CRM launches solution to automate integrator sales

PipeRun, together with its clients, designed a solution to automate sales of solar energy integrators. According to Fausto Reichert, CRO at PipeRun, the platform works to generate total autonomy for customers. “The challenges in the solar energy segment go beyond email rules or active prospecting by phone. They involve complex problems, statistical calculations and in-depth knowledge of the segment to generate a proposal, in addition to integrations with paid media such as Google or Facebook ADS,” he says.

“Our functionality configurator by segment is constantly evolving and winning over customers, bringing autonomy to any acquisition channels, such as inbound, outbound, resale or referrals. And without the need or dependence on developments or technical hours of customizations”, details Reichert.

While the PipeRun team speaks to thousands of companies each month, its CRM software collects and tabulates the data from the surveys it conducts. During this process, market information presented an opportunity to specialize in a segment that was already served by the platform: solar energy.

Working together with a group of the company’s clients, a new resource for analysis, calculations and proposal generation was created — containing all the necessary data, in addition to graphs and comparisons of return on investments in the sector. The tabulated data was transformed into CRM resources. “Understanding the needs of leads and listening to customers makes perfect sense to us. This way, we were able to return everything in improvements to services and technological resources on the platform. And we continue to help companies in Brazil grow and reach their sales goals,” says Cezar Gehm, CEO of PipeRun.

Solar production based on city location

The launch of the energy calculator brought even more segmented specializations to CRM. One of the main points was the resource on the energy generation capacity according to the geolocation of cities. Thus, within the calculation functionality, the registration of all Brazilian municipalities and their potential according to the solar position is included.

The new feature makes all calculations according to the module and inverter kit selected in the proposal, generating the results that will be the basis for the segment's commercial proposal on the platform. Given the various suppliers (industries and distributors) and the standardization of their nomenclatures, registering modules and inverters is a challenge for all integrators. With this in mind, PipeRun developed a national registry for its customers.

Industries and distributors that have not yet been included can contact PipeRun's support team to update their module and inverter registrations by brand, model and power. In addition, customers can register cables and fixing structures themselves. Even the executive project document or the document for approval by the dealership can be included and signed electronically on the platform.

Insurance and financing are part of the project

To support its customers, the platform has data collection forms for insurance and financing, where centralizing data will facilitate sales and the release of credit to end customers. Data collection occurs via the app, from a technical perspective, with simple photos and uploading of documents, or by sending forms via WhatsApp to end customers — who can then input images or files on their data, facilitating operational control of this task.

Some banks and insurance companies have already made integration options available. And to make connection easier, PipeRun's APIs have been updated. This means that all banks and insurance companies can integrate to automatically receive collected data and sales opportunities from integrators.

Proposal automation and calculator

Specialization is not a mere generalist functionality. On the contrary, it is part of a constant search for product developments in a segmented manner, with in-depth knowledge of each sector. With the platform's segment configurator, portable resources are created, without the need to make customizations for each client.

The calculator took eight months to develop, from the conception of the idea to the execution of the project. The effort involved PipeRun’s customers, product team, sales team, customer service and market. “When faced with each complex sales process that customers bring to us, we are happy to seek solutions, understand and catalog them. This partnership with users leads to continuous improvements in the product, reduces technical dependencies, generates specializations and renews our restless spirit”, says Osvaldo Gehm, the company’s CTO.

“Watching our clients grow, hiring new people for their teams and watching their businesses prosper makes us satisfied with our purpose of helping Brazil. We are entrepreneurs just like our clients, and we see ourselves with the same challenges as our clients. And this way, we can always understand and help them”, concludes Gehm.