IndyGen case study: a power plant developer's move into commercial rooftop solar

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power plant developer we recently Diversified into the commercial and industrial space and we we have an offering to to that space bringing from the utility scale down to the commercial industrial you know we believe there is a good market for people who do what we do to to now go more direct and onsite rooftop nice and how long have you been working with us so far I think we've been in an around a couple of months now maybe a month so yeah Rel relatively new but you know I've got to be honest it's an exciting partnership

you know we we we get a lot out of it we get a kick out working together clearly so you know it's it's very exciting Beginnings brilliant and what sort of sparked your interest you know about like kind of what we do in the first place so I think the we're a power plant developer we're very antisocial we don't speak to very many people we don't need to so with in in that sense the understanding customer Outreach and and Making Connections in that way it's not our field of expertise you know we built all the f in silence so

it's yeah we we we we know what the offering is we we speak serly we understand the commercial offering the benefit everything we can what we don't have is is connections to customers on a on a wider scale so when we go to the commercial industrial sector you're dealing with multiple customers now that's that's quite unusual for the utility scale we don't deal with multiple customer channels so to to create them is is not really within our field of expertise and the traditional route and the S of oldfashioned route of getting to sales director and networks and

and doing that yeah it's available but it's it's quite a heavy investment with no guarantee of return because you're gambling you're gambling on the guy you pick and there's no there's no real guarantee that he's going to be able to generate quality leads or and so that is the biggest barrier to the market for us is is gam is gambling so like you going to roll the dice on some sales guy on that note have you ever worked with any other like external agencies or hired in so yeah no there is I think we I kind of know the mark

so one of our installer subsidiaries has used lead generation before so and it was rubbish it was multiple selling multiple leads and yeah it was it was just garbage unqualified yeah rubish so to be I you know blly honest we approached TNW with caution because it's like previously lead generation companies have been let down and and that hasn't been the case with TNW is very much more qualified targeted specific it's much more collaborative you're not just getting a lead and then selling it to a load of different people and a race to the bottom it it it's much more

Ain to have an inhouse team than an external lead generation company yeah really appreciate that and yeah what would you say the sort of average deal sizes that we're bringing to you guys right now so the deal sizes that we've seen so far are pretty ideal two to 300 kilowatt systems now th those are ideal for us because the decision making process is is going to be a lot faster cuz those are smaller companies with really family companies with small groups of directors who can make quick decisions so in terms of getting the the Machinery moving those are

ideal deal sizes anything bigger than that you're into a much longer gestation period before decisions made because you got boards to go through it's like a Conn and all that as well yeah absolutely would you say sorry then would you say that our pricing model is scalable for you guys yeah yeah it said we're very much open to to more markets on this year so yeah I think it it works well for us at the minute the feedback from the the other guys is yeah these are a good qualified leags and if you if you compare the cost

of what we're paying to you know the the yard sck would be what would it cost us to have brought in someone internally and we' be paying those wages and I think that we are doing better with TNW than we would with a an internal guy whose job it was to be generating leads appreciate that I think that's kind of where we want to be you know rather than bring someone in have to train them months and months of understanding the market you know Outsource to a team that's already doing it performance basis work yeah and I mean you get a

lot of sdrs nowadays still doing onetoone emails still going out door knocking that sort of thing yeah reach all of the people in a day and then hit different markets and pivot into different things week by week you know so yeah yeah yeah yeah know absolutely and I think in the commercial sector I don't I don't think there's a problem with that some some people think like volume marketing can be sort of negative connotations but in the commercial scale I actually I don't agree with that I think it's a question of trying to reach these people at the end of the

day all right it might be an unwanted email some people don't like that well it gives a [expletive] we weren't going to speak to him before anyway so and yeah one last question would you recommend us to other companies looking for more commercial deal flow no no no oh oh man no yeah I don't want a competition here yeah look we yeah we want to build on what we're doing well yeah you know honestly yeah hesitant to recommend because I don't want a competition that's appreciate that it's like it's like everywhere we go you wanna it's like all

right I'll take them yeah up Australia yeah I love them well we but we've been in Australia so we we've we've built there we've there for