Solar Company Manages 300% Growth with Quickbase Lead Tracking App
Roof Diagnostics (RDI), a leading home solar integration company, was poised for significant growth. Thanks to an innovative expansion strategy, the New Jersey company was about to double in size and move into four more states. But RDI would need to make major process improvements to keep pace with growth — particularly when it came to managing the high volume of leads the company was generating through more than 300 kiosks in Home Depot stores.
With help from VeilSun, RDI was able to automate key tasks with an innovative application built on the Intuit Quickbase platform. The result is a scalable solution that allows RDI to effectively qualify leads, schedule appointments, and manage rep visits using real-time data in Quickbase.
“The typical CRM solutions on the market did not feel right for our business. Our business is unique and progressive- we didn’t want a cookie cutter solution,” said Kelcy Pegler Jr., CEO and co-founder of RDI. “It was important that our software platform provided the information and process framework to reflect our business and its fast, real-time pace. Without Quickbase this would not have been possible.”
Outgrowing free web services
RDI had an outstanding delivery reputation and an innovative way to introduce new customers to their products and services, which led to a huge increase in revenues — from $8m in 2011 to $31m in 2012.
However, RDI was managing its whole business on spreadsheets and free web services. In order to maintain their level of delivery and satisfaction, company leaders knew they would need to centralize their workflow into a single system. Roof Diagnostics would need to move quickly to prepare for both planned and unplanned growth and propel them into market leading performance.
As a technology visionary, RDI CEO Kelcy Pegler Jr. tasked his IT partner, TechPromise, to find a solution through use of a flexible cloud platform, and to find a partner to implement it. Enter Intuit Quickbase and VeilSun.
Building the Quickbase solution
VeilSun first held a workshop with Roof Diagnostics to define their workflow and needs. Within a few weeks, we were able to release an initial Quickbase application to replace the company’s currently distributed lead tracking system that sat in major big box stores around the area.
In-Store Appointment Scheduling
By integrating Google Maps into the Quickbase app, in-store representatives can:
- Enter customer information
- Set solar appointments for customers based on Roof Diagnostic resource availability
- Verify the home location with the customer via map pin on a Google Map in order to reduce missed appointments
- Leverage satellite photos to create estimates, cutting lead-to-close time by 100% and improving customer satisfaction through fewer needed appointments
Another significant challenge was matching scheduled appointments with available reps. To solve this, VeilSun created specialized screens comparing rep schedules with maps to make scheduling more efficient.
Using these integrations, RDI was able to set 50% more appointments per rep while optimizing logistical costs. The company was also able to track the results of each appointment in real-time. This whole process now took minutes, when it used to take hours.
The Quickbase application implemented by VeilSun allows RDI to:
- See the progress of all appointments from a single dashboard so they can address bottlenecks
- Streamline communication through a single operational system
- Obtain reports easily so they can make data driven management decisions and respond to hot button issues.
Once again, with the help of an expert partner in VeilSun and the workflow capabilities of Quickbase, a business was able to create a platform that reflected their business instead of trying to contort their tasks and processes into an alternative platform. Automating their sales and operations in a short amount of time provided the foundation for Roof Diagnostics to continue to drive their explosive growth.