying decision on solar.”
The Challenge
The demand for solar in the Florida Panhandle was skyrocketing — but so was the number of out-of-state solar installers entering the market to take advantage of the boom. This meant that to keep up with demand and stave off the competition, SunFarm Energy needed to find creative ways to stand out from other installers and promote their local expertise to homeowners. After a year of trying SolarGraf, they realized SolarGraf’s rudimentary sales software wasn't going to cut it. SunFarm Energy needed a more accurate solar software solution — one that matched their team’s technical acumen. “SolarGraf was our first go at using software to scale our sales efforts,” explains Nathan Kercher, Vice President of Business. “However, we found that the software wasn’t as technically oriented as our sale was. That’s when we decided to look at other softwares that would give our reps and clients the accuracy they need to make the right buying decision on solar.”
The Solution
After evaluating multiple solar sales software options, the SunFarm Energy team now uses Aurora across the customer journey, from capturing web leads through Lead Capture AI to generating automated contracts with Contract Manager. “Aurora’s software is exactly what we need to stand out with our technical, education-based sales approach,” Kercher says. “We use Aurora’s accurate design proposal to promote transparency throughout the client’s buying journey, from lead to install.” For example, as part of a digital marketing initiative to increase paid advertising and improve search engine optimization (SEO), SunFarm Energy implemented Lead Capture AI on its website to quickly engage web leads. Homeowners can now see what solar will look like on their roof and self-qualify if it’s a good fit for their home — ultimately optimizing qualification so that only warm leads end up going to the sales team. According to Media & Marketing Manager Samantha Prue, “Allowing homeowners to visualize their homes goes a long way for us to stay above the competition, and it sets the right expectations to help guide the customer through the decision to go solar.”
“I can’t remember the last time I had to wait for a design from someone else because Aurora AI does the job for us,” says Brian O’Sullivan, Energy Consultant at SunFarm Energy.
Once a client submits their information, it is automatically delivered via Zapier to the company’s CRM where all of SunFarm Energy’s leads are stored. From there, the SunFarm Energy sales team can use Aurora’s Sales Mode and Aurora AI to quickly generate a proposal-ready design to share with homeowners. “I can’t remember the last time I had to wait for a design from someone else because Aurora AI does the job for us,” says Brian O’Sullivan, Energy Consultant at SunFarm Energy. “When I walk a client through the proposal, we collaborate together on different options for panel placement, offset, and equipment models. Every proposal feels real and credible, which is key for us to overcome the disreputable perception that often comes with our industry. Aurora’s technology aligns perfectly with our sales policy in putting our customers first by helping them to make a totally informed purchase decision.” The SunFarm Energy sales team also uses Contract Manager, Aurora’s integrated e-signature product, to help close deals more seamlessly. “Sending the contract through Contract Manager in advance has been very helpful in my sales process,” explains JJ Waters, Energy Consultant at SunFarm. “I’ll send clients the contract to review before I go on site, and it facilitates overcoming any sticking points before I even go out there. By getting those out of the way early, I use Contract Manager as a soft close tactic.”
"Since choosing Aurora in 2021, we haven’t looked back."
Nathan Kercher
Vice President of Business, SunFarm Energy
The Result
As Kercher puts it, “Since choosing Aurora in 2021, we haven’t looked back.” With the help of Aurora’s best-in-class design accuracy across its customer experience, SunFarm has solidified its position as the premier solar installer in northwest Florida. More than just solidifying its position, though, Aurora has helped SunFarm Energy grow. With streamlined processes and higher conversion rates, after over a decade in business, SunFarm was proud to install their 10th megawatt (MW) in 2023. How? One example is that Lead Capture AI implementation: SunFarm has achieved a 25% open-to-lead capture rate, meaning that a quarter of web visitors that open the Lead Capture AI experience end up providing their information to SunFarm for further follow up. From there, with the power of Sales Mode and Aurora AI, “Aurora saves at least days — if not weeks — to our sales process,” according to Kercher.
Why Aurora?
Only Aurora’s sales solutions have the accuracy and features to empower SunFarm Energy’s technically savvy sales team to quickly put together comprehensive quotes and present credible proposals to their clients. “The design capability in Aurora is the best I’ve seen in the industry,” claims Waters. “And it’s getting better all the time with how easy it is to use and the options to customize proposals for each client.” Speaking to the competitive advantage Aurora provides, O’Sullivan jokes, “I wouldn’t recommend it to any other company in our area!”
