Vivint Solar finding customer success in California

Facebook
Twitter
LinkedIn
Reddit
Email

US residential solar installer Vivint Solar has highlighted that the Californian market is proving prosperous once again after heavily targeting the state in the past quarter. 

During Vivint Solar’s second quarter earnings call, management noted that a major increase in direct sales staff targeting California was responsible for its highest percentage of overall business in the last 12 months. 

This article requires Premium SubscriptionBasic (FREE) Subscription

Try Premium for just $1

  • Full premium access for the first month at only $1
  • Converts to an annual rate after 30 days unless cancelled
  • Cancel anytime during the trial period

Premium Benefits

  • Expert industry analysis and interviews
  • Digital access to PV Tech Power journal
  • Exclusive event discounts

Or get the full Premium subscription right away

Or continue reading this article for free

“We have materially grown our business in California and I am pleased to say our headcount increases are disproportionate to this market,” remarked David Bywater, CEO of Vivint Solar in the earnings call. “We've added more sales professionals in California than any other market. This increase in sales activity has produced results with California being a higher percentage of overall business than any time in the past year. We expect to continue to see strength in our California expansion in the coming quarters,” added Bywater. 

There had been concern that after changes to net metering and claims that areas within California had basically become saturated for early adopters, making the sales process harder and more costly. 

The difference than in the past is that Vivint Solar is targeting certain US states for the higher margin business they can provide, rather than purely scale. The company is also targeting Massachusetts, New Jersey and New York for higher margin business.

In tandem with that strategy, Vivint Solar is starting to shift its emphasis to outright rooftop system sales rather than focus on the leased business model, although contrary to current market sentiment, leased system sales remain popular to customers. 

Outright system sales in its higher margin region focus are having an effect. The company noted a 56% increase in system sales in California relative to the first quarter of 2017 and the shift was seen in Massachusetts, New Jersey and New York.

Installations were 7,108 in the second quarter, compared to 6,581 in the previous quarter but significantly down from 8,641 in the prior year period.

As a result, system sales in the second quarter amounted to US$30 million versus US$5 million in the second quarter of 2016, according to the company.

Vivint Solar reported that total installations in the second quarter of 2017 reached 47MW, flat with the first quarter installs of 45MW. 

Vivint Solar reported that total installations in the second quarter of 2017 reached 47MW.

However, the difference is that total revenue increased more than 100% year-over-year to US$73 million, compared to US$35 million in the second quarter of 2016. Revenue is increasing at a faster rate than the costs, which are indicative in the income from operations, which improved by US$22 million year-over-year.

Installations were 7,108 in the second quarter, compared to 6,581 in the previous quarter but significantly down from 8,641 in the prior year period as part of the shift from quantity to quality installation focus. 

The renewed direct sales initiative is also producing better forward installation bookings, which were 55MW in the second quarter, compared to 52MW in the previous quarter. 

Bottom line revenue reached US$73 million, up from US$53.1 million in the previous quarter. The company reported a second quarter net loss of US$37.05 million, down from US$52.2 million in the previous quarter.

 

VIVINT Solar guided third quarter installations to be in the range of 46MW to 52MW. 

Bottom line revenue reached US$73 million, up from US$53.1 million in the previous quarter.

Read Next

September 10, 2025
A project claimed to be Germany’s largest agriPV plant has been commissioned in the north-east of the country.
September 10, 2025
Voltalia is seeking compensation for the ongoing curtailment of its Brazilian solar and wind fleet, which has exceeded expectations this year.
September 10, 2025
The CEFC has said that a coordinated approach to transmission in Pilbara, Western Australia, could save more than AU$30 billion over 25 years.
September 9, 2025
The US Solar Energy Industries Association (SEIA) has released a policy blueprint which it claims would “strengthen the reliability of America’s electric grid with solar and storage technologies.”
September 9, 2025
US solar tracker manufacturer Nextracker has acquired Origami Solar, a steel frame technology-focused company, for approximately US$53 million. 
September 9, 2025
Australia's National Electricity Market (NEM) broke records yesterday when renewables supplied 76.4% of total electricity demand, with solar power contributing nearly 60% of the record-breaking clean energy mix.

Subscribe to Newsletter

Upcoming Events

Solar Media Events
September 16, 2025
Athens, Greece
Solar Media Events
September 30, 2025
Seattle, USA
Solar Media Events
October 1, 2025
London, UK
Solar Media Events
October 2, 2025
London,UK
Solar Media Events
October 7, 2025
Manila, Philippines