RatedPower

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Highlights & Results:

• How RatedPower drove 9.43% of total pipeline through interactive demos, outperforming traditional assets like eBooks and chatbot CTAs.
• How the solar SaaS company achieved a 14% efficiency rate, second only to their “Request a Demo” form.
• How their Marketing team replaced time-intensive live demos with self-guided product tours, freeing up sales capacity and accelerating pipeline conversion.

What is RatedPower?

RatedPower, part of Enverus since 2022, leads the solar software industry, enabling developers, IPPs, contractors, investors, and manufacturers to make better data-informed business decisions. The software helps companies discover the smartest ways to design utility-scale hybrid solar PV plants and maximize their potential.

RatedPower streamlines all phases of the design process and simplifies the integration of AC- or DC-coupled BESS, allowing effortless comparison of production and costs for optimized capacity. Additionally, one can design PV plant substations, interconnection facilities, and transmission lines with flexibility, all in just a few clicks.

What was the problem you were facing?

Within our content strategy, we lacked more depth in middle-of-the-funnel (MOFU) content.

We weren't offering a significant portion of prospects visiting the website - users who weren't ready to request a live demo with the sales team - an easy way to get a realistic look at the product.

Additionally, we needed the tool we chose to be able to qualify through native Hubspot and Salesforce Account forms and provide our prospects with a “choose your own adventure” experience. This way, we could allow users to discover all the use cases our software can help them with without talking to sales.

When do you use a demo versus another asset?

From the outset, we were fully committed to Navattic's guided product tours. As a secondary call to action, just below our main CTA, "Request a demo,” we included access to a product tour on the website.

Additionally, when we launch new features, we create mini-tours with Navattic that we send to customers via email to guide them through the software's latest features. We would have previously included a short GIF in the emails in these cases, but short tours add greater value.

Did you consider other interactive demo options?

We evaluated other alternatives to Navattic, such as Consensus and Reprise.

But ultimately, Navattic met all our functional requirements: It offered interactive tours with various features, the ability to create forms synchronized with Salesforce Account Engagement, and a final experience very similar to that of actually using our software. Furthermore, the sales process and level of support were highly appreciated.

What results have you achieved since implementing Navattic?

Since implementing Navattic, approximately 9.43% of our total pipeline last year came from our interactive tours.

It has become one of our top five conversion points for generating new pipeline, even surpassing other tools such as downloadable eBooks or our website chatbot.

In terms of efficiency, tours are also at the top: their efficiency rate (Net Revenue Growth ÷ Pipeline) was 14%, ranking second just below our conversion point through the “Request a Demo” form (15%).

What other ways do you currently use Navattic?

We primarily use it for marketing purposes, and have been exploring several of the options that Navattic offers:

• Demo Center: We have created a Demo Center through different use cases on our website to make it easier for visitors to learn more about the product through micro tours: https://ratedpower.com/solutions/
• Email Marketing: We share the complete tour through the software with leads in email campaigns that are more advanced in the funnel, inviting them to learn about the platform before contacting the sales team. We also share micro-tours exploring new features with customers.
• Paid Ads: We've incorporated the tour into several Google and LinkedIn ads to improve the overall performance of our campaigns and increase engagement with our MOFU audience.

How do you plan to continue using Navattic?

Our tours will continue to evolve with every change and update to our software. Each new feature will continue to be reflected in the tours we've developed with Navattic, and we'll continue to update our demo center.

We'd also like to explore reporting options further, to more clearly identify which features or paths within the tour generate the most interest among prospects.

In the long term, we see potential in Navattic as a support tool for the sales team, integrating it more actively into their sales process, and even as part of our internal onboarding processes.

Key Takeaway: What words of wisdom would you share with someone considering Navattic?

As a team, we had concerns about whether overemphasizing guided tours could cannibalize other lower-funnel conversion points, such as live demo requests with the sales team or "contact us" forms.

However, conversion points like guided tours complement other lower-funnel content.

After trying different approaches to tour design, here are some final takeaways:

• Make them interactive: The key is that the user is not a mere spectator. The more they can click, advance, and interact with your product, the higher their level of attention and interest. Navattic offers many options for doing this.
• Gated vs Ungated: Should you publish your guided tours behind a form or not? I think there's no universal answer, and it depends on both the nature of your business and the use case for your guided tours. In our case, most guided tours follow native forms of our marketing automation tool. We only offer a few feature-specific tours, which we typically distribute via email marketing.
• Remove obstacles and guide the user clearly: The user should have no doubt about what to do next and how to progress through your tour. Your product may be more or less complex, but in these tours, the journey should feel fluid and natural, without complexities.
• Use checklists: Let the user decide what they prefer to explore, let them know how many steps they have completed and how many they have left, and make them feel in charge of the tour.
• Take advantage of the Escape button: Configure this option to redirect the user to an explicit action, such as “Request a demo.” If you abandon the tour, you’ll have a direct path to continue exploring the product with the sales team.