TL;DR: Sunbase is the best dedicated solar CRM for teams with 10+ reps. JobNimbus is the best all-in-one for residential EPCs that need CRM plus project management. OpenSolar is the best free option for solo installers. Aurora Sales Mode is best if you already pay for Aurora design. HubSpot wins for marketing-led teams. Salesforce + ZingSolar wins for 50+ employee enterprises. Zoho is the cheapest customisable option. Pair any of these with SurgePV to handle design, simulation, and engineering deliverables.
The U.S. residential solar market installed roughly 6.8 GW in 2025, worth around $15 billion in revenue (SEIA/Wood Mackenzie, 2025). With customer acquisition cost above $3,000 per install in most metros, losing 15% of qualified leads to weak follow-up costs a 20-rep installer $200,000 to $400,000 a year.
That is the gap a CRM closes. The right one cuts your sales cycle, raises close rates, and removes the manual data entry between design tools and your pipeline. The wrong one wastes admin time and lets warm leads die in “Proposal Sent” because nobody set a financing call task.
We tested seven platforms against the way solar actually sells: 60-180 day cycle, 8-12 distinct stages, integration with solar design software, permit tracking by AHJ, and financing handoff. The seven below cover every realistic combination of size, budget, and workflow.
In this guide:
- The 7 best solar CRM platforms in 2026, ranked by use case
- How solar pipelines differ from generic B2B (and why it matters)
- Pricing, integrations, and trade-offs for each platform
- Which CRM to pick by team size and project type
- How to integrate your CRM with design and proposal tools
Quick Comparison: 7 Best Solar CRM Software Platforms
| Platform | Best For | Solar-Specific | Design Integration | Pricing | Rating |
|---|---|---|---|---|---|
| Sunbase | Dedicated solar sales teams | Yes | API (Aurora, SurgePV, HelioScope) | $100-300/user/mo | 9.2/10 |
| JobNimbus | All-in-one residential EPCs | Yes | API (Aurora, SurgePV) | $25-60/user/mo | 8.8/10 |
| OpenSolar | Budget / solo installers | Yes | Native built-in | Free (basic) | 8.3/10 |
| Aurora Sales Mode | Design-first workflows | Yes | Native (Aurora only) | Included in license | 8.0/10 |
| HubSpot Sales Hub | Marketing-led teams | No (customisable) | Via Zapier | $20-150/user/mo | 8.0/10 |
| Salesforce + ZingSolar | 50+ employee enterprises | Add-on layer | Custom API | $150-300+/user/mo | 7.9/10 |
| Zoho CRM | Budget customisation | No (customisable) | Via Zapier | $14-20/user/mo | 7.8/10 |
Quick verdict: Solar-specific CRMs (Sunbase, JobNimbus, OpenSolar, Aurora) win on speed-to-value for under-50-employee installers. General CRMs with solar layers (HubSpot, Salesforce, Zoho) win at scale and for multi-business-unit firms. Whichever you pick, SurgePV handles design, shadow analysis, simulation, and proposals while your CRM owns the relationship.
See how SurgePV connects to your CRM →
Why Solar Companies Need an Industry-Specific CRM
Generic CRMs miss the parts of solar that matter. Three reasons stand out.
The solar sales cycle is 10x longer than generic B2C
A typical e-commerce purchase takes 1-7 days from awareness to close. A solar install takes 60-180 days from lead to PTO. That is not a longer version of the same workflow. It is a different workflow.
Generic CRMs ship 3-5 stages: Lead, Qualified, Proposal, Negotiation, Closed. Solar needs 12: Lead, Qualified, Site Survey Scheduled, Site Survey Complete, Design, Proposal Sent, Financing Approved, Contract Signed, Permits Submitted, Permits Approved, Install Complete, PTO Granted.
A lead idle in “Proposal Sent” for 14 days without a financing follow-up is a dead deal. A solar CRM knows that and sends the rep a task. Salesforce, out of the box, does not.
Solar pipeline needs design, proposal, and financing integration
A rep cannot send a proposal without a design. They cannot finalise a design without a site survey. They cannot sign a contract without financing.
Solar CRMs integrate with design tools (SurgePV, Aurora Solar, HelioScope), proposal platforms, and financing providers (Mosaic, GoodLeap, Sunlight Financial). When a design is approved in SurgePV, the CRM moves the deal to “Ready for Proposal.” When financing is approved, it moves to “Ready for Contract.” Without integration, reps re-enter system size, kWp, panel count, and inverter brand into the CRM by hand. That is 15-20 minutes per deal, every deal.
Generic CRMs require manual updates or custom API work. Salesforce solar customisation runs $10,000-50,000 in implementation cost.
Lead scoring is different in solar
In B2C e-commerce, lead scoring uses website visits, email opens, and cart events. Solar needs different inputs: roof type (composition shingle scores higher than tile), utility rate (high-rate areas score higher), property ownership (renters score zero), shading (heavy shade scores lower), credit score (financing eligibility), and timeline.
Solar CRMs include scoring tuned to those inputs. Generic CRMs need custom development.
Note
Solar sales cycles span 60-180 days with 8-12 stages, far more than the 3-5 stages most CRMs assume. A CRM that cannot track “Permit Submitted” separately from “Permit Approved” creates blind spots that cost deals.
The handoff from sales to operations
A “Closed-Won” deal in solar is not the end. It triggers a 30-90 day delivery process: permit, procurement, crew schedule, install, inspection, PTO. Solar CRMs hand off contract details, system specs, and customer data to project management automatically. Generic CRMs treat closed as final and let the data fall on the floor between teams.
When a Solar-Specific CRM Beats Salesforce (and When It Doesn’t)
Use a solar-specific CRM (Sunbase, JobNimbus, OpenSolar) if:
- Your company has fewer than 50 employees
- You process 50-500 leads monthly
- You need fast setup with minimal customisation
- Your team is not technical and needs plug-and-play
- You want native integration with solar design software and solar proposal software
- Your budget is $2,000-8,000/month for CRM
Use Salesforce or HubSpot with a solar layer if:
- You have 50+ employees with a dedicated CRM admin or RevOps team
- You process 500+ leads monthly across business units
- You need customisation beyond solar-specific features
- You already use Salesforce or HubSpot for adjacent business
- You have $10,000-40,000 upfront for customisation plus $5,000-15,000/month ongoing
- You need enterprise-grade security and audit trails
A 15-person solar installer can run a solar-specific CRM in 1-2 weeks for $1,500-4,000/month all-in. The same installer would spend $15,000-40,000 upfront plus $3,000-8,000/month to make Salesforce do the same things.
For 80% of solar installers, solar-specific CRMs win on speed and cost. Salesforce wins above roughly 50 employees and $25M revenue.
The 7 Best Solar CRM Software Platforms (2026)
1. Sunbase — Best Dedicated Solar CRM for Sales Teams
Rating: 9.2/10 | Price: $100-300/user/month | Sunbase | Sunbase review
Sunbase is built specifically for residential and commercial solar installers. For sales teams handling 100-500 leads monthly, it has the most complete solar feature set on the market.
What it does well:
The platform handles the full lead-to-install pipeline with solar stages: lead, site survey, design approved, proposal sent, financing approved, contract, permit, install, PTO. Each stage has automated tasks, email templates, and rep alerts.
Sunbase integrates with SurgePV, Aurora Solar, and HelioScope via API. When a design is approved in your design tool, Sunbase moves the deal forward automatically and triggers proposal generation.
Lead scoring uses solar-specific inputs: roof type, utility rate, property ownership, financing eligibility. A rep handling 40 active deals cannot manually track which leads need a survey nudge versus a financing call. Sunbase’s automation does that.
The platform also includes proposal tools, financing integration with Mosaic and GoodLeap, and AHJ permit tracking.
Pros:
- Most complete solar pipeline automation available
- Native API to SurgePV, Aurora, HelioScope
- Solar-specific lead scoring and reporting
- Built-in proposal and financing integration
- Permit tracking by jurisdiction
- Light project management features for post-contract
Cons:
- Higher price than JobNimbus for teams under 10 reps
- 2-3 week learning curve for advanced features
- Not designed for utility-scale projects
- Annual contract commitment required
Best for: Residential and commercial solar installers with dedicated sales teams (5-50 reps) processing 100-500 leads monthly who want solar pipeline depth without Salesforce complexity.
Pro Tip
The ROI question for Sunbase reduces to one number: conversion rate lift. If automation moves your qualified-lead-to-contract rate from 25% to 30% on 200 monthly leads, that is 10 extra contracts. At $30,000 average contract, the per-month gain typically exceeds the CRM cost by 10-100x.
Connect Sunbase with SurgePV →
2. JobNimbus — Best All-in-One CRM for Residential Solar EPCs
Rating: 8.8/10 | Price: $25-60/user/month | JobNimbus
JobNimbus started in roofing and expanded into solar. For residential EPCs that need both sales pipeline and project delivery in one tool, it is the best value on the market.
What it does well:
Sales stages flow directly into project stages: lead, qualified, survey, proposal, contract, permit submitted, materials ordered, crew scheduled, install complete, inspection passed, PTO. No handoff gap between sales and ops.
JobNimbus integrates with SurgePV and Aurora Solar via API or Zapier. The mobile app lets field crews update job status, upload photos, and mark tasks done from the rooftop, which updates the CRM record in real time.
For 5-25 employee residential installers, JobNimbus gives 80% of what Sunbase offers at 40-50% of the cost. The trade-off is less solar-specific automation and weaker lead scoring.
A 15-person installer can run sales, permitting, install, and customer service on JobNimbus for $750-1,500/month. The same coverage with separate tools costs $3,000-5,000/month.
Pros:
- Best value all-in-one CRM + project management
- Seamless sales-to-ops handoff (single platform)
- Mobile app for field crews
- Customer SMS and email automation included
- Document storage and financial tracking included
- Fast setup (1-2 weeks)
Cons:
- Less solar-specific automation than Sunbase
- Manual lead scoring configuration
- Reporting weaker than dedicated CRMs
- Smaller integration ecosystem than Salesforce or HubSpot
Best for: Residential solar EPCs (5-25 employees) handling 30-150 projects annually who want CRM and project management in one platform without integrating multiple tools.
3. OpenSolar — Best Free Solar CRM with Design Integration
Rating: 8.3/10 | Price: Free (basic) | OpenSolar | OpenSolar review
OpenSolar is a cloud design and proposal platform with free CRM included. For installers under 50 leads/month, it is the best free option available.
What it does well:
The free tier covers lead management, pipeline stages, design tools, proposal generation, and e-signatures, all in one platform. There is no separate CRM bill because Enphase, financiers, and module manufacturers fund the platform in exchange for partner data flow.
The integration between CRM and design is the tightest of any platform here. A rep moves a lead to “Qualified,” opens the same screen, drops panels on satellite imagery, runs an AI layout, generates a customer-facing proposal, and the deal updates to “Proposal Sent” without a single export.
The catch: CRM features are basic. No advanced scoring. Limited automation. Basic reporting. For solo or 2-5 person teams, that is usually enough. For 10+ rep teams, it is not.
OpenSolar’s paid tiers add financing integration, permit packages, and API access. Many startups upgrade tiers, then migrate to JobNimbus or Sunbase as they scale past 50 leads/month.
Pros:
- Free CRM, design, and proposal in one platform
- Tightest design-to-CRM integration available
- AI-powered layout from satellite imagery
- Professional customer-facing proposals
- Cloud-based, no install required
Cons:
- Basic CRM versus dedicated solar platforms
- 500 kW project cap on free tier
- US single-line diagrams require AutoCAD ($2,000/year)
- Project data shared with Enphase ecosystem partners by design
- Not built for teams over 10 people
Best for: Solar startups, solo installers, and small teams (1-5 people) under 50 leads/month who want design, proposal, and basic CRM in one free platform.
Further Reading
For a deeper teardown of OpenSolar’s strengths and limits, see our OpenSolar review.
4. Aurora Solar (Sales Mode) — Best CRM for Design-First Workflows
Rating: 8.0/10 | Price: Included in Aurora license | Aurora Solar | Aurora Solar review
Aurora Solar is the leader in AI-powered residential design. Its Sales Mode adds CRM pipeline tracking inside the same interface, so reps manage leads, designs, and proposals without switching apps.
What it does well:
Aurora’s strength is design speed. AI roof detection generates panel layouts in minutes. Sales Mode wraps a lightweight CRM around that workflow: lead in, qualify, design, proposal, accept, close, all inside Aurora.
For installers already paying $200-750/month for Aurora design, Sales Mode CRM is essentially free. That makes it the most cost-efficient CRM for existing Aurora users.
Sales Mode CRM features are basic. No advanced lead scoring, limited automation, simple pipeline stages. It works for installers whose sales process is design-centric. It does not replace Sunbase or HubSpot for teams that need multi-touch nurture, marketing automation, or sophisticated reporting.
Pros:
- Tightest integration with Aurora design platform
- AI design and proposal generation in minutes
- Included in Aurora license, no additional CRM cost
- 3D visualisation in customer-facing proposals
- Cloud-based, fast onboarding
Cons:
- Basic CRM versus dedicated solar platforms
- Limited lead scoring and automation
- No project management capabilities
- Only viable if you already use Aurora for design
- Limited integration with non-Aurora tools
Best for: High-volume residential installers already using Aurora Solar who want basic CRM tightly integrated with design and proposal workflow at no additional CRM cost.
5. HubSpot Sales Hub — Best General CRM for Marketing-Led Solar Teams
Rating: 8.0/10 | Price: Free tier; Starter $20/user/mo, Professional $100/user/mo, Enterprise $150/user/mo | HubSpot
HubSpot is the best general CRM for solar teams whose primary growth lever is inbound and content marketing. It pairs a strong free CRM with the deepest native marketing automation in the category.
What it does well:
HubSpot’s free tier covers contact management, deal pipeline, and basic email tools without contact-count limits on the free seats. Paid tiers add sequences, A/B testing on landing pages, automated workflows, and custom reporting.
For solar businesses running paid ads, content, SEO, and email nurture as the primary lead engine, HubSpot’s marketing-CRM integration is the most polished on this list. Lead source attribution, multi-touch revenue reporting, and sequence-based nurture work without external tools.
The catch: HubSpot is not solar-specific. You configure pipeline stages, custom fields for roof type and utility rate, and automation logic yourself. Plan 20-40 hours of admin work to build a solar-ready instance, plus Zapier ($20-50/month) for API integrations to design tools.
HubSpot also charges by Marketing Hub contact count beyond a free threshold. A solar business with 10,000+ leads can see Marketing Hub costs jump to $200-800/month even on Starter, before sales seats.
Pros:
- Best-in-class marketing automation natively integrated
- Strong free tier for small teams
- Excellent reporting and attribution
- Large integration ecosystem (1,500+ apps)
- Easy to learn versus Salesforce
Cons:
- No solar-specific features out of the box
- Marketing Hub costs scale with contact count
- Requires Zapier or custom dev for design tool integration
- Sales Hub Professional/Enterprise pricing comparable to Sunbase
- Not built for project handoff to operations
Best for: Solar businesses with marketing-led growth (paid ads, content, SEO) and 5-30 reps who want one platform for marketing and CRM, and who have an admin willing to configure solar workflows.
6. Salesforce + ZingSolar / SolarBooster — Best for 50+ Employee Enterprises
Rating: 7.9/10 | Price: Sales Cloud $80-330/user/mo + add-on $30-100/user/mo + implementation $5,000-25,000 | Salesforce
Salesforce is the right answer when solar is one of several business lines, when you have 50+ employees with a dedicated RevOps or CRM admin, or when you need enterprise security, audit trails, and unlimited customisation.
What it does well:
Salesforce on its own is generic. Paired with a solar-specific managed package (ZingSolar, SolarBooster, Vivint Smart Home’s solar instance, or a custom Salesforce DX implementation), it becomes the deepest, most extensible solar CRM available.
The customisation depth is the differentiator. Multi-business-unit revenue forecasting, territory routing across hundreds of reps, Einstein AI for lead scoring, and a 5,000+ app marketplace via AppExchange all work out of the box for teams that have the resources to use them.
Solar add-ons typically include: pre-built solar pipeline stages, AHJ tracking, financing integration with Mosaic and GoodLeap, design tool API connectors, and pre-configured solar reporting.
The downside is cost. Sales Cloud Professional is $80/user/month. Enterprise is $165. Unlimited is $330. Add a solar package at $30-100/user/month. Add implementation at $5,000-25,000. A 25-rep solar team on Salesforce + ZingSolar realistically lands at $150-300/user/month all-in plus a 4-12 week setup. That is 2-5x what JobNimbus or Sunbase costs.
Pros:
- Unlimited customisation depth
- Largest integration ecosystem
- Enterprise-grade security and audit trails
- Solar-specific managed packages mature and well-supported
- Einstein AI for lead scoring and forecasting
- Multi-business-unit and multi-currency support
Cons:
- Highest total cost on this list
- 4-12 week implementation typical
- Requires dedicated CRM admin or RevOps team
- Solar add-on packages add cost on top of base license
- Steep learning curve for non-technical users
Best for: Solar EPCs and developers with 50+ employees, multi-state or multi-country operations, dedicated IT and RevOps teams, and budget for $10,000-40,000 implementation plus $150-300/user/month ongoing.
7. Zoho CRM — Best Budget-Friendly Customisable CRM for Solar Startups
Rating: 7.8/10 | Price: $14-20/user/month | Zoho CRM
Zoho CRM is a general-purpose platform that solar startups customise into a workable solar CRM. For technical teams that want flexibility at the lowest possible ongoing cost, it is the best option on this list.
What it does well:
Zoho is a blank canvas. You configure pipeline stages for solar, create custom fields for roof type, utility rate, system size, and financing status, and build automation rules (auto-assign by territory, auto-send proposal follow-up at 3 days, auto-update stage when financing approves).
At $14-20/user/month, Zoho is 5-10x cheaper than Sunbase and 3-4x cheaper than Salesforce. A 10-person solar team pays $140-200/month versus $1,000-3,000.
The trade-off is setup time. Plan 20-40 hours to build a solar-ready Zoho instance. Sunbase ships ready in 2-4 hours.
A 24-month total cost comparison for a 10-rep team:
- Zoho: $2,000-4,000 setup + $140-200/month ongoing = $5,360-8,800
- Sunbase: $0 setup + $1,000-3,000/month = $24,000-72,000
Zoho wins on cost when you have an admin or technical co-founder. Sunbase wins on speed and depth.
Zoho integrates with SurgePV and Aurora via Zapier or custom API. The platform also includes Zoho Campaigns (email marketing), Zoho Desk (support), and Zoho Books (accounting), which makes it a small-business operating system rather than just CRM.
Pros:
- Cheapest customisable CRM on this list
- Full pipeline, field, and workflow customisation
- Zapier integration with SurgePV, Aurora, and other solar tools
- Email marketing and customer support included
- Free tier for up to 3 users
- Large ecosystem of Zoho apps
Cons:
- 20-40 hours setup time for solar customisation
- No solar features out of the box
- Learning curve for non-technical users
- Zapier subscription needed for design tool integration ($20-50/month)
- Support quality lower than Sunbase or Salesforce
Best for: Solar startups and small installers (3-15 people) with a technical team member who can invest setup time to build a customised solar CRM at the lowest possible ongoing cost.
Honorable Mentions
Scoop Solar — Field operations + CRM pipeline
Scoop combines CRM with field operations management. Best for installers with 10+ field crews handling 200+ installs annually. Includes vehicle tracking, route optimisation, and crew scheduling. Pricing: custom.
Shape Software — Solar lead management with marketing
Dedicated solar CRM with strong lead nurture and marketing automation. Built for solar dealers and installers focused on lead generation. Includes solar landing pages and multi-channel campaigns. Pricing: $100-250/user/month.
Enerflo — Sales-funnel-first all-in-one
End-to-end solar sales platform that combines CRM, design (own engine plus Aurora and Helio integration), proposal, contract, and financing in one funnel. Strong fit for solar dealers running door-to-door sales motion. Pricing: custom.
monday.com — Visual pipeline for solar
Highly visual Kanban-style CRM with strong customisation. Popular for solar teams that prefer board-style tracking. $10-20/user/month. Limited solar-specific features, but easy to configure.
Solar CRM Comparison Table
| CRM | Lead Mgmt | Pipeline | Design Integration | Project Mgmt | Pricing | Best For |
|---|---|---|---|---|---|---|
| Sunbase | Advanced solar | Full lead-to-PTO | API (Aurora, SurgePV, HelioScope) | Light PM | $100-300/user/mo | Dedicated solar sales teams |
| JobNimbus | Intermediate | CRM + project stages | API (Aurora, SurgePV) | Full PM | $25-60/user/mo | All-in-one residential EPCs |
| OpenSolar | Basic | Basic stages | Native built-in | No | Free (basic) | Budget / solo installers |
| Aurora Sales Mode | Basic | Design-to-proposal | Native Aurora | Design only | Included in license | Design-first workflows |
| HubSpot Sales Hub | Advanced | Customisable | Via Zapier | Via integrations | $20-150/user/mo | Marketing-led teams |
| Salesforce + ZingSolar | Enterprise | Unlimited custom | Custom API | Via add-ons | $150-300+/user/mo | Enterprise solar |
| Zoho CRM | Customisable | Fully customisable | Via Zapier | Via integrations | $14-20/user/mo | Customisable startups |
| Scoop Solar | Intermediate | Operations-focused | Limited | Full ops | Custom | Field-heavy installers |
| Shape Software | Advanced | Marketing-focused | API integrations | Light PM | $100-250/user/mo | Marketing-first solar |
| monday.com | Basic | Visual Kanban | Via Zapier | Strong visual PM | $10-20/user/mo | Visual pipeline teams |
How a Solar CRM Maps the Pipeline (Stage by Stage)
A solar CRM is only as useful as the pipeline it models. Here is how the best ones handle each stage.
Stage 1: Lead capture and qualification
What happens: Leads enter from website forms, referrals, paid ads, and canvassing. CRM auto-assigns by territory. Rep qualifies on property ownership, roof condition, utility rates, and financing eligibility.
CRM automation: Auto-assign by zip, auto-score on solar criteria, auto-send savings estimate email.
Tools needed: Lead source integrations (Facebook Lead Ads, Google Ads), solar lead scoring, territory routing.
Timeline: 0-3 days from lead to qualification.
Stage 2: Site survey
What happens: Rep schedules on-site or virtual roof assessment. Field tech captures roof measurements, shading, panel photos, and the utility bill.
CRM automation: Auto-confirmation SMS and email, auto-task for tech, auto-stage update when photos uploaded.
Tools needed: Mobile app, photo upload, scheduling calendar.
Timeline: 3-10 days from qualification to survey complete.
Stage 3: Design
What happens: Design team builds system layout in solar design software like SurgePV, Aurora, or HelioScope. Design sent to customer for approval.
CRM automation: Auto-trigger design request, auto-update stage on approval, auto-notify rep.
Tools needed: Design platform integration (API or Zapier), approval workflow.
Timeline: 5-14 days from survey to design approved.
Stage 4: Proposal
What happens: Rep generates proposal with financing options. Customer reviews. Rep follows up.
CRM automation: Auto-send proposal email, auto-task at 3 days if no response, auto-notify on customer view.
Tools needed: Proposal tool integration, view tracking, email automation.
Timeline: 1-14 days from sent to accepted.
Stage 5: Financing
What happens: Customer picks cash, loan, lease, or PPA. Rep submits to lender. Lender approves or declines.
CRM automation: Auto-submit to lender API, auto-stage on approval, auto-notify if more docs needed.
Tools needed: Mosaic, GoodLeap, Sunlight Financial integration.
Timeline: 1-7 days.
Stage 6: Contract and deposit
What happens: Customer e-signs. Deposit paid (10-30% of project cost). Deal moves to operations.
CRM automation: Auto-send for e-sign, auto-stage on signed, auto-trigger deposit invoice, auto-handoff to PM.
Tools needed: DocuSign or PandaDoc, payment processor, PM handoff workflow.
Timeline: 1-3 days.
Stage 7: Permits
What happens: Operations submits permit package to AHJ (Authority Having Jurisdiction). Permit approved or revision requested.
CRM automation: Auto-create permit task, auto-track status by jurisdiction, auto-notify customer on approval.
Tools needed: AHJ tracker, document storage, customer comms.
Timeline: 10-60 days, highly variable by jurisdiction.
Stage 8: Installation
What happens: Operations schedules crew. Install completes. Photos uploaded. Customer signs completion certificate.
CRM automation: Auto-schedule based on permit + crew capacity, auto-confirmation to customer, auto-stage on crew completion.
Tools needed: Crew scheduling, mobile field updates, completion forms.
Timeline: 3-14 days from permit to install complete.
Stage 9: Inspection and PTO
What happens: AHJ inspects. Utility grants Permission to Operate. System goes live.
CRM automation: Auto-schedule inspection, auto-track inspection and PTO status, auto-welcome email with monitoring instructions.
Tools needed: Inspection and PTO tracking by utility.
Timeline: 5-30 days from install to PTO.
Total pipeline: 60-180 days from lead to PTO.
Pro Tip
The most valuable CRM automation lives in the gaps between stages where deals die. Automate follow-up at 3 days post-proposal (before the customer forgets), 24 hours post-financing approval (strike while the iron is hot), and 7 days post-permit (stay top-of-mind during the long permit wait). These three rules alone tend to lift conversion by 15-25% in installers moving from spreadsheets to a real CRM.
Compare CRMs with integrated design →
Solar CRM and Project Management: Do You Need Both?
The biggest decision after picking a CRM is whether to use the same platform for project management or run separate tools.
CRM-first, PM-first, or all-in-one
CRM-first (Sunbase, Salesforce + separate PM tool):
- Strong sales pipeline, advanced lead scoring, marketing depth
- Needs PM integration, risks data sync issues, higher total cost
- Best for solar companies with 10+ reps where sales is the bottleneck
PM-first (Procore, BuilderTrend + separate CRM):
- Strong project delivery, scheduling, subcontractor management
- Weak sales pipeline, needs CRM integration, built for general construction
- Best for commercial EPCs on >500 kW projects where complexity is the bottleneck
All-in-one (JobNimbus, Scoop Solar):
- Seamless sales-to-ops handoff, single platform, lower training cost
- Less depth in both CRM and PM than dedicated tools
- Best for residential installers (5-50 employees, 50-300 projects/year)
When separate tools make more sense
Use separate CRM and PM if you:
- Exceed 50 employees with distinct sales and ops teams
- Run residential and commercial side by side with different PM needs
- Need enterprise-grade depth in both categories
- Have a dedicated IT team to manage integrations
- Need advanced sales features (ABM, multi-touch attribution) all-in-ones do not offer
- Need advanced ops features (resource planning, subcontractor portals) all-in-ones do not offer
For 80% of residential installers, an all-in-one like JobNimbus is the right call. For 80% of commercial EPCs, separate CRM and PM is the right call.
What Your Solar CRM Must Integrate With
A CRM is only as good as its integrations. The five connections that matter most:
Design tools (SurgePV, Aurora, HelioScope, OpenSolar)
When a design is approved in SurgePV, the CRM should auto-update the deal stage, system size, panel count, and inverter spec. No manual entry.
Best: Sunbase native API to SurgePV, Aurora, HelioScope. JobNimbus API. Salesforce custom API. Zoho via Zapier.
Proposal and financing tools
When a customer accepts a proposal, the CRM should auto-advance the deal. When Mosaic or GoodLeap approves financing, the stage should move to “Financing Approved.”
Best: Sunbase has built-in proposal and financing. Aurora has native proposal with financing partners. JobNimbus integrates with third-party proposal platforms.
Accounting (QuickBooks, NetSuite, Xero)
Deposits should create QuickBooks invoices. Final payments should sync both systems.
Best: Salesforce via AppExchange. Zoho native to Zoho Books. JobNimbus and Sunbase have QuickBooks integration.
Marketing (email, SMS, ads)
CRM syncs with Mailchimp, Twilio, Google Ads, and Facebook Ads for attribution and nurture.
Best: HubSpot natively. Salesforce via Pardot or Marketing Cloud. Zoho via Zoho Campaigns.
Project management and field ops
If running separate PM, the CRM must hand off cleanly. Contract signed in CRM creates a project in PM with all customer data and specs.
Best: Salesforce to Procore and BuilderTrend. JobNimbus has native PM. Sunbase has basic handoff.
Further Reading
Related guides: best solar sales software, solar quoting tools, and all-in-one solar software.
Not sure which CRM fits your stack? →
Solar CRM Pricing in 2026
Free tiers
- OpenSolar — Free CRM with design and proposal. Best for solo installers and startups under 20 projects/year.
- HubSpot — Free CRM with basic pipeline. Needs solar customisation.
- Zoho CRM — Free for up to 3 users.
Most installers outgrow free tiers within 6-12 months as automation and integration needs grow.
SMB ($20-100/user/month)
- JobNimbus $25-60/user/month — best all-in-one value
- Zoho CRM $14-20/user/month — best customisable budget option
- monday.com $10-20/user/month — best visual pipeline
10-person team: $250-1,000/month.
Mid-market ($100-300/user/month)
- Sunbase $100-300/user/month — best dedicated solar
- Shape Software $100-250/user/month — marketing-focused
- Salesforce Pro/Enterprise $150-300/user/month — enterprise customisation
20-person team: $3,000-6,000/month.
Enterprise
- Salesforce Unlimited $300+/user/month plus $10,000-40,000 implementation
- Scoop Solar custom pricing
50-person team: $10,000-20,000/month.
Hidden costs to watch
- Integration tiers: API access often locked behind higher plans (+$50-200/month)
- Zapier: $20-100/month for non-native integrations
- Training: $2,000-10,000 for Salesforce and complex deployments
- Customisation: $10,000-40,000 upfront for Salesforce solar workflows
- Add-on modules: Marketing automation, advanced analytics, API access often cost extra
- Per-contact pricing: HubSpot Marketing Hub charges by contact count beyond a free threshold; 10,000 contacts can add $200-500/month
When CRM pays for itself
Take a 15-rep residential installer doing 200 leads/month at a 25% close rate and $30,000 average contract value. Current monthly contracts: 50. Current monthly revenue: $1.5M.
Move close rate from 25% to 30% through automated follow-up and stage discipline. New monthly contracts: 60 (+10). New monthly revenue: $1.8M (+$300,000). Sunbase cost for 10 seats: ~$3,000/month. Net monthly gain: $297,000. Payback: under 30 days.
The lift assumption is the variable that matters. Most installers moving from spreadsheets to a real CRM see 3-10 percentage point improvements within a quarter. Even a 2-point lift pays for the platform within 30-60 days.
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How to Choose the Right Solar CRM for Your Business
By company size
- Solo or 2-3 person team: OpenSolar (free) or Zoho CRM ($14-20/user/month). Minimise cost while learning workflows. Upgrade when you cross 30 leads/month.
- 5-20 people: JobNimbus ($25-60/user/month) for all-in-one or Sunbase ($100-300/user/month) for solar pipeline depth. Connect SurgePV for design and proposals.
- 20-50 people: Sunbase or Salesforce + ZingSolar. $3,000-8,000/month range.
- 50+ people: Salesforce with custom solar modules. $10,000-25,000/month including customisation.
By project type
- Residential (3-15 kWp): JobNimbus, OpenSolar, or Sunbase. High-volume sales process needs proposal automation and integration with residential design tools.
- Commercial (50-500 kWp): Sunbase or Salesforce. Longer cycles need lead nurture and project tracking. Integrate commercial design software.
- Utility-scale (1 MW+): Salesforce with custom modules. Multi-year cycles, complex stakeholders, contract management.
By integration priority
- Design-first (most deals start with “show me the design”): Aurora Sales Mode or OpenSolar for native design-CRM workflow.
- Sales-first (lead nurture is the lever): Sunbase or HubSpot for advanced scoring and marketing automation.
- Operations-first (field execution is the lever): JobNimbus or Scoop Solar for crew scheduling, vehicle tracking, mobile field updates.
Decision matrix
| Use Case | Pick |
|---|---|
| Solo residential, 10-30 projects/year, tight budget | OpenSolar (free) |
| Growing residential team, 50-150 projects/year, need CRM + PM | JobNimbus ($25-60/user/month) |
| Dedicated sales team, 200+ leads/month, solar-specific automation | Sunbase ($100-300/user/month) |
| Already on Aurora for design | Aurora Sales Mode (included) |
| Marketing-led growth, 5-30 reps | HubSpot Sales Hub ($20-150/user/month) |
| Enterprise EPC, 50+ employees, unlimited customisation | Salesforce + ZingSolar ($150-300+/user/month) |
| Startup with technical team, want cheap customisation | Zoho CRM ($14-20/user/month) |
Further Reading
Related: best solar software for EPCs, solar O&M software, best solar software overall.
Compare options with SurgePV →
Why Your Solar CRM Works Better With SurgePV
The CRM versus design software question is a false choice. You need both, integrated.
How SurgePV complements your CRM
Your CRM owns relationships. SurgePV owns engineering. Together they cover the lead-to-install workflow without manual data entry.
The integrated workflow:
- CRM captures lead and runs qualification
- Site survey scheduled and completed
- SurgePV builds the design with AI layout, shadow analysis, and 8760-hour simulation
- Design data syncs back to CRM (system size, panel count, production estimate)
- SurgePV generates the proposal with financing options
- Customer acceptance moves CRM stage to “Contract”
- SurgePV generates the single line diagram in 5-10 minutes
- Contract, SLD, and permit package store in the CRM deal record
Without integration, the rep re-types system specs, panel count, and inverter brand into the CRM. That is 15-20 minutes per deal. For a team closing 50 deals a month, that is 12-16 hours of admin time. With integration, that time goes to selling.
SurgePV integration per CRM
| CRM | Integration Method | Capability |
|---|---|---|
| Sunbase | Native API | Full bidirectional sync of design and proposal data |
| JobNimbus | API or Zapier | Design approval triggers stage update |
| Salesforce | Custom API or Zapier | Bidirectional sync; SurgePV designs become Salesforce attachments |
| HubSpot | Zapier | Design and proposal events trigger HubSpot workflows |
| Zoho CRM | Zapier | Basic stage updates and document attachment |
| Aurora Solar | Parallel use | Many installers use Aurora for residential design speed and SurgePV for engineering depth (SLD, bankable simulation, complex shading, commercial) |
Front-office and engineering: division of labour
Your CRM is responsible for:
- Lead capture and qualification
- Rep assignment and territory management
- Follow-up tasks and email automation
- Customer communication and relationship tracking
- Pipeline visibility and forecasting
- Post-sale handoff to operations
SurgePV is responsible for:
- AI-powered solar system design
- 8760-hour simulation within ±3% of PVsyst
- Shading analysis with LIDAR precision
- Automated SLD generation in 5-10 minutes
- Professional proposals with financing
- P50/P75/P90 bankable reports
- Bill of materials with high accuracy
The most consistent driver of close rate in residential solar is proposal turnaround time. Installers that deliver proposals within 48 hours of site survey close at noticeably higher rates than those that take 7+ days. Integration is what makes 48-hour turnaround possible without burning out the design team.
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Conclusion: Pick the CRM That Matches Your Bottleneck
The right solar CRM depends on what is currently slowing you down.
Sales pipeline is the bottleneck: Sunbase. Best solar-specific automation, deepest pipeline, highest close-rate lift potential. $100-300/user/month.
Sales-to-ops handoff is the bottleneck: JobNimbus. CRM and project management in one tool. $25-60/user/month.
Budget is the bottleneck: OpenSolar. Free CRM with built-in design and proposal. Best for solo installers and startups.
You already use Aurora for design: Aurora Sales Mode. Included in your existing license.
Marketing is the lever: HubSpot Sales Hub. Best native marketing-CRM integration. Configure for solar.
You are 50+ employees with multi-line business: Salesforce + ZingSolar or SolarBooster. Most customisable, highest cost.
Customisation matters more than depth: Zoho CRM. Cheapest customisable option.
Whichever you pick, pair it with SurgePV for design, simulation, SLD, and proposals. CRM owns the relationship. SurgePV owns the engineering. Together they remove the 15-20 minutes of manual data entry per deal that drains every solar sales team.
Solar cycles span 60-180 days with 12 critical stages. Generic CRMs miss half. Solar-specific CRMs get them right from day one. The cost of running on a misfit CRM is not the subscription. It is the warm leads that stall in “Proposal Sent” because nobody set the financing call task.
Transparency
SurgePV publishes this guide. We use hands-on testing of each platform, official documentation, and verified user reviews on G2, Capterra, and SolarReviews. We acknowledge competitor strengths and source criticisms from public reviews and documentation. See our editorial standards.
Pricing Note
All pricing was verified against vendor websites in February 2026. Prices may have changed since publication. Verify current pricing with each vendor before purchase.
Frequently Asked Questions About Solar CRM Software
What is the best solar CRM software in 2026?
Sunbase is the best dedicated solar CRM for sales teams handling 100+ leads/month, with the deepest lead-to-PTO pipeline at $100-300/user/month. JobNimbus is the best all-in-one for residential EPCs that need CRM and project management together at $25-60/user/month. OpenSolar is the best free option for solo installers and startups under 50 leads/month. Aurora Sales Mode is best for installers already paying for Aurora design. HubSpot Sales Hub is best for marketing-led teams. Salesforce with ZingSolar is best for 50+ employee enterprises. Zoho CRM is the best budget customisable option at $14-20/user/month.
What CRM do solar companies use?
Solar companies cluster into three CRM types. Solar-specific platforms (Sunbase, JobNimbus, OpenSolar, Scoop Solar, Shape) are most common for installers under 50 employees. Industry-adapted general CRMs (Salesforce with ZingSolar or SolarBooster, HubSpot, Zoho) are common for larger EPCs and multi-business-unit firms. All-in-one platforms with built-in CRM (Aurora Sales Mode, Enerflo, OpenSolar) are common for installers who want one login for design, proposal, and pipeline. Residential installers tend to pick solar-specific. Commercial EPCs and developers tend to customise Salesforce.
What is a solar sales CRM and why do solar companies need one?
A solar sales CRM is customer relationship management software customised for the solar sales cycle. Generic CRMs assume 3-5 stages. Solar runs 12 stages over 60-180 days. Solar CRMs ship pre-configured pipeline stages, integration with solar design software and proposal tools, lead scoring tuned to solar inputs (roof type, utility rate, credit score, timeline), financing and incentive tracking (ITC, state rebates, utility programs), permit tracking by AHJ, and solar sales metrics (conversion by stage, cycle time, cost per install). Companies running generic CRMs without solar customisation typically lose 18-23% more leads than peers using purpose-built tools, mostly to follow-up gaps in stages a generic CRM does not track.
What features should a solar CRM have for pipeline management?
A complete solar pipeline CRM tracks 12 stages: lead intake, qualification, site survey scheduled, site survey complete, design, proposal sent, financing approved, contract signed, permits submitted, permits approved, installation complete, PTO granted. Each stage needs stage-specific automation: auto-assign by territory at intake, auto-task for tech at survey, auto-trigger design request after survey, auto-follow-up at 3-7-14 days post-proposal, auto-handoff to PM after contract, auto-AHJ tracking for permits, auto-customer welcome at PTO. Strong solar pipeline CRMs also include visual Kanban boards, conversion tracking by stage, sales velocity metrics, and integration with design and proposal tools to pull data automatically.
Can a solar CRM also handle project management?
Some can. JobNimbus offers the strongest CRM + PM combination for residential solar — sales pipeline flows directly into project delivery (permitting, install, inspection, PTO) with a mobile app for field crews. Scoop Solar combines CRM with field operations including vehicle tracking, route optimisation, and crew scheduling, and is best for installers with 10+ field crews. Sunbase includes light PM (task management, crew scheduling, milestone tracking), which works for residential but not complex commercial. For 30-200 residential projects/year, all-in-ones eliminate integration cost. For commercial EPCs above 500 kW, dedicated PM (Procore, BuilderTrend) is usually still required alongside the CRM.
Is there a free CRM for solar companies?
OpenSolar is the best free solar CRM, with lead management, customisable pipeline, integrated AI design, professional proposals, and document storage. Funded by Enphase, financiers, and module manufacturers in exchange for partner data flow. Best for solo installers and startups under 20 projects/year. HubSpot has a free CRM tier with basic pipeline that solar companies can configure, but it lacks solar features like design integration and solar lead scoring. Zoho CRM has a free tier for up to 3 users with limited automation. For installers above 20 leads/month, paid solar-specific CRMs (JobNimbus at $25-60, Sunbase at $100-300/user/month) typically pay back within 2-3 months through close-rate improvements and admin time saved.
How much does solar CRM software cost?
Free options include OpenSolar (free with design and proposal), HubSpot Free, and Zoho Free (3 users). Budget-friendly ($14-60/user/month) covers JobNimbus, Zoho paid, and monday.com. Mid-market ($100-300/user/month) covers Sunbase, Shape, and Salesforce Professional/Enterprise. For a 10-person team, expect $250-1,000/month for budget, $1,000-3,000 for mid-market, or $3,000-6,000+ for enterprise. Plan for hidden costs: $50-200/month for integration tiers or Zapier, $2,000-10,000 for Salesforce training and onboarding, $10,000-40,000 for Salesforce solar customisation, and per-contact fees in HubSpot Marketing Hub above a free threshold.
Which solar CRMs integrate with design and proposal tools?
OpenSolar and Aurora Sales Mode have native design built into the CRM. Sunbase has native API to SurgePV, Aurora Solar, and HelioScope. JobNimbus connects via API or Zapier. Salesforce uses custom API or Zapier. HubSpot and Zoho integrate through Zapier. For tightest integration without manual data entry, SurgePV handles design (AI layout with shadow analysis), simulation (8760-hour, ±3% of PVsyst), proposals, and SLD generation in 5-10 minutes, then pushes design data, proposal status, and final deliverables back into your CRM.
Do solar companies need an industry-specific CRM or will Salesforce/HubSpot work?
Solar-specific CRMs (Sunbase, JobNimbus, OpenSolar, Scoop, Shape) ship pre-configured stages, native design and financing integrations, solar lead scoring, and AHJ tracking. They deploy in 1-2 weeks with minimal admin. General CRMs (Salesforce, HubSpot) require 20-40 hours of configuration and often Zapier or custom API. Bottom line: under 50 employees and under 500 projects/year, solar-specific usually wins on speed and total cost. Above 50 employees, multi-business-unit, or with a dedicated CRM admin, Salesforce or HubSpot customised for solar usually wins on flexibility and ecosystem depth.
How does SurgePV integrate with solar CRM platforms?
SurgePV is a design and engineering companion to your CRM. The integrated flow: (1) CRM captures and qualifies leads; (2) site survey marks the deal “Survey Complete” and triggers SurgePV via API; (3) SurgePV builds the design with AI layout; (4) SurgePV runs an 8760-hour simulation within ±3% of PVsyst; (5) SurgePV generates the SLD in 5-10 minutes; (6) SurgePV produces the proposal with financing; (7) design data syncs to the CRM record (system size, panel count, kWh production); (8) proposal acceptance moves the CRM deal to “Contract”; (9) final deliverables store in the CRM. Native API for Sunbase and JobNimbus. Custom API or Zapier for Salesforce, HubSpot, and Zoho.
What’s the difference between a solar CRM and solar ERP?
A solar CRM manages customer relationships and sales pipeline from lead to signed contract. A solar ERP manages back-end operations: inventory (panels, inverters, racking), procurement, accounting, project costing, crew labour tracking, and supply chain. Small installers (under 20 employees) usually only need CRM plus basic project management. Growing companies (20-50) need CRM plus light ERP. Mid-size to enterprise (50+) usually run dedicated CRM plus dedicated ERP (NetSuite, Acumatica, Microsoft Dynamics) with API integration between them.
