The quick verdict. Sunrun is a national installer competing on $0-down lease/PPA financing across 20+ states. Solar Launch is acquisition software for regional installers competing primarily on cash + loan economics. The two operate in overlapping but distinct segments — most homeowners shopping cash/loan deals are better served by a regional installer; lease/PPA-only shoppers may find Sunrun a fit.
Different categories
| Sunrun | Solar Launch (regional installer using the platform) | |
|---|---|---|
| Type | National residential solar installer | Acquisition software platform — regional installer owns the customer |
| Geographic footprint | 20+ states | Wherever the installer operates |
| Dominant financing model | Lease + PPA (Sunrun owns the system) | Cash + loan (homeowner owns the system, keeps the ITC) |
| Typical close timeline | 60-180 days survey-to-install | 30-90 days survey-to-install |
| Per-watt pricing | $3.50-$5.00+/W (includes dealer fee) | $2.80-$4.40/W (cash); $3.50-$4.50/W (financed) |
| Post-install service | National call center | Local installer relationship |
Where regional installers structurally win
Cash + loan deals where homeowner keeps the ITC
The federal 30% ITC goes to the system owner. Cash and loan deals keep the ITC with the homeowner; lease and PPA deals route it to the financing company. For homeowners with tax appetite to absorb the credit, cash + loan are simply better economics — and regional installers price these meaningfully below national lease/PPA per-watt rates because they don't pay dealer fees.
Speed
Regional installers typically run 30-90 days from site survey to install. National installers including Sunrun typically run 60-180 days due to centralized engineering review, multi-jurisdiction permit workflows, and standardized scheduling. For homeowners wanting summer-completion installs from a Q1 deposit, local is faster.
Personalized customer experience
Regional installers can do same-week site surveys, send photos during install, and walk the customer through commissioning in person. Solar Launch's customer portal mirrors this with rendered roof + savings math + per-stage timeline updates — built specifically for regional installer relationships.
Where Sunrun retains advantages
- $0-down lease/PPA for credit-challenged homeowners. Sunrun's national balance sheet lets them carry leases that regional installers can't finance.
- Brand recognition. "Sunrun" is a household name in many markets; some homeowners default to it before getting comparable quotes.
- Battery + Tesla Powerwall partnerships through Sunrun's national procurement.
- 20+ year service contract backed by a public-company balance sheet.
How Solar Launch helps regional installers compete
- Mailed solar quotes at $1/postcard — direct acquisition that doesn't depend on Sunrun-style national ad spend.
- Rendered roofs + Google Solar API savings projection on every customer portal — the visual + savings math homeowner experience competing with Sunrun's polished proposal.
- $32 in install revenue for every $1 spent on mailed solar quotes — the unit economics that lets regional shops scale acquisition without burning broker-lead budgets.
- Neighbor follow-up automation compounds installs in geographic clusters.
- Customer-portal financing pre-qual via Sunlight, GoodLeap, Mosaic, Sungage — homeowners see monthly payment numbers alongside the rendered roof.
The honest segment split
National installers like Sunrun and regional installers serve overlapping but distinct segments. Both can run profitable businesses. The mistake regional installers make is competing with Sunrun on lease/PPA pricing — that's where national balance sheets win. Compete on cash/loan economics + speed + local relationship and the regional installer wins consistently.
Compete on cash + loan + speed. Mail solar quotes for $1.
Free account, free rendering, average $32 in install revenue per $1 spent on mailed solar quotes.
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