Case Study: Sungevity reduces solar acquisition costs with Chapman Bright and Marketo

Decreasing the cost of acquisition for solar panels by preventing unnecessary calculations and sending the right leads to sales

The customer, Sungevity, faced a rising cost of acquiring new customers for its solar panel business. The challenge was to prevent expensive, unnecessary roof calculations for leads with a low propensity to buy and to ensure that only the most qualified leads were sent to the sales team at the right time.

The vendor, Chapman Bright, implemented a solution using the Marketo platform. They introduced a custom scoring model integrated with technologies like an online roofscan, which helped Sungevity identify and nurture the highest-quality leads. This resulted in an improved prospect-to-lead conversion rate, higher lead qualification, and a decreased cost of acquisition.

Sungevity

Dennis van Drunen

Digital Marketer