The Ultimate Guide to Choosing the Best CRM for Solar Companies in 2025: Top 7 Picks

1.Hubspot CRM

HubSpot CRM stands out as a top choice for solar companies in 2024. HubSpot CRM offers a free option and seamless integration with marketing tools.

Its powerful reporting and analytics tools make it great for solar companies wanting to use inbound marketing strategies to attract customers online.

If you want to grow your solar company using inbound marketing strategies like blog writing and SEO, you should consider HubSpot.

It offers many useful features to help you, like a blog post writing tool that allows you to create content directly from the CRM.

The image above shows a blog post generated using HubSpot's blog writing tool.

What are the pros of using Hubspot CRM?

Here are some of the pros of Hubspot CRM:

• The intuitive design enhances user experience


• It has customisable structures that cater to specific business needs


• HubSpot combines sales, marketing, and support tools to streamline operations


• It’s a no-code tool. So people that aren’t tech-savvy can use it


• It’s widely used, so there are plenty of free training resources available

What are the cons of using Hubspot CRM?

Despite its numerous advantages for solar companies, Hubspot CRM comes with some drawbacks, especially for solar companies.

• Hubspot can become costly for smaller solar businesses due to add-ons


• It lacks intuitive customization for complex sales environments


• The tool struggles with data management issues like duplicate entries


• Its mobile experience falls short compared to the desktop version

2.Salesforce Sales Cloud

Salesforce Sales Cloud is another leading CRM software to consider for your solar company.

It offers many features designed to enhance your sales team's efficiency and productivity.

Just like Hubspot CRM, Salesforce is also widely used. Currently, approximately 150,000 companies use Salesforce.

Here are some of the features Salesforce Sales Cloud comes with:

• User-friendly contact and lead management


• Opportunity tracking


• Seamless sales collaboration


• Robust sales analytics


• AI-powered insights


• Mobile accessibility


• Seamless email integration


• Lead scoring abilities

What are the pros of using Salesforce Sales Cloud?

Adopting Salesforce Sales Cloud will streamline your business operations and unlock the following benefits:

• Better lead management


• Improved customer relationships


• Improved lead conversion


• It comes with productivity-boosting automation and collaboration features


• AI-powered insights


• It can integrate with a lot of other software

What are the cons of using Salesforce Sales Cloud?

Salesforce Cloud is a great CRM. But, it also comes with its fair share of disadvantages, such as:

• Users have reported concerns regarding the platform's complexity


• The advanced features come at a high cost


• Customising the CRM is challenging and requires technical expertise


• The customer support offered can be slow


• Setting up and maintaining integrations with third-party applications is complex

It’s important that you take these drawbacks into account before you sign up for Salesforce Cloud.

The last thing you want is to introduce your team to a CRM that’s frustrating to use.

So, if your team isn’t tech-savvy, keep on reading for more user-friendly solar CRM options.

3.SPOTIO

If you're looking to streamline your solar field sales team's operations, SPOTIO is an excellent CRM to consider.

Specifically designed for outside sales teams, SPOTIO boosts sales productivity and performance, making it a top choice for solar and energy industry field sales

With its intuitive mobile application and desktop app, SPOTIO is very beneficial for solar companies that do a lot of door-to-door sales.

So if your sales team does a lot of field selling, then you should consider SPOTIO.

Here are some things SPOTIO does well:

• Customer mapping


• Task automation


• Appointment management


• Multi-channel communication

Other handy features of SPOTIO are:

• SPOTIO has mobile apps and desktop versions


• It has built-in sales route planning software


• Offers geo-based sales rep tracking


• Automatic data capture, enhancing efficiency and productivity in solar sales operations

To understand why SPOTIO is a great CRM option, let's dive into the advantages it offers.

Here are the pros of using SPOTIO for your solar company's sales operations:

Pros of using SPOTIO

• Enhanced sales efficiency: SPOTIO's automatic data capture and sales route planning features allow your sales team to spend less time on admin and more time selling.


• SPOTIO’s customer mapping and geo-tracking features enable you to see the routes taken by your sales reps.


• SPOTIO has great pipeline tracking features, allowing your managers to monitor the progress of your deals at any stage.

SPOTIO offers many advantages for solar field sales teams. But it's important to consider the following cons before making your decision.

The cons of SPOTIO

• SPOTIO is tailored for residential services and is not as effective for companies in the B2B arena.


• Compared to other CRM options, SPOTIO falls short in offering in-depth reports.


• Some users have reported problems with mapping accuracy, which can affect route planning and overall efficiency.


• Integrating SPOTIO with other popular CRM platforms like HubSpot or Zoho CRM is tricky and requires a Zapier subscription.


• SPOTIO’s mobile app appears to be more suitable for Android users than Apple users. The app has over 10,000 downloads and a rating of 3.4 stars on the Google Play store.


• On the Apple App Store, it only has a 1-star rating and significantly fewer downloads, suggesting that the app could have performance issues on iOS devices

Another top contender in the solar CRM market for 2024 is Zoho CRM.

Let's dive into the key features and benefits of using Zoho CRM for your solar company.

4.Zoho CRM

Since its launch in 2005, Zoho CRM has become a staple in the CRM industry, used by over 50,000 organisations in more than 160 countries.

Its versatility and comprehensive features have made it a popular and widely used CRM.

Zoho CRM is particularly well-suited for small and medium-sized businesses.

Let's delve into what makes Zoho CRM a standout option and how it can benefit your solar company.

Key features of Zoho CRM

Zoho CRM has many core features that help solar companies manage their customer relations well.

Here are some of its standout features:

• Customisable Sales Stages: This allows you to tailor your sales pipeline to match your specific processes, ensuring every stage of the sales journey is clearly defined and easily managed.


• Automation and Workflow Management: Zoho CRM can automate routine tasks for you and create custom workflows to boost your efficiency.


• Multi-Channel Communication: Engage with your customers through email, phone, social media, and live chat, all from within the CRM.

What are the pros of using Zoho CRM?

Here are some of the main benefits of using Zoho CRM:

• Zoho CRM offers a free plan that comes with many useful features, making it an option for small solar companies and startups.


• Zoho CRM’s user-friendly design ensures that your team can quickly adapt and maximise its capabilities.


• Zoho CRM offers a full refund (so if you aren’t satisfied during your first month of using it you won’t lose any money).


• Some of Zoho CRM’s features, like customisable sales stages and lead tracking, are great for solar installation businesses.


• It allows users to manage multiple projects and sales pipelines with ease.

What are the cons of using Zoho CRM?

Despite Zoho CRM being a great CRM software for solar companies in 2024, it has shortcomings.

Here are some of the drawbacks of using Zoho CRM:

• Users on lower-tier plans face restrictions on the number of users and features available. Advanced tools like predictive analysis are only accessible on higher-priced plans.


• While the free plan is beneficial, it lacks crucial features like sales forecasting, extensive customisation options, and seamless integrations with other tools.


• Some users have expressed dissatisfaction with Zoho’s customer support. Resolving technical issues can sometimes take quite some time.

Now, let's move onto the next CRM software on our list, Zendesk Sell

5.Zendesk Sell

Founded in 2007 in Denmark and now headquartered in San Francisco, Zendesk is a leading CRM trusted by over 200,000 customers worldwide.

Zendesk Sell, a strong competitor to Salesforce, is designed for large organisations needing more advanced features and integrations.

It comes with analytics tools, custom dashboards, third-party integration support, and a document library, making it ideal for solar companies with large teams and multiple departments.

Zendesk was originally a customer service platform, but gradually expanded into CRM, so it excels in customer service and sales management.

Let's explore the key features of Zendesk Sell and how they can benefit your solar company.

Key features of Zendesk Sell

With its user-friendly interface and robust features, Zendesk Sell is a top pick for solar companies seeking a versatile CRM in 2024.

Here are some of the features it offers:

• Customisable Workspaces: Tailor your workspace to fit your specific needs, ensuring a more personalised and efficient workflow.


• Email Syncing: Sync emails directly within the CRM, ensuring all communications are easily accessible and organised.


• Efficient Lead Tracking and Organisation: Easily track and organise leads, helping your team stay on top of potential sales opportunities.


• Task Management: Manage tasks effectively with built-in task management tools, helping your team stay on track and productive.


• Automation Tools: Streamline workflows with automation tools, reducing manual tasks and boosting efficiency.

Pros of using Zendesk Sell

Here are the main Zendesk Sell benefits to know about:

• Email Services Integration: Zendesk connects with popular email services like Gmail and Office 365, centralising your communications within the CRM.


• Zendesk provides an easy-to-navigate platform, ensuring a smooth user experience for all team members.


• Zendesk has lead scoring abilities to identify and prioritise high-potential leads, allowing your team to focus on the most promising opportunities.


• Zendesk enables the automation of sales emails, saving time and ensuring consistent communication with leads and customers.


• Zendesk offers a mobile app for accessing important data and managing tasks on the go, designed for convenience and productivity.

Cons of using Zendesk Sell

While Zendesk Sell is a reliable CRM to choose, it's important to be aware of the following limitations if you’re thinking of choosing Zendesk Sell for your company.

Here are some common disadvantages Zendesk Sell users face:

• Some users find that there is a bit of a learning curve when initially using Zendesk Sell.


• Zendesk Sell does not come with built-in marketing automation tools, which may require additional software for comprehensive marketing management.


• Some users report having difficulties reaching customer support and getting timely responses.


• There have been reported instances of email delays, which can affect timely communication with leads and customers.


• The reporting capabilities in Zendesk Sell are sometimes seen as limited compared to other CRM options.


• Some users feel that the features and customer service provided with the highest-priced plan do not justify the cost.

6.Insightly CRM

Founded in 2009 in Perth, Australia, and now headquartered in San Francisco, USA, Insightly CRM has established itself as a modern and versatile CRM solution.

Despite having a significantly smaller team compared to CRM giants like Salesforce, HubSpot, and Zendesk, the unique features that Insightly offers still brings value to solar companies of all sizes.

Designed to integrate with Google suite products like Google Calendar, Google Meet, and Google Ads, Insightly CRM offers a user-friendly platform that’s perfect for solar businesses already using Google’s productivity tools.

Insightly is a great CRM to choose if you’re looking for a user-friendly modern CRM.

What are the key features of Insightly CRM?

Now let’s discuss the key features that make Insightly CRM a compelling choice for your solar business.

• Seamless Integrations: Insightly integrates with over 2,000 apps, enhancing the functionality and connectivity of your CRM.


• Mass Email Capabilities: Send bulk emails to leads and customers, making it easier to manage large-scale email campaigns.


• Customisable Reports and Project Management Workflows: Tailor reports and project management workflows to fit your business’s specific needs.


• Automated Workflows: Automate repetitive tasks, like lead prioritisation to save time and increase productivity, so your team can focus on more important activities.


• Project Management: Utilise project management tools to keep projects on track and ensure timely completion.

What are the pros of using Insightly CRM?

Here are two lesser-known advantages of using Insightly CRM which I haven't mentioned above:

• Web and Mobile Access: Access Insightly CRM on both web and mobile devices, ensuring you can manage your operations from anywhere, at any time.
• It’s simple to set-up and use.

What are the cons of using Insightly CRM?

While Insightly CRM offers many advantages, it's important to be aware of the following drawbacks that may impact your decision:

• Absence of Phone Support: Insightly does not provide phone support, which can be a limitation for users who prefer direct communication for resolving issues.


• Limited Workflow Automation on Lower-Tier Plans: Workflow automation features are restricted on lower-tier plans, which may limit the efficiency gains for smaller businesses.


• Additional Cost for Built-In Dialer and Call Routing: The built-in dialer and call routing features are available only as add-ons, requiring an additional purchase.

Now, let's discuss the final CRM on our list, ActiveCampaign CRM

7.ActiveCampaign CRM

Founded in 2003 and headquartered in Chicago, United States, ActiveCampaign has grown to become a leading CRM solution in 2024.

Known for its robust features and user-friendly interface, ActiveCampaign CRM offers a range of tools specifically tailored for solar businesses.

Whether you’re managing customer relationships, automating marketing efforts, or enhancing sales processes, ActiveCampaign CRM provides the capabilities needed to streamline and optimise your operations.

Key features of ActiveCampaign CRM

Here are a few core features that make ActiveCampaign a useful CRM software:

• Advanced Email Marketing Automation: ActiveCampaign offers advanced email marketing automation, ensuring timely and personalised communication with leads and customers.


• CRM Integration: It seamlessly integrates with other CRM tools, creating a unified and efficient customer management system.


• Lead Scoring: ActiveCampaign provides lead scoring to help prioritise and focus on the most promising leads, enhancing sales efficiency.


• Segmentation: The platform allows for segmentation of contacts based on various criteria, facilitating more targeted and effective marketing efforts.


• User-Friendly Interface: The user-friendly interface makes it easy to navigate, ensuring a smooth experience for your team.


• Robust Analytics: ActiveCampaign offers robust analytics, providing insights into marketing campaigns and customer interactions for data-driven decision-making.

Pros of ActiveCampaign CRM

• Simplified Deal and Contact Management: ActiveCampaign simplifies deal and contact management, emphasising progress tracking to keep your sales pipeline organised and efficient.


• Variety of Free Tools: ActiveCampaign offers a variety of free tools, such as CRM templates, content calendars, and a subject line generator. These resources are accessible to all users, enhancing overall efficiency and productivity.


• Comprehensive Sales and Marketing Automation: ActiveCampaign excels in automating both sales and marketing processes, reducing manual tasks and increasing efficiency.


• Excellent Customer Support: The platform is known for its responsive and helpful customer support, assisting users with any issues they may encounter.


• Scalability: ActiveCampaign is scalable, making it suitable for solar companies of all sizes, from small businesses to large enterprises.

Cons of ActiveCampaign CRM

While ActiveCampaign CRM excels in simplifying deal and contact management for solar companies, it does have limitations that you should consider before selecting it.

• ActiveCampaign lacks a free plan, starting at $49/month, making it pricier compared to other options.


• The reports dashboard lacks customisation seen in Salesforce or Microsoft Dynamics, affecting easy access to detailed reports.


• Exporting deal lists requires setting up an API call. So if you aren’t tech-savvy you might struggle to do this.

Why do solar companies need a CRM?

Now that we’ve discussed the top CRM solutions for solar companies, let’s address an important question: why do solar companies need a CRM?

You might have wondered, "Why do I need a CRM? Can't I just use Excel spreadsheets, Google Sheets, or another free productivity tool?"

Unfortunately, these tools won't offer your business the same level of functionality and efficiency that a CRM provides. So adopting a CRM is a must.

Here are 5 reasons why all solar companies need a CRM.

1.For better sales pipeline management

Effectively managing your sales pipeline and navigating the complexities of the solar industry requires a CRM tailored to your company’s unique needs.

A CRM enhances sales pipeline management by providing a centralised platform to track leads, automate follow-ups, and prioritise opportunities efficiently. With a CRM, you can streamline your sales process, ensuring no potential customer falls through the cracks.

Most of the CRM tools that we discussed above have features like lead scoring, segmentation, and real-time visibility into sales activities.

These features optimise your sales pipeline for maximum efficiency.

Additionally, CRM software allows you to forecast sales more accurately, identify bottlenecks in your pipeline, and ultimately drive higher conversion rates.

2.For Improved Customer Service

Enhancing customer service is one of the main reasons to adopt CRM software for your solar company.

A CRM empowers your team to deliver exceptional support and build lasting relationships with clients.

But how does it do this?

CRM tools, like the ones mentioned in this article, integrate customer support features that allow you to track and resolve issues efficiently, ensuring prompt and satisfactory resolutions.

With access to detailed customer histories, your support team can provide personalised assistance, leading to higher customer satisfaction and loyalty.

In the competitive solar market, going the extra mile for customers is more important than ever.

Superior customer service leads to positive reviews and more referrals, driving your business's growth.

3.For Increased Customer Retention

Getting a good CRM system is essential for your business to enhance customer retention and drive long-term growth.

Customer retention is vital for sustained profitability. A CRM tool helps build stronger customer relationships, leading to increased loyalty and repeat business.

By using a CRM system, your teams can personalise interactions, track your customer’s preferences, and provide tailored services to them. This fosters a sense of value and loyalty among your clients.

For example, your solar panel installation team can customise interactions by sending personalised follow-up emails after installation. They can ask customers about their satisfaction and any issues they might have.

They can also set reminders for routine maintenance check-ins and offer exclusive deals or upgrades based on the customer’s history and preferences.

This level of attention will show customers that they are valued, increasing their likelihood of staying with your company and recommending your services to others.

4.A CRM Enables Data-Driven Decision Making

A CRM system gives you valuable insights about your customers, making it easier for your solar company to grow strategically.

By analysing customer data through a CRM, your team can better understand customer behaviour and purchasing patterns.

This helps you make informed decisions on product development and marketing strategies.

Detailed sales performance analytics help set realistic targets, improve conversion rates, and streamline sales cycles.

With historical data, forecasting and market analysis become more accurate, leading to better sales and marketing plans. Improved customer segmentation allows for targeted marketing campaigns, making them more relevant to your audience.

Using CRM analytics to track interactions maximises customer lifetime value, fostering loyalty and revenue growth. Embrace data-driven decision-making with a CRM for greater business success.

For example, your company can use CRM data to identify which types of solar panels are most popular among different customer segments.

Suppose data shows that residential customers prefer more affordable panels with good efficiency ratings, while commercial clients favour higher-end panels with advanced features.

Your company can then tailor its marketing strategies accordingly, highlighting affordability and efficiency for residential clients and advanced features for commercial clients.

This targeted approach will not only improve customer satisfaction but also increase your sales conversion rates, ultimately boosting your company's bottom line.

5.For Time and Cost Efficiency

A CRM will help your solar company maximise time and cost efficiency by streamlining operations and optimising customer interactions.

By reducing manual effort and associated costs through efficient data management and process automation, CRMs enable significant savings.

This increased efficiency allows for a more agile and responsive approach to customer interactions and overall business operations.

A CRM will help your solar company prioritise tasks, manage leads effectively, automate proposal creation, and streamline project tracking.

These features not only save time but also translate into cost savings over the long run.

For example, if your corporate website receives many business inquiries and contact form submissions daily, a CRM can automatically capture these leads and score them based on predefined criteria.

It can then assign them to the appropriate sales representatives.

CRMs can also automate the creation of personalised proposals and track the progress of each project from initial contact to completion.

By automating these tasks, your team can focus on higher-value activities. This ensures prompt follow-ups and efficient project management.

This automation not only saves time but also reduces costs, ultimately improving your company's bottom line.

5 Key Features to Look for in a Solar CRM

Having discussed the benefits of implementing a CRM system for your solar company, it's important to understand which features will deliver the most value.

When selecting a CRM for your solar business, you need to ensure it aligns perfectly with your unique needs.

Next, we'll be discussing the key features to look for in a solar CRM. This will help you enhance efficiency and maximise your sales potential in the competitive solar market of 2024.

Let's explore what features make a CRM effective for solar companies.

1.Customisation for Solar Industry Needs

When choosing solar CRM software, look for customisation features tailored to solar businesses.

These should include the ability to create custom fields for unique project details, integrate solar-specific terminology, and adapt workflows to match the industry's sales cycle.

Customisation ensures that the CRM aligns perfectly with your solar company's processes. This makes it easier to track leads, manage projects, and communicate with clients in a way that resonates with the solar industry.

By selecting a CRM that offers tailored customisation options, you set your solar business up for success in a competitive market.

2.A CRM that Improves Lead and Sales Management

Enhancing lead and sales management is crucial when selecting a solar CRM system that aligns with your company's processes and goals.

Choose a CRM that effectively manages leads by associating them with specific projects.

The CRM should enable you to follow up with clients at various sales and installation stages, assign project status flags, and send out emails, text messages, updates, and proposals.

The system should also allow for easy viewing, filtering, sorting, editing, and assigning of leads to team members based on the specific stage of their solar project.

This streamlined process ensures efficient communication and task delegation within your solar business, leading to improved productivity and better sales outcomes.

3.Customer Communication and Follow-Up

To effectively manage customer communication and follow-ups in a solar CRM system, look for features that streamline interactions and ensure timely responses throughout the sales and project lifecycle.

Prioritise automated email and SMS capabilities to maintain prompt communication with leads and customers.

A good CRM should offer customisable templates for personalised messages, automated follow-up reminders, and integration with calendar systems for seamless appointment scheduling.

Additionally, advanced CRM systems provide performance analytics on communication efforts, allowing you to track engagement levels and optimise your follow-up strategies.

By prioritising customer communication and follow-up features in your solar CRM selection, you can enhance customer relationships, drive sales, and improve overall business efficiency.

4.Integration with Solar Tools and Software

For peak efficiency and seamless operations in your solar business, prioritise CRM software that integrates smoothly with essential solar tools and software.

Your CRM should work well with solar design software like OpenSolar and financial calculators, enhancing your workflow.

Look for enterprise-level CRM software that integrates with other apps such as sales, accounting, project management, and team communications, providing a comprehensive solution.

By ensuring integration with tools that align with your business operations, you can streamline processes and minimise errors.

Simplicity is key—opting for a capable CRM can eliminate inefficient systems in your operations.

Consider examples like Aurora Solar’s ability to integrate with most CRM platforms for effective contract management.

This integration capability will ensure that all aspects of your solar business are connected, making your operations more efficient and effective.

5.Reporting and Analytics

Robust reporting and analytics in a solar CRM can help your business make informed decisions and drive growth. Accurate data is vital for optimising strategies.

So, look for a CRM that offers detailed reporting to track sales performance, customer behaviour, and other key metrics.

These features provide insights into your operations, helping you identify areas for improvement and make data-driven decisions.

How to Choose the Best Solar CRM for Your Business

Selecting the right solar CRM for your business involves several important steps.

Next, we'll guide you through the process of choosing the best solar CRM for your business.

By the time you finish reading this, you’ll have everything you need to make an informed decision that aligns with your business’s requirements.

Assess Your Business Needs

To select the best solar CRM for your business, start by evaluating your specific needs and requirements in the solar industry.

Consider the size of your business, the volume of leads and projects you handle, and the level of automation and customisation you require.

Determine if you need features like solar-specific lead scoring, project proposal generation, or integration with design software.

Assess your team's capabilities and identify areas where a CRM could streamline operations and boost efficiency.

Understanding your business needs will guide you in choosing a CRM that aligns with your goals and helps overcome any challenges you encounter.

Consider the CRM Tool's Ease of Use and Accessibility

It's also crucial to consider the degree of difficulty involved in using the CRM.

The ease of use and accessibility of a CRM tool can play a huge role in influencing the effectiveness of your solar company’s operations and performance.

Even the most feature-rich platform may go unused if it proves challenging to use.

So ensure that the CRM you choose has an intuitive interface and accessible support resources to seamlessly integrate the software into your daily operations.

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