Photovoltaics has become a key sector, growing alongside the rising demand for energy in recent years. This technology taps into a renewable and clean energy source, making it especially well-suited for residential use. Across Europe, solar power has emerged as the leading form of renewable energy. In 2021, installed capacity hit a record 25.9 GW, largely thanks to public policies driven by the Green Deal.
Currently, Germany, Spain, the Netherlands, Poland, and France are leading the European photovoltaic market. Meanwhile, countries like Denmark, Sweden, Belgium, and Portugal are steadily increasing their investments in solar energy. In Italy, progress is underway, but challenges remain particularly due to outdated systems and the slow uptake of modern technologies.
Amid rising energy costs and an increasing social focus on sustainability, the market is shifting towards digital solutions for a new generation of sales consultants. Today, the sales process goes beyond simply estimating the price of a system; salespeople need to guide customers, customize offers and bundles, ensure regulatory compliance, and close deals quickly and efficiently.
This guide explores the role of CPQ (Configure, Price, Quote) software in the photovoltaic industry—a vital tool for driving sales digitalization, boosting efficiency, and delivering a modern, personalized buying experience for customers.
Chapter 1: The Challenges of the Traditional Sales Process
Many companies still rely on general-purpose tools to manage their sales processes – using Excel spreadsheets for quotes, word documents for contracts, and emails or messaging apps to share offers and contracts. While familiar, these methods come with significant drawbacks:
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Preparing offers takes a long time and is prone to errors
- There is no centralized overview of the entire sales process
- Each salesperson has their own methods, making it difficult to standardize effectively
In the photovoltaic industry, this outdated approach is no longer sustainable. Managing a wealth of information – technical specifications, regulations, incentives, and component compatibility – requires a sales workflow that is smooth, easily updated, and fully traceable. Companies that continue to rely on manual processes risk not only falling behind competitors but also hindering the quality of the customer experience.
Chapter 2: What Is a CPQ? Why is it Essential in Photovoltaics?
CPQ stands for Configure, Price, Quote—a type of software that helps people configure a product or service, calculate its price based on predefined rules, and generate a professional quote. In the photovoltaic sector, where every offer is a customized project, CPQ is a natural and powerful solution.
A photovoltaic-specific CPQ system enables you to:
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Present up-to-date price lists, brochures, and multimedia content
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Configure complete systems including solar panels, energy storage batteries, and accessories
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Manage discounts, incentives, and regulations (such as the Superbonus 110%)
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Collect customer information and generate final contracts
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Enable digital signatures, even remotely
All of this happens within a single app accessible from smartphones, tablets, or desktops – even offline – making the sales process faster, more accurate, and more convenient.
Comparison of Sales Management Approaches in Photovoltaics
|
Approach |
Advantages |
Disadvantages |
Best Fit |
|
Excel Sheets and Manual Processes |
- High flexibility |
- Time-consuming |
Small companies just starting out |
|
Generic CRM + External Tools |
- Manages customer database and sales pipeline |
- Lacks technical configuration |
Multi-service companies not focused on photovoltaics |
|
Rigid Vertical Software |
- Sector-specific basic structure |
- Limited customization |
Companies with simple, stable processes |
|
Integrated CPQ (e.g., Apparound) |
- Guided configuration |
- Requires initial onboarding and training |
Growing companies aiming for efficiency and scalability |
Chapter 3: Concrete Benefits of Digitalizing a Sales Force
Digitizing sales does not only mean speeding up the process. It also means increasing the quality of interactions, the effectiveness of proposals and control over the data collected.
With Apparound, sales people can build an exciting and intuitive sales path, personalized for each customer. During a meeting, they can show technical and sales material, select the most suitable offer combinations, verify regulatory compatibility, and estimate the price of the offer in real time. All documents, including spec sheets, are automatically attached and it can be signed immediately, in person or digitally.
The advantages translate into:
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Faster offer configuration
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Eliminating errors through guided configuration
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Quicker, more professional negotiations
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Better customer perception
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More oversight and traceability of the process
Chapter 4: CPQ and CRM/ERP Integration
An effective CPQ system must seamlessly connect with the company’s existing infrastructure. Apparound integrates smoothly with CRM, ERP, and document management systems, automating the entire workflow – from data collection to contract creation and archiving. Product data sheets are automatically attached, and contracts can be completed manually or populated with data pulled directly from other systems.
This integration creates a unified digital ecosystem that eliminates redundant tasks, shortens back-office processing times, and enables the sales team to focus more on building strong customer relationships.
Chapter 5: Success Stories: Solarplay and Lenergia
Solarplay: Standardization and Speed
Solarplay, an Italian company specializing in the design and installation of photovoltaic systems, faced the challenge of accelerating its sales process while ensuring consistency. By adopting Apparound, Solarplay cut the time needed to prepare quotes to just about ten minutes. The platform enabled the seamless collection of all necessary documents and facilitated digital signatures ll within a single customer session. This transformation boosted productivity, enhanced the company’s professional image, and significantly increased the conversion rate of sales opportunities.
Lenergy: Control and Automation for the Sales Network
Lenergy implemented Apparound to bring more structure to its sales network, aiming to improve data quality and ensure compliance with documentation requirements. Leveraging CPQ automation, Lenergy accelerated contract generation, gained real-time visibility into agent activities, and drastically reduced administrative errors. These efficiency gains strengthened customer relationships and elevated overall business performance.
Chapter 6: How Apparound Is Applied to the Photovoltaic Sector
Apparound is available as a native app for smartphones and tablets, as well as a web app compatible with all major desktop browsers. This ensures that sales consultants always have access to a professional, reliable tool—anytime, anywhere, even offline.
Presentation of Content
When a photovoltaic sales consultant opens the app, they find a dedicated section for marketing materials that are always up to date. These resources can be tailored based on the consultant’s profile and the sales context, ensuring presentations are both consistent and personalized.
The app is designed to create a direct, engaging, and emotionally compelling sales experience. Customers can independently explore system features, review available options, and gain a clear understanding of the entire offer.
Offer Configuration
During a consultation, the salesperson can select products from the price list tailored to the customer’s needs. The configurator guides each choice according to company rules, eliminating the risk of errors. For instance, if a product qualifies for the Superbonus 110%, the system automatically excludes incompatible options—such as the Ecobonus—ensuring that all proposals are accurate and compliant.
Apparound also includes features specifically designed for the photovoltaic sector, such as:
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Collection of customer data and technical system details
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Complete configuration options including panels, batteries, and accessories
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Automated management of pricing and invoice discounts
The result is a smooth and consistent user experience that benefits both sellers and buyers alike.
Contract Generation
After configuring the offer, the system automatically attaches all relevant technical datasheets to the shopping cart, making them accessible at any time. The final contract can be generated either manually or automatically, thanks to seamless integration with the company’s CRM or ERP systems.
Closing the Deal and Signing the Contract, Even Remotely
Apparound enables sales to be finalized in person with a digital signature on a tablet or remotely via a secure link and OTP sent by SMS. Customers access a dedicated portal where they can review the offer, explore related multimedia content, and sign the contract safely and conveniently.
The Future of Sales Is Already Here
Phovoltaic salespeople can no longer rely on disconnected tools and fragmented processes. The market’s evolution demands a significant leap forward—one where digitalization plays a central role.Apparound is the perfect solution for this transformation: an all-in-one platform that combines flexibility, automation, seamless integration, and professionalism. With Apparound, salespeople evolve into trusted consultants, and the sales process becomes simple, fast, and highly effective.
Request a personalized demo. We’ll show you how to digitalize your sales network in less than 30 days.
