Sidestepping the Split Incentive Problem
What makes a C&I solar prospect worthwhile for your company?
Maybe your team focuses on areas with specific incentive bonuses at the local or national level, or works with utilities to provide community solar and front-of-the-meter opportunities on large warehouse rooftops. Maybe your team focuses on companies with ESG or net-zero commitments, where the company or their owning party has expressed green goals but doesn’t know how to implement them yet.
All these questions can be addressed by our SolarScope platform, but in our customers’ experience, one stands out above the rest: building ownership. Nothing wastes more time for a C&I solar sales team than calling a company that’s interested in solar only to realize that the entity owning the building is not the same as the one paying the power bill. This is a classic problem of split incentives - if the building owner is investing in a productive asset, but those gains materialize in lower costs of power, who should foot the bill? Tax credits and other incentives make the picture even more complicated: how should these gains be shared?
Many organizations have methods for addressing this challenge, but even time-tested strategies require hours of explanation and complex agreements that often leave nobody feeling like they get a great deal. We want to accelerate the adoption of solar that makes sense because we think that gigawatts of no-brainer solar opportunities remain untapped.
SolarScope identifies every owner-occupied building in your service area. With easy filtering and sorting for your custom database, lower customer acquisition costs by avoiding time-consuming split incentive sales efforts.
That’s why SolarScope filters your sales efforts for owner-occupied buildings, separating the wheat from the chaff and focusing your efforts on the easiest possible sales. We use a fuzzy matching algorithm to compare parcel ownership records with company names scraped from the web to identify buildings with a high certainty of avoiding the split incentive problem. SolarScope doesn’t catch catch every owner-occupied building (although we’re working on a more inclusive solution that takes into account holding companies and other complex relationships), but we have a statistically significant degree of confidence that your team will spend far less of its time working through muddy split-incentive relationships and far more of its time making sales.
We want SolarScope to be your go-to-market copilot: our platform brings you the information at your fingertips to build data-driven marketing and sales strategies, backed by an enriched understanding of the buildings, ownership structures, and company profiles that signal solar adoption in your geography, all in one place. We are hard at work building new features for a tool that goes beyond prospecting, answering the first three questions your sales teams want to ask before they make the first call. Ready to make your sales team twice as efficient with data that meets the needs of your business? Email zach@maia-analytics.com or reach out to our company via LinkedIn to schedule a free demo call and service analysis.
