SolarSquare: Powering India's Solar Revolution | Day One | Elevation Capital

There is a saying within Solar Square that customer service is not a department but the entire company. This philosophy, ingrained in its DNA, is made evident by the fact that over one-third of its monthly orders come in through word-of-mouth referrals.
Solar Square pivoted from being a bootstrapped B2B solar company to a full-stack residential brand when founders Neeraj Jain, Shreya Mishra and Nikhil Nahar believed it was the perfect moment to go after a $50 billion opportunity. Three years into the pivot, Solar Square has helped more than 10,000 homes and 100 housing societies switch to solar and is today India’s leading residential solar company.
In this conversation with Manish Advani (Vice President, Elevation Capital), Shreya and Neeraj speak about creating a new market, addressing the trust gap in the residential solar segment, and accelerating the transition to clean energy, one rooftop at a time.
In this episode, you will gain insights on:
1. Pivoting from B2B and identifying the residential opportunity
2. Going full-stack vs conventional asset-light marketplace model
3. Trust markers in residential solar
4. Being brutally honest about PMF
5. Scaling an operationally-intensive business
Chapters:
00:00 Coming Up
01:00 Intro
02:07 Genesis of SolarSquare
04:27 Pivoting from utility to residential
07:11 What is the residential solar opportunity?
10:43 Customer journey as a 1st time buyer
15:03 Solo full-stack SolarSquare business
19:59 Trust gap in consumer's mind
27:17 Metrics to measure PMF
32:59 Ab se bill zero aayega!
34:35 Design choices by SolarSquare
35:25 Learnings for budding entrepreneurs
41:13 Elevation's investing framework for SolarSquare
45:37 Why did SolarSquare join Elevation?
52:11 SolarSquare's vision for the future
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