3 Canadian Case Studies: Clean Energy Growth Through Partnerships

3 Canadian Case Studies: Clean Energy Growth Through Partnerships

In the competitive world of net-zero solutions, strategic partnerships can mean the difference between slow traction and rapid growth. Rather than relying solely on internal sales teams or costly advertising, many Canadian clean energy vendors are tapping into channel sales, referral networks, and co-branded outreach to scale smarter.

Here are three real-world Canadian examples that prove how powerful the right partnerships can be.

1. Soltek Solar – Partnering with HVAC Contractors to Expand Market Reach

Location: Ottawa, ON
Strategy Used: Cross-referral partnership with HVAC maintenance firms
Results: 22% increase in qualified commercial solar consultations in 6 months

Soltek Solar, a residential and light-commercial solar installer, realized that HVAC technicians were often the first professionals on-site when property owners asked about energy savings. Rather than competing for attention, Soltek offered co-branded brochures and a referral reward for every qualified solar lead passed on by HVAC techs.

This small shift in partner strategy led to a consistent flow of warm, high-intent leads with minimal marketing spend.

Tip: Look for trade-adjacent vendors (like HVAC, roofing, or energy auditors) who already serve your ideal customers.

2. Enerwise Canada – Scaling B2B Solar Through Electrical Distributors

Location: Vancouver, BC
Strategy Used: Channel sales partnership with electrical supply firms
Results: Added $450K in B2B solar contracts through co-marketing campaigns

Enerwise focused on B2B solar system installs for warehouses and small factories. Instead of cold outreach, they launched a partnership with a regional electrical distributor, offering technical sales training and a margin-share model for every client referred.

This created a trusted referral pipeline where electricians and distributors became Enerwise’s frontline advocates, unlocking deals they’d never have landed through ads alone.

Lesson: Build value for your partner’s sales team — not just for their customers.

3. GreenAir Heating & Cooling – Using Real Estate Agents to Win Retrofits

Location: Halifax, NS
Strategy Used: Referral incentive program with green real estate firms
Results: 35 retrofit leads in 90 days, with 10 closing into full HVAC upgrade projects

GreenAir realized that many homeowners are open to energy-efficient upgrades only when buying or selling a home. By partnering with realtors focused on eco-friendly properties, GreenAir offered free energy consultations as a closing gift, which positioned them as trusted advisors — not pushy vendors.

Result: Homeowners were more receptive, and realtors loved the added value, creating a low-friction channel that delivered consistent retrofit projects.

Why These Stories Matter

Every vendor above used a different route — tradespeople, suppliers, or real estate partners — but the common thread was strategic alignment. Each partnership was built around trust, clear incentives, and shared customer value.

If you’re in solar, HVAC, or smart home tech in Canada, it’s time to ask:

• Who already serves my ideal customer?
  
• What can I offer that makes referring me worthwhile?
  
• How can I track, reward, and co-market better with partners?
  

Final Thought

You don’t need to reinvent the wheel.
You just need the right partner to spin it with you.

Whether it’s via affiliate tracking, joint webinars, or co-branded landing pages, partnership strategies like these are helping clean energy vendors across Canada grow faster and leaner.