For solar professionals
Solar salespeople: add energy procurement
You already collect the bill and talk about the cost of electricity. Procurement lets you get paid on the commercial prospects solar has to walk away from.
Commercial solar reps disqualify most of what they touch: the roof is leased, the structure will not hold, the credit does not clear, the interconnection queue is two years long, or the owner simply will not sign a 20-year obligation. Every one of those prospects still buys electricity every month. Energy procurement converts a dead lead into a signed contract in days — using the same utility bill you already asked for.
Same opening, same bill
Nothing changes about your discovery. The bill you collect for a solar proposal is the exact input for a procurement audit.
No engineering, no permits
No site survey, structural review, financing package, or interconnection. Bill to signed contract can happen inside a week.
Layer it with solar
Supply contracts are structured with bandwidth tolerance so a future array does not create penalties. Sell both.
The leads you are throwing away
Look at your last hundred commercial conversations. The disqualified pile is usually the majority of the pipeline, and it is worth money.
- Leased roofs and short remaining lease terms
- Shaded, undersized, or structurally unsuitable roofs
- Credit-declined or thin-file commercial entities
- Multi-year interconnection queues in constrained ISOs
- Owners unwilling to sign a 20–25 year PPA
- Tenants who do not control the roof but do control the meter
Why procurement is an easier close
A supply contract has no capital expenditure, no construction, no roof penetration, and no long-term encumbrance on the property. The customer keeps their utility, keeps their meter, and keeps their service — only the supply line item on the bill changes.
That means the objection set is short and the decision maker is often the same person who was already reviewing your solar numbers.
Keeping the sustainability story
If your brand is built on clean energy, procurement does not undercut it. We can quote renewable-content and REC-matched supply products, and we structure terms so an on-site array installed later does not trigger bandwidth penalties. Many reps use procurement as the bridge product: sign supply now, revisit generation at renewal.
Frequently asked questions
Why should solar reps sell energy procurement?
Procurement closes the deals solar cannot. Leased roofs, shaded or undersized roofs, credit-challenged sites, and long interconnection queues all still buy electricity — and you can monetize them today instead of disqualifying them.
Does a supply contract conflict with a solar project?
No, when it is structured correctly. We use bandwidth tolerances and term lengths that anticipate on-site generation so the customer is not penalized for reduced consumption after PTO.
How fast is the sales cycle compared to solar?
Dramatically faster. A supply deal can go from bill collection to signed contract in days, with no site survey, engineering, financing, permitting, or interconnection.
What about community solar and RECs?
We can pair supply contracts with renewable content or REC-matched products, so your sustainability pitch stays intact even on sites where rooftop solar is not viable.
How is commission paid?
In mils per kWh across the contract term, split 50/50 with Keystone and paid 100% upfront as a lump sum at contract execution.
Monetize the commercial leads solar can't serve
50/50 commission split, 100% upfront commission payments, and a sales cycle measured in days instead of quarters.