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How Big Dog Solar grew revenue by 40%

American solar panel installation company Big Dog Solar offers its customers a comprehensive service, taking them through the process of sales, property validation, installation and aftercare.

  • Industry: Technology
  • Location: USA
  • Key feature: Deals management

Upgrading to Pipedrive’s Professional tier gave the company the sales data visibility they needed to hone their sales process and drive considerable revenue growth.


Big Dog Solar has increased revenue by 40% with Pipedrive


One rep has tripled his revenue after utilizing Pipedrive


All 24 team members using Pipedrive have benefitted from the tool

The challenge

Big Dog Solar wanted to extract data about their sales practices to understand what techniques were working best for them and which sources were generating the best leads. The solution also needed to be easy to use for both sales and marketing and provide visibility into the success of both teams’ processes.

Given the number of different touchpoints covered by Big Dog Solar, the company had to work through a complex sales and marketing process. In order to improve operations and grow their revenue, the team was looking for a tool that would help them convert new leads and support good communication with their existing customers.

A small percentage of solar companies do everything from A to Z in terms of designing the systems, getting them permitted and ready to install, doing that install, and then sorting out maintenance and the warranty service down the line. We are one of those companies.

Mitch WorkmanDigital Marketing Director, Big Dog Solar

Being able to create additional dashboards and things within our Insights reports so that we could get different views for different user types and groups, that was the primary reason for the upgrade. There were a few other secondary reasons, like being able to create separate groups and some of the security features.

Mitch WorkmanDigital Marketing Director, Big Dog Solar

The solution

Having under-utilized their access to Pipedrive’s Essential plan, the Big Dog Solar team realized that upgrading to Professional was the way to go.

Pipedrive also gave Big Dog Solar “visibility on the different layers of how things were happening and where the bottlenecks were, those kinds of reports have become really insightful and valuable for us.”

Another benefit Big Dog Solar realized with Pipedrive was the ability to add integrations from the Pipedrive Marketplace to tailor their CRM experience to their needs.

The results

Since making the push to improve their sales and marketing processes, Big Dog Solar has seen growth increase by 40%, with Mitch saying that Pipedrive has been integral to that. Now, 24 team members are on the tool.

Even the team members who are using a few of Pipedrive’s features and still getting to grips with the tool have seen benefits, but the impact on one individual rep (who wasn’t very experienced in using software) has been particularly impressive.

“It’s proven the concept that even a little bit of work and oversight in Pipedrive can exponentially help you manage your business and grow your sales numbers.”

Pipedrive has been the keystone, because it’s enabled us to keep track of everything from visibility and management but also add the reps and keep track of their prospects a little better.

Mitch WorkmanDigital Marketing Director, Big Dog Solar

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