Stem partners with distributors to expand C&I solar + storage reach


Stem announced the launch of its new Stem Partner Program, which expands its existing solar partner network to include distributors, as well as major solar developers and certified partners that support solar + storage deployments. The company also announced the addition of leading U.S. commercial and residential solar distributors BayWa r.e. Solar Systems and Soligent Distribution as its first distributor partners.

“The launch of our Stem Partner Program formalizes this channel and enables us to put in place a unique structure bringing storage solutions to solar deployments of all sizes, solidifying our leadership in the behind-the-meter market for commercial and industrial customers,” said Alan Russo, chief revenue officer at Stem. “Now distribution partners enrich the program, letting us work with a broader range nationally of solar developers and EPC’s than ever before. This new channel gives distributors, who are typically one-stop shops for smaller residential solar providers, a path into the commercial and industrial markets.”

During the past year, Stem’s focus on building a partner network has yielded more than 50 active partners and is growing rapidly, resulting in 159 MWh at close in 2019.

The three-tier Stem Partner Program offers distinct direct and indirect channels. Premier Partners include some of the largest solar developers, such as Distributed Solar Development, Greenskies Clean Energy, and Sungreen Systems. Stem will work directly with these organizations and engage in direct co-marketing, sales and deployment of solar+storage solutions. Certified Partners and Authorized Partners will work with Stem through distributors, such as BayWa r.e. Solar Systems and Soligent Distribution, from whom they will receive Stem products, sales and marketing support and technical consulting services.

This structure will enable Stem to continue delivering resources supporting the commercial and industrial marketplace as behind-the-meter storage is more widely adopted across the United States.

By adding storage, developers and distributors can scale their offerings and provide added value to customers in terms of resilience, cost savings and sustainability. Stem also offers partners more than a decade of experience in how to engineer and design solar + storage solutions, benefit from energy market participation and finance projects.

Through the Stem Partner Program, participants can become energy storage experts with Stem certification. The program also enables partners to streamline their sales cycles with proposal and deal support, and drive more business through Stem’s lead generation program. Partners will also benefit from volume-based pricing, system deployment support, and a comprehensive energy storage documentation library.

By partnering with BayWa r.e. Solar Systems and Soligent Distribution, two of the largest distributors in the U.S., Stem is able to rapidly expand its reach, while maintaining best-in-class support for its partner network. For BayWa r.e. Solar Systems and Soligent Distribution, partnering with Stem represents a sound first step into a space offering significant potential growth in 2020.

“As we expand our solutions for the commercial and industrial markets, a proven energy storage offering is a key element,” said Daniel Marino, CCO for BayWa r.e. Solar Systems. “Partnering with Stem, the leader in intelligent solar storage, gives us a new range of capabilities to create value for our customers.”

“As we continue our expansion into the C&I space, it is imperative that we have a best-in-class commercial storage partners to pair with our world-class Solar offerings. We are excited to have Stem as a partner,” said Jonathan Doochin, CEO for Soligent Distribution.

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