Sunpower: An NPS and Competitive Assessment Study
18 May 2020

Sunpower: An NPS and Competitive Assessment Study

Background & Challenges

Sunpower is a top solar panel company with retail in over 20 countries worldwide. Founded in 1985, the American energy company has manufactured solar panels for 35 years. The manufacturer was one of the first solar power companies, coming as a result of research conducted at Stanford University. In need of understanding their place in the solar power marketplace, Sunpower was looking for an NPS study.

Sunpower approached Provoke Insights to conduct an annual survey on the solar consumer purchase journey. Already a leader in the field, the company wanted to better understand its standing compared to the competition. The provider wanted to identify any competitive advantages and contemplate improvement efforts. In addition, an economic model was developed as a result of the research. Finally, the company wanted to gain a better understanding of its top competitors, as well as determine essential awareness, purchase, satisfaction, and referral drivers.

Solution

One of the best ways to understand how customers view your company’s product is through Net Promoter Score (NPS). NPS is a score that ranges from -100 to 100, which measures how likely a consumer is to recommend a product to a friend. The method helps measure both success and brand loyalty. NPS changes conducted over a period of years also helps highlight how a brand is either progressing/regressing in terms of its product’s reception.

Provoke Insights developed and conducted a 30 minute, 80 question survey among solar power customers with solar panels installed on their roofs. Accordingly, the survey was sent to both customers of Sunpower and its competitors. Further, a structural equation model was used to determine which attributes were drivers of NPS score and by how much.

Result

A comprehensive report was developed that provided a clear understanding of the market, and how the solar panel company compared to the competition. The annual analysis gave Sunpower a yearly benchmark to compare their position versus competitors in the market. In addition, the analysis helped Sunpower understand what drives awareness, and sales, and how to challenge the competition.

The information was used to drive key decisions in marketing, customer services, and the sales process. You can read more about the research here: https://solarbuildermag.com/news/fact-people-want-solar-energy-stats/

 

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