podcast
When Life Gives You Lumens
Hosted by Scanifly’s CEO Jason Steinberg, our new podcast delves into the solar industry’s challenges and opportunities—exploring technology, workforce development, and strategies for scaling your solar business.
Episodes
Episode 8
ANDREW WICKHAM
“This isn’t your grandfather’s shingle”: Andrew Wickham on the future of integrated solar roofing.
The future of solar isn’t just panels on roofs—it’s roofs purpose-built for solar. Andrew Wickham, Senior Director of Product at CertainTeed, shares his compelling vision for a world where PV technology becomes seamlessly integrated into all building materials. Drawing from his experience building and scaling SnapNrack within Sunrun, Andrew offers rare insights into how traditional roofing contractors and solar installers can collaborate on building-integrated PV installations, creating new revenue opportunities for both industries. Whether you’re curious about the technical reality of solar shingles or looking for the next major racking product trend to expand your business, this conversation reveals how CertainTeed and Saint-Gobain’s 360-year perspective is shaping solar’s evolution beyond the traditional mounting solutions—and how your company can position itself for this inevitable shift.
Episode 7
MO ABDALLA
Mo Abdalla didn’t set out to create Texas’s highest-rated solar company—he simply refused to operate any other way than with total transparency. In this revealing conversation, the Good Faith Energy founder shares how his commitment to education-first sales has created a loyal customer base in a market plagued by misleading tactics. From his transition from oil and gas to solar, to his innovative approaches to content marketing and customer retention, Mo offers a masterclass in building a sustainable solar business based on integrity. Whether you’re battling questionable competitors or trying to differentiate your business in a crowded market, Mo’s insights on maintaining relationships beyond installation day will transform how you think about solar’s lifetime customer value.
Episode 6
AUSTIN ROSENBAUM
Stop Wasting Marketing Dollars: Austin Rosenbaum on Building a Lean Lead Machine
In this strategy-packed episode, Demand IQ founder Austin Rosenbaum reveals why most solar contractors are getting lead generation all wrong. Drawing from years of helping companies transform website visitors into qualified customers, Austin shares his playbook for building a lean, effective marketing operation without bloated teams or wasted spend. You’ll learn why speed-to-lead is critical, why most marketing departments are structured ineffectively, and how to match your lead sources to your follow-up capabilities. Whether you’re struggling with high customer acquisition costs or looking to revamp your digital presence, Austin’s practical advice on everything from hiring marketing contractors to leveraging AI tools provides a roadmap for building a sustainable lead generation system. This episode is essential listening for any solar contractor looking to get more qualified appointments without breaking the bank.
Episode 5
Bret BIGGART
This entrepreneurial thing is not for weenies. It’s a real fight.” In this no-holds-barred conversation, Freedom Solar CEO Bret Biggart reveals how getting sober at 35 sparked his unlikely journey from finance executive to solar industry leader. With refreshing candor, Bret shares his “radical transparency” approach—including why he shares the company’s financials with every employee, even during tough times. From doubling in size during boom years to navigating painful market contractions, he offers rare insights into the rollercoaster of scaling one of America’s largest solar companies. Bret also challenges industry norms by advocating for stronger regulation to protect consumers from bad actors. Whether you’re in solar or any growth business, this episode delivers hard-earned wisdom from a leader who’s experienced both the thrill of success and the sting of difficult decisions.
Episode 4
Kelvin Hayes
In this episode, Jason talks with Kelvin Hayes, solar sales expert and industry veteran, about how sales has evolved and the impact of technology on the industry.
Kelvin shares his journey from door-to-door sales to managing large teams and moving into software solutions. They discuss the different sales personas in solar and how AI-driven tools and integrated software are improving efficiency.
The conversation highlights the shift toward cleaner deals, as compliance and financing companies push for higher-quality, lower-cancellation projects. Looking ahead, AI and automation will further streamline the buying experience, improve accuracy, and reduce costs, making solar more accessible.
Episode 3
TIM WACHTMAN
From warranty nightmares to profitable service departments: discover how leading solar installers are transforming post-installation maintenance from a cost center into a revenue driver. Industry veteran and Operations Maintenance Manager at A&R Solar, Tim Wachtman, shares battle-tested strategies for building sustainable O&M programs, avoiding common pitfalls with long-term warranties, and leveraging service visits for upsell opportunities. Essential listening for solar executives looking to scale their operations while maintaining quality and profitability.
Episode 2
Scott Nguyen
In this insightful conversation, Scott Nguyen, founder and CEO of Bodhi, shares how customer experience is reshaping the solar industry. From his own journey as a solar customer to building a platform that transforms how installers engage with homeowners, Scott breaks down the tangible ROI of prioritizing customer satisfaction. Learn why referrals convert at a remarkable 50% rate, how better communication can slash project timelines from weeks to hours, and why the future of solar installation isn’t just about the hardware – it’s about creating lasting relationships that drive growth through repeat business and referrals. Whether you’re an installer looking to scale operations or curious about where the industry is headed, this episode offers practical insights into turning customer experience into a competitive advantage.
Episode 1
Daniel Castano
In the debut episode of When Life Gives You Lumens, host Jason Steinberg and Daniel Castano, Scanifly’s lead technical trainer, tackle workforce challenges in the solar industry. Daniel shares his journey from teaching in Taiwan to becoming a solar educator, highlighting the role of NABCEP certifications, SEIA programs, and Scanifly Academy in equipping students and professionals with hands-on skills and career opportunities in renewables. Packed with practical advice and inspiration, this episode explores how education and technology are shaping the future of clean energy.
