Managing a solar business means handling dozens of tasks — from lead generation and proposal creation to project installation and customer support. Relying on spreadsheets or scattered tools can quickly become messy and inefficient. That’s where a CRM (Customer Relationship Management) system comes in. For solar companies, the right CRM can simplify sales, improve communication, automate workflows, and boost conversions — all while saving time.
What Makes a CRM Suitable for Solar Businesses?
A solar-focused CRM should handle more than just customer data. It must help track leads, manage proposals, monitor installations, handle permits, and connect your field teams. Key features to look for include:
• Lead capture from multiple sources like your website, ads, or referrals.
• Proposal and design integration to generate accurate system estimates.
• Workflow and permit tracking to follow every project stage.
• Automation for follow-ups and reminders.
• Integration with solar design tools, financing options, and accounting software.
• Mobile access for field teams who work outside the office.
Top 10 CRMs for Solar Companies:
1. HubSpot CRM 🔗
HubSpot is one of the most popular CRMs worldwide, and it’s a great option for solar businesses that want to streamline sales and marketing. It helps capture leads automatically, nurture them with email campaigns, and track every customer interaction. The interface is simple, and the free version offers plenty of features. However, solar-specific tools like system design or permit tracking will require integrations.
2. Salesforce 🔗
Salesforce is the most powerful and customizable CRM on the market. It allows solar companies to build custom workflows for every step — from lead generation to post-installation support. You can integrate solar design software, manage complex projects, and get deep reporting insights. The only downside is cost and complexity; it may require setup support or a dedicated team to manage.
3. Zoho CRM 🔗
Zoho CRM offers an excellent balance of affordability and functionality. It helps manage leads, automate follow-ups, and integrate with other tools, such as Zoho Books or solar design platforms. It’s ideal for small to mid-sized solar businesses. While it doesn’t come with built-in solar-specific features, it’s highly customizable and easy to use.
4. Pipedrive 🔗
Pipedrive is one of the most user-friendly CRMs available. Its visual pipeline helps track leads and project stages clearly — perfect for small and medium solar installers. You can easily see which deals are in the design, proposal, or installation phase. However, it lacks more advanced project management and permitting features, so larger companies may find it limited.
5. Insightly 🔗
Insightly combines CRM with project management, making it ideal for solar companies that want to track everything from initial contact to final installation. It lets you manage tasks, assign team roles, and monitor progress in one place. It’s great for growing teams, but may need some customization to fit solar-specific needs.
6. Shape CRM 🔗
Shape is designed with field sales teams in mind, which makes it a perfect match for solar companies with door-to-door or on-site sales staff. It automates follow-ups, prioritizes leads, and integrates communication channels like calls, emails, and texts. It’s a robust system, but it may be too advanced or costly for smaller teams.
7. SPOTIO 🔗
SPOTIO focuses on field sales management, mapping, and territory tracking. For solar companies that rely on field reps to generate leads and close deals, SPOTIO provides a clear view of sales performance. It’s great for team accountability, though it lacks built-in tools for design, proposals, or permitting.
8. Freshsales (by Freshworks) 🔗
Freshsales is simple, affordable, and packed with automation tools. It’s excellent for managing communication and follow-ups. The system’s AI-based insights help identify the most promising leads. It’s a great starting point for solar startups, but advanced solar workflows will require some customization.
9. SolarGraf 🔗
SolarGraf is built specifically for solar companies. It lets you create quick and accurate proposals, integrate financing options, and even design solar systems. This platform is tailored for solar workflows, making it perfect for installers who want an all-in-one sales and design solution. The only catch is that it focuses more on the sales process than long-term project management.
10. WHSuites 🔗
WHSuites is another solar-specific platform that combines CRM, project scheduling, and marketing automation. It’s designed for businesses that want a single tool to handle everything — from leads to installation. It offers solid workflow management and reporting features. However, as a newer platform, it may not have as many integrations as older CRMs like HubSpot or Salesforce.
How to Choose the Right CRM for Your Solar Business:
When picking a CRM, start by assessing your team’s size, workflow, and budget.
• Small solar companies should prioritize ease of use and cost-effectiveness — tools like Zoho CRM, Pipedrive, or Freshsales are great choices.
• Medium-sized companies that handle more installations can look at Shape, Insightly, or WHSuite for project and workflow management.
• Larger enterprises may benefit from the deep customization and scalability of Salesforce or HubSpot.
Also, make sure the CRM integrates with your existing tools, like solar design platforms, financing systems, or marketing software.
Conclusion:
A CRM is the backbone of a modern solar company. It keeps your leads organized, your sales pipeline clear, and your projects on track — from the first customer call to the final installation.
Whether you’re a startup solar installer or an established enterprise, investing in the right CRM can transform how you manage customers and grow your business. Explore the options above, take a few demos, and find the system that best fits your team’s workflow and goals.
