Sales Process Update - Summer 2025

Sales Process Update - Summer 2025

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NEW HDM Pricing
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See the video or article below to learn about all Summer '25 Sales Updates

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  1. New HDM Pricing
  2. New Sales Dashboard
  3. Quoter Tool Update
  4. Signing Update (combo deals)
  5. Expiring Quotes and Sent Agreements
  6. Change Order Process
  7. Bifurcated Deals


New HDM Pricing

The new HDM payouts are as follows:

  1. Standard pricing:  15%
  2. Project qualifies for EC:  20%
  3. Project qualifies for DC:  20%
  4. Project qualifies for EC and DC:  25%

EC - Energy Community

DC- Domestic Contact

To go along with these changes, the pricing caps have been increased.
Both solar and storage price caps have been increased


New Sales Dashboard

The Quotes page is now divided into three different tabs
  1. Active Quotes: All new quotes under 14 days old are listed here
  2. Archived Quotes: All expired quotes that are more than 14 days old are listed. Quotes will be listed here for 30 days before they are automatically removed.
  3. Signed Quotes: All signed quotes are listed.




sed


Quoter Tool Update


Changes include:
  1. Separate page for each step
  2. New process for verifying address
  3. New Process for entering pricing
  4. New look and feel


Start by tapping: Request New PPA in the upper right corner in your portal view.


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The Quotes Form: 

The Quotes is divided into four steps. Each with its own screen.


Enter Address











Start entering the customer address then select to correct address from the auto-fill drop-down options

After your selection the Zip, City  and State fields will auto-populate


The tool will:
  1. Verify that the address is real
  2. Tell you whether the address is in an Energy Community or not
Note: You can make use of the Override slider to manually enter an address is the verification autofill feature is not producing the desired address.

You'll need to check the Confirm Address checkbox

Hit Next to move to the next screen. You won't be able to edit this screen once you move forward.

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Enter Project Type




The from the drop-down select:
  1. Residential Solar  (solar only)
  2. Residential Solar with Storage
  3. Residential Storage (battery only)
Note: Move the Add On slider to the On position to indicate an Add-on or Replacement job. Please note that no replacement jobs will be accepted that are on systems that are under six years old. 

Check Confirm Project Type to continue

Hit Next to move to the next screen. You won't be able to edit this screen once you move forward.

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Enter Customer Details:




You'll enter info into seven fields:
  1. First Name
  2. Last Name
  3. Email
  4. Phone
  5. Customer's Utility Bill  (Later when a utility bill and NEM paperwork is collected, the name of the utility must match what you enter here. An incorrect selection from the drop-down menu will require a new PPA to be generated and signed later)
  6. Annual Usage (From utility data)
  7. Confirmation Survey Language (for the confirmation call)
  1. Check the Confirm Customer Details checkbox. 

If you plan to NOT be present with the customer at signing, then you should check the box that says Send Confirmation Survey Directly to Customer
This is only used when they need to do the confirmation call on unaccompanied on their own device. This is rarely used.

Hit Next to move to the next screen. You won't be able to edit this screen once you move forward.

__________

Enter Solar Economics



In the Solar Economics section enter:
  1. System Size (in kW's ex: '10')
  2. Select a Pricing Method. There are three choices. When you select one and enter a value, the tool will solve for the other two.
    1. Solar System Price: Select this to enter your turn-key price. Enter this and the tool will calculate the Prepaid and Price per W amounts.
    2. Solar Prepay Amount: Select this if you want to hit a specific Prepaid value. This is the amount the customer will owe.
    3. Solar Price per Watt: Select price per watt and the other fields will auto populate. 


  1. Enter your pricing amount into the appropriate field based on you selection above

Note, if your pricing exceeds HDM's limits an error will pop-up and you'll need to lower your price. 

Scroll down the page...

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Enter Solar Information:



AVL Information
  1. Inverter manufacturer: Select from our AVL list the inverter manufacturer you're using
  2. Module Manufacturer: Select from our AVL list the module manufacturer you're using
  3. Year 1 Production: Replace the default value in the field with one you enter. The value you enter should be a conservative value based on the production from your proposal. This value will be used for the production guarantee. The HDM underwriting team will independently calculate a production value. If their value is lower than what is entered here, a new PPA will need to be generated and signed by the customer. 
  1. System Location:  Select Roof, Ground or Carport
Hit Next to move to the next screen. You won't be able to edit this screen once you move forward.

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Enter Battery Storage Information



In the Battery Storage Info section enter:
  1. Battery kWh Size (in kW's ex: '10')
  2. Select a Pricing Method. There are three choices. When you select one and enter a value, the tool will solve for the other two.
    1. Solar System Price: Select this to enter your turn-key price. Enter your value and the tool will calculate the Prepaid and Cost per kWh amounts
    2. Solar Prepay Amount: Select this if you want to hit a specific Prepaid value. This is the amount the customer will owe. The other two fields will be auto populated
    3. Solar Price per Watt: Select price per kWh and the other fields will be auto populated.
  1. Enter your pricing amount into the appropriate field based on you selection above

__________

Submit



Click Confirm & Submit. 

This will save the entry. Later when you Send documents to a customer, the documents will include all of the information just as it is entered here. 





Signing Process Update


Send Agreement

After you create and save a quote, you can find it listed in the Active Quotes tab on the Quotes page.


To send the agreement, tap Send Agreement to start the process




On a combo customer (solar + storage), when you click Send Agreement:
  1. A single quote is created containing:
    1. A Solar system and price
    2. A Storage system and price



  1. When you send docs, two emails go out:
    1. 1 email: Solar PPA Agreement
    2. 1 email: Storage ESSA Agreement


  1. In the signing process:
    1. Sales Rep receives 2 emails, reviews and initials both docs
    2. Customer receives 2 emails, reviews and signs both docs 
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Sales Rep Signs First
You will receive (2) emails, one for  the PPA and one for the ESSA

Click into the PPA and Initial the PPA


Click into the  ESSA and Initial ESSA


After initialing each of the two docs rep clicks to finish.

Only after rep initials and finishes each agreement, will the agreements be sent to the customer’s email.

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Customer Checks Email

Once you sign both docs, the customer will receive (2) emails.

Each email will include one agreement. One for the PPA and One for the ESSA.

The emails are marked with a Sign-Your-Document button to get started.

Customer opens the PPA email.

Customer signs the PPA: (6) initials and (1) signature.

Customer opens the ESSA email.

Customer signs ESSA: 


Once they finish signing they will receive an email with a copy of the doc.




Expiring Docs

A Quote is Good for 14 Days


When you create a quote

on the portal…

It’s good for 14 days after it’s

been created.


That means after 14 days, the quote will expire.

After 14 days, if you want to send an agreement to a customer for signing…

You’ll need a new quote. There is a short-cut for non-combo customers.





Sent Docs are Good for 2 Days


If you send docs to a customer,

they must be signed

within 2 days of

being sent


Once the agreement hits their inbox, the customer has 48 hours to sign it before it expires.

After 48 hours after sending, if the customer wants to sign …  

You’ll need to re-send the agreement.



If a customer tries to sign expired docs they will get an error message telling them the docs are expired and no longer exist.


When you Send and Resend Docs

On the Active Quotes tab, after you send docs you'll see the Send Agreement button will disappear. 
The Contract Expires date will will reflect the 48 timeframe the customer has for signing.
At any point during that 48 hours you can click the Send Reminder button to send an automated email to the customer.

After 48 hours the Send Agreement button will come back. 
You can click it to resend. The customer will receive a new agreement email, and have a fresh 48 hours in which to sign it. The Contract Expires date will reflect that nee time frame.



The signing process for re-sent docs is the same:
  1. Sales reps receives an email with the docs
  2. Sales resp clicks to open, the initials the agreement
  3. Customer receives email with the docs
  4. Customer clicks to open then signs the agreement.


Expired Docs (over 14 days old)

Once a quote is over 14 days old it be listed on the Archived Quotes tab for 30 days.

A new quote must be made in order to resend.

With Solar-only and Storage-only quotes, you can hit Revive Quote

Land in Quoter Tool, Customer info is already populated.

Enter in the system information, submit and send.




For combo customers (solar + storage in a single quote):

If one side is signed (for example solar is signed) and the storage isn’t signed…
The unsigned storage agreement will expire after 48 hours and be deleted.
If the customer wants to sign for storage later, you need to start with a new quote form scratch on the quoting tool.





Change Orders


When a rejection requires a re-sign, a change order must be used. This closes the old job and creates a new project in the portal and new documents for signing.

Simply creating an additional quote is no longer an option. Only one quote is allowed per customer and the change order process takes care of that requirement.

When a change order is needed, it will require some coordination between Sales and Project Management because this takes place on the project detail page


Corrections requiring a Change Order include:

  1. Customer name or address typo
  2. Turn-Key Amount
  3. Solar System Size
  4. Year 1 Production
  5. Battery System Size

Change Order Process
  1. Click Change Order from the Project Detail page
  2. Select a Change Order Criteria from the drop down and Submit
  3. You land in the quoter tool for the new quote
  4. Complete the missing fields.
  5. Submit the change order. This will close the old job and create the new one
  6. Send your new docs
  7. After signing, underwriting starts on a new project/NTP page







Bifurcated Deals

The solar and storage will be managed as two separate projects, with two separate timelines in the portal.

Each project will have its own docs submitted independently of the other

There are more details about project bifurcation in the Operations update.





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