Case Study: SunPower achieves 55.6% appointment-to-purchase conversion and $6.2M in revenue with Oracle Marketing Cloud

SunPower Increases Prospect-to-Customer Conversion with Targeted E-Mail Campaigns

SunPower, a global leader in residential and commercial solar solutions, faced a long sales cycle and a large pool of residential prospects who weren’t ready to buy. The company needed to move beyond one-size-fits-all email blasts and keep both warm and cold leads engaged until they were ready to convert.

SunPower implemented a two-track, fully automated email nurture using Oracle Marketing Cloud and partner Televerde, plus an offline lead-capture app to segment prospects and deliver objection-handling content tailored to cold and warm audiences. The program averaged 70% click-to-open for warm prospects and 30% unique opens for cold prospects, produced a 55.6% conversion rate from sales appointments to purchase, closed 251 sales totaling $6.2M in marketing-attributable revenue, and nearly doubled the likelihood that nurtured prospects would become customers while enabling expansion to 28 Master SunPower dealers.

SunPower