Read the situation below and answer the questions -

Sun Power: A Channel Decision

SunPower Ltd, a Gurugram based manufacturer of solar cells and solar panels, is emerging as a potential leader in the rapidly growing solar industry. The firm is the leader in cell conversion efficiency, which means that its solar cells generate more electricity at a given size than its rivals. So when space constraints and aesthetics are important considerations, this attribute makes SunPower an ideal choice for business customers. To boost energy savings, the company has also developed its own tracking systems that allow its solar panels to follow the sun throughout the day. While costing 5 percent more to install, this feature allows for 30 percent more energy generation than traditional solar systems.

SunPower serves all verticals of business markets and its customer list includes J&J, Fedex, Toyota, IBM, Microsoft and DLF. The company has signed agreements with The Times of India Group, Big Bazar, Metro Cash and Carry to install solar systems at all their locations in India. In serving large customer clients, SunPower uses a direct channel that controls the complete value chain from the manufacturing of the solar panels to the installation of the system. However, the firm also sees opportunity in selling its solar systems to the MSMEs where the energy requirement could be less than 500KW of peak power. Key benefits for the customers are as below:

Lowering the monthly electrical bills

Fewer panels need to be installed as compared to competitors

Take advantage of state govt incentives

Supporting the environment and community

You are the newly appointed Regional Sales Manager at Sun Power and you have been assigned the responsibility to developing MSME business in Delhi NCR, UP, Punjab, Rajasthan and Haryana.

2a. Suggest a customer value stack that would help you in generating faster sales.

2b. What kind of channel design would you implement to serve the specific needs of MSME customers?

2c. How would you leverage social media and integrate it in your selling process?