Sales readiness and support
Configuration and quote management
Incentive and compensation management
The solar market is experiencing a new wave of growth driven by government incentives, energy transition goals, and increasing demand for green solutions from both businesses and households. But behind this race toward solar adoption lies a management complexity that many companies in the sector know all too well: handling commissions and incentives for installers.
Between bonuses, resale margins, productivity-based rewards, and affiliate programs, commission calculation quickly becomes a maze. And in a sector where commercial and technical networks operate at scale with dozens or even hundreds of partners, mistakes or delays in payments can significantly affect operating costs and salesforce motivation.
This is where photovoltaic SPM (Sales Performance Management) software comes into play: an approach that integrates technology, data, and processes to automate the entire incentive lifecycle—transforming it from a purely administrative task into a strategic growth engine.
In the photovoltaic industry, incentive structures are anything but simple. Installers may be rewarded based on a wide variety of criteria: number of systems installed, total capacity, completion time, installation quality, guaranteed self-consumption percentages, or even final customer satisfaction.
Many companies manage this data across separate platforms—CRM systems, Excel spreadsheets, project management tools—creating a fragmented environment that leads to errors, delays, and disputes. The result?
Lack of transparency in calculations and payment rules
Reconciliation errors between commercial and technical data
A significant impact on installer motivation and perceived fairness.
According to research by SolarPower Europe, more than 60% of companies in the sector report difficulties managing incentive systems and payment processes in a coordinated way, causing efficiency losses of up to 15% in operational cycles.
A Sales Performance Management (SPM) system allows companies to digitize the entire commission and incentive management process for PV installers. In practice, a single platform gathers and integrates data from:
CRM and sales systems
Design and installation software
Production monitoring platforms
Billing and payment modules
Each installation becomes a “performance event” that updates the commission system in real time, automatically calculating bonuses, rewards, and incentives.
For the company, the benefits are clear:
Elimination of calculation errors and reduced processing time
Greater transparency and trust within commercial and technical networks
Full control over incentive program profitability
Dynamic alignment between actual performance and business goals.
Digitizing incentives doesn’t only simplify accounting – it also strengthens motivation and engagement across the installer network.
An advanced SPM system can transform performance data into gamification tools, rankings, and reward experiences, creating healthy competition and continuous improvement.
Imagine an installer who can use their app to see their real-time score, accumulated bonuses, and position in the national ranking. Or a sales manager who can update an incentive campaign with one click to boost a new line of inverters or high-efficiency modules. Transparency becomes the new fuel for motivation.
In this wave of digital transformation, Apparound stands out as a pioneer of an integrated approach. After reshaping the sales ecosystem with a suite that combines CPQ and Sales Enablement – managing quotes, contracts, and electronic signatures seamlessly – the company has now expanded its platform to include automated commission and incentive management.
This new capability brings commercial negotiation and commission calculation together in a single environment, offering a complete, real-time view of the entire sales and compensation cycle.
For the photovoltaic industry – where response speed, data accuracy, and trust between companies and installers are essential – this integration represents a generational leap in managing commercial networks.
