Scaling a solar sales team to 70,000 installs in just four years isn’t just impressive—it’s a roadmap for success in one of the fastest-growing industries. In this episode of the D2D Podcast, co-founder of Sunder Energy, Eric Nielsen, shares the strategies, tools, and values that helped his company become a national powerhouse despite launching during a global pandemic.
Drawing on his extensive career—including building programs at Vivint and navigating the challenges of launching a national solar company during a pandemic—Eric has exciting insights for anyone looking to scale solar sales with tech and strategy.
Eric Nielsen: A Brief Intro
Eric Nielsen is no stranger to the world of direct sales. Before co-founding Sunder Energy, he worked at Vivint, building scalable programs and learning what it takes to grow a successful team. But starting Sunder Energy during a pandemic came with a new set of challenges—and opportunities.
Through resilience, innovation, and a relentless focus on culture and customer protection, Eric led Sunder to 70,000 solar installations in record time, even during one of the most turbulent times in the solar market. This helped him thrive where others struggled.
“The macro forces in the solar industry are on our side, but sustainability requires ethical practices and respect for the customer,” Eric explains, emphasizing the importance of balancing growth with integrity.
If you’ve ever wondered how to stay ahead in the rapidly shifting solar market, navigate massive challenges, or build a culture that fuels unstoppable growth, this episode is for you. With 70,000 installs in just four years, Eric has seen it all—and he’s here to share the lessons that will help you win at your sales game and build a resilient, high-performing team.
Here’s a breakdown of the episode:
From Vivint to Sunder: Lessons in Leadership and Innovation
Eric’s journey began at Vivint, where he honed his skills in building scalable programs for a leading direct sales organization. Transitioning to co-founding Sunder Energy, he applied those lessons to disrupt the solar market during a global pandemic.
Key takeaways from Eric’s leadership journey:
- Adaptability: Growing a business in uncertain times requires being flexible and leveraging opportunities as they arise.
- Focus on Culture: A strong company culture isn’t a “nice-to-have.” It’s the backbone of sustainable growth.
- Customer Protection: Protecting the customer experience is critical for long-term success as solar adoption grows.
“Step one in starting any business is knowing what you’re about—culture and core values are non-negotiable,” Eric emphasizes.
Leveraging Tech to Scale Smarter, Not Harder
Eric also dives into the tools that helped Sunder grow and stay connected as a team. Enter Enzi, a tech platform revolutionizing how sales organizations manage recruiting, onboarding, and team culture.
- Celebrate Wins: Tools like Enzi make recognizing team achievements easy and keep morale high.
- Scale Culture: Even as you grow, maintaining a strong culture is possible with the right tech at your fingertips.
“Tools like Enzi make celebrating team wins and creating connection scalable—culture at your fingertips,” Eric notes. By integrating technology into everyday operations, sales managers can make smarter decisions, keep teams aligned, and scale culture in ways that weren’t possible before.
Predictions for Solar’s Future
Eric believes the best days for solar are yet to come, driven by increasing demand for renewable energy and evolving regulations. However, he warns that the companies that will dominate this next wave will be those that:
- Prioritize ethical practices.
- Maintain customer respect.
- Focus on long-term sustainability over short-term profits.
With these principles, Eric predicts a surge in innovation and customer-focused solutions to redefine how solar is sold and implemented.
Key Quotes from the Episode
- “Step one in starting any business is knowing what you’re about—culture and core values are non-negotiable.”
- “The macro forces in the solar industry are on our side, but sustainability requires ethical practices and respect for the customer.”
The Future of Solar: Predictions from a Market Leader
Eric doesn’t just reflect on what has worked in the past—he makes bold predictions for the solar industry’s future.
Here’s what to watch out for:
- The Growth of Renewables: The solar industry is set for unprecedented expansion with increasing demand and favorable regulations.
- Focus on Customer Protection: Companies prioritizing the customer experience will dominate as adoption grows.
- Innovation-Driven Success: Solar’s best is yet to come from improved tech tools to smarter sales strategies.
JP Arlie is a seasoned professional with a remarkable 30-year career in the direct sales industry. He has achieved significant milestones, leading organizations responsible for over 300,000 in-home sales transactions and recruiting more than 40,000 sales representatives.
JP’s versatile journey in the direct sales field has seen him take on various roles, from business owner to Vice President in a publicly traded company. One of JP’s core values is his commitment to positively impact the lives of others and change the course of history. Additionally, JP serves as an esteemed Executive Education Coach at Harvard Business School’s Program for Leadership Development.
JP Arlie specializes in vital areas, including recruiting and retention strategies through effective systems and processes. His insights have proven instrumental in helping businesses of all sizes build and maintain high-performing sales teams. Furthermore, he excels in guiding organizations through the process of meaningful organizational change.
