“There are a lot of solar companies around the world and in the United States,” Big Dog Solar’s digital marketing director Mitch Workman tells us. “A small percentage do everything from A to Z — designing the systems, getting the permits and getting everything ready for installation, doing the installation, and then sorting out maintenance and warranty service down the road — we are one of those few companies.”
These different aspects create a complex sales process, so to improve operations and grow, the team knew they needed to find the right tool to help them convert new prospects and maintain good communication with their existing customers.
“We have years of workmanship and product warranty to back us up after installations, so we need to maintain a good connection with our customers,” Mitch explains.
Pipedrive was introduced in 2019 by an employee who had left the company, but adoption had not been widespread. In 2020, in the midst of presenting a growth plan, Pipedrive was mentioned.
Growth driven by sales data
Big Dog Solar knew they needed better data on their overseas chinese in uk data sales practices to understand which techniques would work best for them and which sources would generate the best leads, but their solution also needed to be easy to use.
Big Dog Solar’s marketing team had previously attempted to help the sales team with the tool they were using, but the steep learning curve and intimidating designs had impeded progress.
“The other CRM tool was very complex, it was not simple and intuitive for the sales team.”
What both teams needed was software that provided visibility into the success of their various sales and marketing processes, and was simple enough for reps to use.
big dog solar installation
Easy access to performance indicators
Big Dog Solar had originally invested in a seat on Pipedrive’s Essential plan in early 2019. After upgrading their subscription to the Professional tier, they began utilizing the powerful features Pipedrive offered:
“Being able to create additional dashboards and elements within our Insights reports to get different views of different types of users and groups was the primary reason [for the plan change]. There were a few other secondary reasons, such as being able to create separate groups and some of the security features.”
“We wanted to have a dashboard that had different reports, related to where leads were coming from and how they were turning into appointments,” says Mitch. “We wanted to have visibility into the different levels at which things were happening and where the bottlenecks were; those types of reports have become really insightful and valuable to us.”
Another benefit Big Dog Solar took advantage of was the ability to add integrations from the Pipedrive Marketplace to tailor their CRM experience to their needs.
