The TPO Effect: Why Solar Companies Need Unified CRMs

Introduction: Complexity Meets Scale 

Third-Party Ownership (TPO) is on track to dominate residential solar — and by 2026, it won’t just be the fastest-growing model, it will be the only. For homeowners, TPO eliminates sticker shock by removing upfront costs. For solar companies, however, it introduces a new layer of complexity tied to domestic supply chains and tighter financing structures. 

Unified CRM Systems: Boosting Efficiency in Solar Companies with the TPO Effect.

In this environment, the patchwork approach of juggling multiple tools is no longer sustainable. Solar companies can no longer afford to manage sales, operations, and projects across disconnected systems. TPO is forcing a rethink of the technology stack — and the answer is clear: unified CRMs that can manage not just solar projects, but an expanding portfolio of home services. That’s exactly why we built Nucleus: one system, many teams, no friction. 

TPO Will Disruptively Lower the Cost of Going Solar 

Unlike solar loans, which are padded with fees and flexible terms, TPO products come with structured payouts for both homeowners and installers. At first glance, this looks like a win-win. But beneath the surface lies a major shift: what happens to projects that require costly upgrades just to qualify for solar? 

The short answer: those projects will disappear. 

Today, as many as 20% (or more) of solar loans include an upgrade — whether that’s a new roof, electrical panel replacement, or an HVAC system. These bundled “free roof” or “free AC” incentives inflate the overall cost of going solar. 

TPO changes that. By stripping away these add-ons, it resets solar to its core value: clean, affordable energy. That’s good news for homeowners in terms of accessibility and pricing, but it comes at a cost for solar companies. Without the upsell of add-on services baked into financing, businesses will need sharper operations, tighter project oversight, and more efficient customer management to remain profitable. 

The Risks of Staying Disconnected 

For years, solar companies have gotten by with a patchwork of tools — one system for leads, another for proposals, a separate platform for project management, and spreadsheets everywhere in between. Under TPO, that fragmented approach becomes unsustainable. 

Here’s why: 

1. Margins Will Shrink. Without bundled upgrades, the average project value will drop. Companies that can’t control internal costs will quickly erode profitability. 

2. Data Gaps Kill Efficiency. When customer, project, and financial data live in different systems, hand-offs slow down, errors multiply, and compliance risks increase. 

3. Customer Experience Suffers. Homeowners expect smooth communication, clear timelines, and accurate updates. Disconnected systems create friction that leads to delays and  frustration. 

4. Scaling Becomes Impossible. Expanding into home services like roofing or HVAC is nearly impossible without a central system to manage workflows across multiple offerings. 

   
   

The complexity of TPO will expose every weakness in disconnected workflows. What feels like minor inefficiency today could become a make-or-break risk tomorrow. 

How Nucleus Drives Profitability in the TPO Era 

The companies that thrive in the TPO era will be the ones that embrace unified systems designed to handle complexity at scale. That’s why Nucleus exists. Built for solar, designed for scale, Nucleus replaces disconnected tools with a single source of truth. 

Here’s how Nucleus helps solar companies win under TPO: 

• Communication Built In  Voice, SMS, and email are native — no add-ons, no third-party plugins. Every conversation auto-syncs to the right contact, and project, giving teams instant context and preventing costly miscommunication. 

• End-to-End Project Flows  Nucleus connects projects into one clear process. From lead capture to system activation, with lender specific TPO compliance is built into every phase. 

• Dynamic Catalogs & Pricing  One global update means instant alignment across markets, dealers, and users. Equipment, adders, and financing terms stay structured, accurate, and consistent — a must in the TPO world. 

• Scalable Beyond Solar  Solar companies are evolving into home-service companies. With Nucleus, adding roofing, HVAC, or storage isn’t another  headache. It’s just another project type inside the same system. 

The result: higher efficiency, lower overhead, and the ability to scale profitably even as TPO reshapes the industry. 

Conclusion: Adapting to the Inevitable 

TPO isn’t a trend—it’s the future of residential solar. By 2026, every company will be operating under the same financing structure, competing on efficiency, service quality, and customer experience. The companies that thrive won’t be the ones clinging to disconnected tools; they’ll be the ones that unify their workflows, scale across services, and deliver seamless experiences at every stage.   

Nucleus is that system.  

Built for solar. Designed for scale. Ready for the TPO era.