B2B lead generation for solar EPC
Commercial rooftop solar pipeline for an EPC from factory and warehouse signals
A solar EPC with a strong delivery record depended on referrals and channel partners who brought small projects. It wanted large commercial and industrial rooftops. We built an outbound engine that found factories and warehouses with the roof, the load and the tariff to justify solar, and reached the plant heads and CFOs who sign.
- Client
- Commercial and industrial solar EPC
- Region
- India (Gujarat, Maharashtra, Tamil Nadu)
- Scale
- 300 to 450 employees
- Timeline
- Live in 4 weeks, measured over 9 months
Representative engagement. Client details are anonymised and figures reflect typical outcomes from comparable deployments.
What the client got
0 MW
Qualified rooftop pipeline
Built in nine months, from sites with no prior relationship.
0
Site surveys completed
At factories and warehouses across three states.
0.0x
Average project size versus partner-sourced
Outbound targeted sites with megawatt-scale potential from the start.
The bottlenecks
Bottleneck 1
Partners brought small jobs
Channel partners sourced residential and small commercial rooftops. Megawatt-scale industrial projects came only through referrals.
Bottleneck 2
The right sites are identifiable but unlisted
Large roofs, high daytime load, and industrial tariffs make a site attractive. That combination is visible from public data but nobody was assembling it.
Bottleneck 3
CFOs decide, engineers advise
Plant heads cared about reliability and downtime during installation. CFOs cared about payback and capex versus PPA. Outreach had to speak to both.
What we built
Step 1
Site scoring
Industrial sites were scored from satellite roof area, industry type (daytime load), state tariff and net-metering policy, and the company’s financials and sustainability commitments. Top-scored sites were mapped to plant, finance and sustainability contacts.
Step 2
Site-specific proposals in the first email
Each sequence opened with an estimate for that specific roof: indicative capacity, generation, savings at the applicable tariff and payback, under both capex and PPA models.
Step 3
Qualification and site survey
Replies were qualified on roof ownership, load profile and decision timeline, then booked as site surveys with the EPC’s engineering team.
Step 4
Pipeline by capacity
Opportunities were tracked by expected megawatts and model (capex or PPA), giving the leadership team a capacity pipeline against delivery resources.
The automation workflow
C&I solar outbound
From site score to signed survey
Questions clients ask about this engagement
How accurate are the first-email estimates?
They are indicative, based on roof area and typical load for the industry, and say so. The site survey produces the real design. Estimates were within 15 percent of surveyed capacity in most cases.
Does this work for ground-mount or utility scale?
The targeting changes to land owners, developers and discoms, but the pattern of signal-based targeting and stakeholder-specific messaging applies.
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Have a similar bottleneck?
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