1. Introduction to Salesforce.com Training
Welcome to the salesforce.com training.
This training is part of the Global Sales Development curriculum and includes an overview of the U&C sales process and a demonstration of the salesforce.com, the CRM tool supporting that process.
Introduction to Salesforce.com Training

2. Course Agenda SunPower Sales Process for U&C Channel
Introduction to Salesforce.com
Salesforce.com Demonstration
Quiz
The agenda includes:
The SunPower sales process for the U&C channel,
An introduction to salesforce.com, the tool we use to track deals through the sales process,
A salesforce.com demonstration,
And, finally, a Quiz to test your understanding.

3. Objectives At the end of this course, you should be able to:
Differentiate between an EPC deal and a PPA deal
Describe each stage of the sales process and place in sequential order
Identify gating points that govern movement from one stage to the next
Map key salesforce tasks to stages of the sales process
At the end of this course, you should be able to:
Differentiate between an EPC deal and a PPA deal,
Describe each stage of the sales process and place in sequential order,
Identify gating points that govern movement from one stage to the next, and
Map key salesforce tasks to stages of the sales process.

4. SunPower Sales Process for U&C Channel
We’ll start with the SunPower Sales Process.
SunPower Sales Process for U&C Channel

5. Two Most Common Deal Types
Engineer, Procure, and Construct (EPC)
Power Purchase Agreement (PPA)
The two most common deal types for a U&C channel opportunity are:
Engineer, Procure, and Construct (or EPC) and
Power Purchase Agreement (or PPA).

6. Two Most Common Deal Types
Engineer, Procure, and Construct (EPC)
Customer:
Enters into an agreement to purchase the solar project
Makes cash payments to SunPower on a milestone basis during construction
Owns the project outright
An EPC deal is one where the customer:
Enters into an agreement to purchase the solar project,
Makes cash payments to SunPower on a milestone basis during construction,
And ultimately owns the project outright.

7. Two Most Common Deal Types
Engineer, Procure, and Construct (EPC)
Customer:
Enters into an agreement to purchase the solar project
Makes cash payments to SunPower on a milestone basis during construction
Will own the project outright
Power Purchase Agreement (PPA)
Host customer signs PPA agreeing to purchase energy on a monthly basis over a set number of years (typically 20-25)
SunPower then sells project to an investor at end of construction (COD)
COD is Commercial Operation Date and the date the system is ready to be turned on
Host Customers: Own site where solar project is built and use the energy, but do not own project itself.
A PPA deal is one where:
A “host” customer signs a PPA agreeing to purchase energy on a monthly basis over a set number of years, typically
SunPower then sells the project to an investor at the end of construction or COD.
COD is the Commercial Operation Date and the date the system is ready to be turned on.
“Host customers” are so named because they own the site where the solar project is built and use the energy,, but do not own the project itself.

8. Two PPA Deal Variations
1. SPWR Sells Project to Bank (Sale-Leaseback)
CUSTOMER
SPWR
BANK
There are two variations on a PPA deal:
The first is where SunPower sells the project to a bank. This is called a sale-leaseback. Here’s how it works:
The host customer and SunPower sign a PPA.
SunPower gets a commitment from a bank to purchase the system at the end of construction.
Banks cannot legally sell energy, so the bank leases the system back to SunPower.
SunPower then manages monthly billings to the customer and makes lease payments to the bank, staying involved for the life of the PPA.

9. Two PPA Deal Variations
1. SPWR Sells Project to Bank (Sale Leaseback)
2. SPWR Sells Project to Non-Bank Investor
CUSTOMER
SPWR
INVESTOR
The second type is where SunPower sells the project to a non-bank investor:
The host customer and SunPower sign a PPA.
SunPower gets a commitment from a non-bank investor to purchase the system at the end of construction.
The non-bank investor bills the customer directly for the energy .
In this case, SunPower is not involved after the sale of the project unless there is an operations and maintenance, or O&M, agreement.

10. Six Stages of Sales Process
Sales Process is similar for both deal types; but there are some differences which we will highlight
Build SSO
Finalize SSO
Firm Offer
Negotiate Binding Contract
Agree-ments Finalized
Closed/Won
The sales process is similar for both types of deals, but there are some differences which we will highlight.
There are six stages to the sales process.
Build Single Sales Objective (or SSO),
Finalize the SSO,
Firm offer,
Negotiate binding contract,
Agreements Finalized, and
Closed/Won.

11. Lead Qualification Finds and qualifies leads Lead Sources:
SunPower website
Inbound calls to CSRs
/referrals
Marketing campaigns and events
Before the sales process begins, SunPower finds and qualifies leads.
Leads come from a variety of sources. Examples are:
The SunPower website,
Inbound calls to customer service representatives, or CSRs,
/referrals, and
Marketing campaigns and events.

12. Lead Qualification (cont.)
Approve Conversion
Of Lead to Opportunity
Pre-qualify
Qualify
CSRs
Inside Sales
Vertical Director
Sales Team
Lead Qualification Criteria
Leads generally follow this pattern:
CSRs pre-qualify leads and forward to Inside Sales.
Inside Sales qualifies the lead and submits to the Sales Team for further qualification.
The sales team then assesses the lead.
If they feel it is worth converting to an opportunity, they submit it to the Vertical Director for approval.
Finally, the Vertical Director approves conversion of the lead to an opportunity.
You can click the link to see sample lead qualification criteria.

13. Lead Qualification (cont.)
Build SSO
Before moving to the first stage of the sales process, there is a gating point: the SunPower Vertical Director approves conversion of the lead to an opportunity.
Gating Point: SPWR Vertical Director approves conversion of Lead to Opportunity.

14. Stage 1: Build Single Sales Objective (SSO)
Lead Qualification
Talks to customer about goals and concerns
Builds Single Sales Objective (SSO)
Single Sales Objective
Product and service
System size
Contract amount
Timing #1
Build SSO
Stage 1 is the official start of the sales process. The sales team talks to the customer about their goals and concerns and builds a Single Sales Objective – or SSO.
The SSO defines the makeup of the sales transaction - product and service, size, contract amount, and timing.
Before moving to the next stage, the sales team presents the SSO to the customer.
Gating Point: Present SSO to Customer.

15. Stage 2: Finalize Single Sales Objective (SSO)
Identifying key buyers
Assessing willingness to commit financially to a solar project
Lead Qualification
New Business Meeting
Internal cross-functional team
Reviews opportunity
Within core competencies?
Worth pursuing?
Approves access to internal resources
Build SSO #2
Finalize SSO
In Stage 2, the sales team continues to work with the customer, identifying key buyers, and assessing their willingness to commit financially to a solar project.
Before moving to the next stage, the customer agrees to the SSO and the sales team presents the opportunity at the New Business Meeting.
The New Business Meeting is an internal cross functional group including Project Management, design, the product team, and others. This group reviews the opportunity to make sure it is within our core competencies and worth pursuing. Once the group approves, the sales team can bring in internal resources to work on the deal.
Gating Point: Host customer agrees to SSO and presents opportunity at New Business Meeting.

16. Stage 3: Firm Offer
Lead Qualification
Engages internal resources to develop design and cost estimates
needed to create proposal, or “firm offer”
Build SSO
Finalize SSO #3
Firm Offer
In Stage 3, the sales team engages internal resources to develop the design and estimate costs needed to create a full proposal—or firm offer-for the customer.
If this is a PPA deal, Project Finance takes time now to assess whether or not the project is financeable since we will eventually be selling it to an investor. .
PPA
Project Finance assesses if project is financeable.

17. Stage 3: Firm Offer (cont.)
Lead Qualification
Build SSO
Finalize SSO #3
Firm Offer
Before moving to the next stage, the Vertical Director approves a non-binding quote and the customer agrees to the firm offer.
Although the firm offer includes pricing , the pricing is open to negotiation in the next stage. .
Gating Point: Vertical Director approves non-binding quote and Customer agrees to Firm Offer .

18. Stage 4: Negotiate Binding Contract
Price negotiations begin
Lead Qualification
Sales team negotiates price
Sales team draws up EPC contract
EPC
Build SSO
Finalize SSO
Firm Offer
#4 Negotiate Binding Contract
At Stage 4, price negotiations begin.
For an EPC deal:
The sales team negotiates price with the customer and then…
Draws up an Engineering, Procurement, and Construction--or EPC--contract in which the customer agrees to purchase the solar project.
For a PPA deal:
The sales team draws up a power purchase agreement in which the host customer agrees to purchase energy over a set period.
The team also draws up a standard EPC contract. This contract is not signed by the customer, but is routed for internal approval.
The sales team works with the customer, SunPower’s legal team, and other internal stakeholders to craft the language in these contracts.
Sales team draws up PPA
Sales team also draws up EPC contract
EPC contract routed for internal approval
PPA

19. Stage 4: Negotiate Binding Contract (cont.)
Lead Qualification
Build SSO
Finalize SSO
Firm Offer #4
Negotiate Binding Contract
Before moving to the next stage, each type of deal has a gating point.
If this is an EPC deal, a cross functional SunPower group approves—and the customer agrees to--EPC contract terms.
If this is a PPA deal:
A cross-functional SunPower team approves—and the host customer signs--a PPA.
An EPC contract is routed internally for approval.
Gating Points:
If EPC: Cross-functional SPWR group approves—and customer agrees to--EPC contract terms.
If PPA: Cross-functional SPWR group approves--and host customer signs—PPA. EPC contract routed internally for approval.

20. Stage 5: Agreements Finalized
Lead Qualification
EPC Contract is finalized
Receive customer’s notice to proceed with construction
EPC
Build SSO
Finalize SSO
Firm Offer
Negotiate Binding Contract #5
Agreements Finalized
At Stage 5, agreements are finalized,
For an EPC deal:
The EPC contract is finalized,
And we receive the customer’s notice to proceed with construction.
For a PPA deal:
SunPower and the investor agree to financial terms for purchasing the project at the end of construction.
After exerting significant due diligence over a period of days, the investor provides SunPower with a commitment letter reflecting those terms.
Also, the EPC contract is approved internally.
SPWR and investor agree to financial terms for purchasing project
Investor provides commitment letter
EPC contract is approved internally
PPA

21. Stage 5: Agreements Finalized (cont.)
Lead Qualification
CPs are conditions that need to be cleared before a contract is effective and before a deal is booked.
Build SSO
Finalize SSO
Firm Offer
Negotiate Binding Contract #5
Agreements Finalized
Before moving to the next stage…
If this is an EPC contract, then SunPower signs the EPC contract with no open “conditions precedents" (CPs).
CPs are conditions that need to be cleared before a contract is effective and before a deal is booked.
Or, if this is a PPA, the Investor makes a financial commitment and SunPower signs off on it.
Gating Points:
EPC: SPWR signs EPC contract with no open conditions precedent (CPs).
PPA: Investor makes financial commitment and SPWR signs off on it.

22. Negotiate Binding Contract
Stage 6: Closed/Won
Lead Qualification
Deal is officially booked
Build SSO
Finalize SSO
Firm Offer
Negotiate Binding Contract
Agreements Finalized #6
Closed/Won
At Stage 6, the deal is officially booked, but there is a gating point:
Global sales operations reviews the opportunity to ensure that all booking documents have been executed, are consistent with one another, and are documented in salesforce.
All approvals for credit, quotes, and budgets must also be documented in the salesforce record. .
Gating Point: Global sales operations reviews opportunity to ensure:
Booking documents have been executed, are consistent, and documented in salesforce
Approvals for credit, quotes, and budgets are documented in salesforce record

23. Summary: Sales Stages and Gating Points
Lead Qualification
Vertical Director approves conversion of lead to opportunity
Stage 1: Build SSO
Sales team presents SSO to Customer
Stage 2: Finalize SSO
Customer agrees to SSO
New Business Meeting approves access to internal resources.
Stage 3: Firm Offer
Vertical Director approves non-binding quote
Customer agrees to Firm Offer
Stage 4: Negotiate Binding Contract
EPC: SPWR approves--and Customer agrees to--EPC contract
PPA: SPWR approves--and customer signs--PPA; EPC contract is routed internally
Stage 5: Agreements Finalized
EPC: SPWR signs EPC contract
PPA: Investor makes financial commitment and SPWR signs off on it; EPC approved internally
Stage 6: Closed/Won
Global Sales Operations ensures booking documents have been signed and are documented in salesforce before officially booking deal
This table is a summary of the sales process and associated gating points.
During lead qualification, the Vertical Director approves conversion of a lead to an opportunity.
Then, at Stage 1, the sales team presents the SSO to the customer.
At Stage 2, the customer agrees to the SSO and the New Business Meeting approves access to internal resources.
Then at Stage 3, the Vertical Director approves a non-binding quote, and the customer agrees to the firm, but non-binding, offer.
In the next two stages, gating points depend on the type of deal:
At Stage 4:
For EPC deals, SunPower approves --and the Customer agrees to– an EPC contract.
For PPA deals. SunPower approves--and the customer signs—a PPA.
At Stage 5:
For EPC deals, SunPower signs the EPC contract.
For PPA deals, The investor makes a financial commitment and SunPower signs off on it.
Finally, at Stage 6, Global Sales Operations makes sure that all booking documents have been executed and documented in salesforce, before officially booking the deal.

24. APPENDIX
The two most common deal types for a U&C channel opportunity are:
Engineer, Procure, and Construct (or EPC) and
Power Purchase Agreement (or PPA).

25. Sample Lead Qualification Criteria
System size of at least 1MW
Average monthly electric bill over $10,000/month
Located in Tier 1 or Tier 2 states (or provide strategic facility locations for future solar installations)
Leads from:
Fortune 500/1000 companies
Federal agencies (any system size, any state)
School leads (any state)
C-level or VP-level officer of company
Sales affiliate candidates, financiers, contractors who want to partner with SunPower
Tier 1 States: CA, CT, HI, MA, MD, DC, NC, NJ, NV, NY, Puerto Rico, Mexico
Tier 2 States: AZ, CO, DE, FL, GA, IL, IN, MN, NM, OH, OR, PA, RI, TX, UT, VT.
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