Utility-Scale Solar Developer — US
An enterprise solar developer wanted to move beyond tender platforms and open direct conversations with the operations teams running large energy-intensive facilities.
Sector
Renewable Energy
Services
Why existing demand wasn't enough
Tender platforms were crowded and margin-thin, and the developer had no direct line to the facility operators who actually signed off on rooftop and micro-grid projects.
Generic 'go solar' messaging drew zero replies from operations directors who see dozens of the same emails weekly.
Sales time was consumed qualifying poor-fit accounts that had no rooftop capacity or energy demand to begin with.
How we built the pipeline
Account mapping surfaced warehouse operations, manufacturing plants, and logistics hubs with the square footage and load profiles that justify commercial-grade solar.
Each sequence opened with a facility-specific energy angle — roof condition, floor area, or load profile — rather than a generic pitch.
CTAs offered a structured energy audit or a demo walk-through of projected capacity, giving decision-makers a concrete next step.
A scoring model routed hot accounts straight to a senior engineer for technical follow-up, cutting sales cycles by weeks.
What the system delivered
3,800 sequences delivered an 11.7% response rate across facilities and manufacturing decision-makers.
61 qualified meetings were booked, with the majority featuring a technical stakeholder on the call.
A signed contract value of £96K closed in the first quarter of the campaign.