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Study Group

Case Studies

Case Study: Becoming the Top Master Agent for Telrite Holdings & Reentering the Lifeline Space.

Challenge:

In 2017, InstantSource entered the Lifeline market as one of 20 sales companies onboarded by Telrite Holdings, the parent company of Life Wireless. The competition was fierce—not only in the marketplace but also within our own client’s sales network. As a new partner, we faced the challenge of standing out among other sales companies while dealing with the unpredictability of fulfillment, inventory allocation, and commission payouts.

Solution: 

At Instant Source, our approach combines leadership development, strategic recruiting, and deploying unique guerilla marketing strategies to acquire customers through face-to-face interactions. This methodology allowed us to generate the highest volume of sales, scaling to over 10,000 activations per month in California when the entire program operated solely in that state.

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To tackle challenges effectively, we focused on ethical business practices, operational efficiency, and cultivating a strong partnership with Telrite Holdings. By prioritizing transparency and reliability, we ensured every sale was clean, compliant, and supported by consistent performance.

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Our client’s support through reliable inventory allocation and timely commission payouts played a crucial role in maintaining steady cash flow—a critical factor that has often been a challenge with other clients in the past. This trust and collaboration enabled us to deliver exceptional results while setting new benchmarks in the industry.

Results:

By 2019, InstantSource had risen to become Telrite Holdings’ top-performing master agent out of the 20 onboarded companies. As market conditions shifted, Telrite Holdings made the strategic decision to consolidate its partnerships to ensure clean business practices. Thanks to our ethical operations, exceptional performance, and trusted relationship, InstantSource was chosen as their sole master agent.

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​We maintained this position until 2020, when the COVID-19 pandemic forced us to close shop.

Case Study: Reentering the Market: 2023 and Beyond

Challenge:

After a three-year hiatus, InstantSource saw an opportunity to reenter the Lifeline space in 2023, leveraging new government funding under the Affordable Connectivity Program (ACP). Starting from scratch, we faced the daunting task of rebuilding our operations—this time with zero customers, zero sales reps, and stiff competition from established players.

Solution: 

With the leadership of Hong Ly, InstantSource adopted an aggressive growth strategy focused on:

  • Leading by example to recruit and develop a high-performing sales team.

  • Streamlining operations to expand rapidly across multiple states.

  • Leveraging past experience and relationships to outperform competitors.

Results:

In just four months, InstantSource achieved unprecedented growth, going from zero sales to 20,000 sales per month by November 2023. We expanded into 10 states, outpacing competitors who typically take 2–3 years to reach similar milestones.

Key Takeaways:

  • Leadership Excellence: Hong Ly’s hands-on leadership was instrumental in recruiting, training, and scaling the sales team rapidly.

  • Rapid Expansion: A combination of strategic planning and operational efficiency allowed InstantSource to build a powerhouse operation in record time.

  • Client Success: Telrite Holdings benefitted from our ability to quickly reestablish a trusted and high-performing sales channel.

Conclusion:

This case study demonstrates InstantSource’s ability to adapt, lead, and deliver results even in the face of significant challenges. Whether starting from scratch or scaling established operations, our team is committed to driving growth and success for our clients.

Case Study: Building Good Neighbor Energy into a Full-Service Solar Powerhouse.

Challenge:

Good Neighbor Energy began as a sales subsidiary of InstantSource, tasked with acquiring customers for solar energy solutions in California. The company faced the challenge of not only generating leads but also training and managing a sales team capable of navigating the complexities of the solar industry. This included:

  • Door-to-door marketing and appointment setting.

  • Conducting thorough consultations on solar systems valued at $50,000 to $150,000.

  • Training sales reps on long-term financing options, leasing solutions, and system benefits.

  • Coordinating with multiple installation partners to ensure fulfillment.

As operations grew, the need to pivot toward innovative digital marketing strategies became evident, especially as InstantSource evolved its approach to customer acquisition in 2021.

Solution: 

Good Neighbor Energy adopted a comprehensive approach, incorporating advanced digital marketing strategies alongside a streamlined operational structure. This evolution in strategy, which began in 2021, allowed the company to create scalable and efficient solutions, including mastering the art of acquiring customers remotely.

  1. Digital Marketing Evolution:

    • Omni-Channel Marketing: Leveraging Facebook Ads, SMS text campaigns, and CRM systems, we created a reengagement strategy that nurtured leads and converted them into customers.

    • Remote Customer Acquisition: By embracing digital tools, 90% of customer acquisition was completed through phone and Zoom consultations, enabling the team to build trust and close deals without in-person interactions.

    • These strategies were part of InstantSource’s broader transformation into a modern marketing powerhouse.

  2. Sales Team Development:

    • Comprehensive training to ensure sales reps understood all aspects of solar, including system design, financing, and leasing solutions.

    • Structured roles, including sales development reps, solar closers, and project managers, to ensure a seamless process from lead generation to project completion.

  3. Operational Excellence:

    • Internal project managers ensured that partnered installers delivered quality and timely fulfillment of signed deals.

    • A streamlined system ensured smooth transitions from sales to installation, building customer trust and satisfaction.

Expansion and Vertical Integration:

In 2024, as part of InstantSource’s continued growth, Good Neighbor Energy merged with an installation partner in Houston, Texas. This strategic move transformed Good Neighbor Energy into a full-service, vertically integrated solar installation company.

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This transition enabled Good Neighbor Energy to oversee the entire customer journey—from acquisition to installation—ensuring exceptional quality, operational efficiency, and customer satisfaction.

Key Takeaways:

  • Digital Innovation: The adoption of advanced digital marketing strategies in 2021 allowed for seamless remote customer acquisition and efficient lead nurturing.

  • Remote Expertise: Good Neighbor Energy mastered phone and Zoom consultations, acquiring 90% of customers without in-person interactions.

  • End-to-End Solution: From lead generation to installation, Good Neighbor Energy developed a scalable, vertically integrated model that delivered consistent results.

  • Leadership Excellence: The strategic leadership of Hong Ly ensured the company’s successful evolution and long-term growth.

Conclusion:

This case study demonstrates InstantSource’s ability to innovate, evolve, and drive success through advanced digital marketing and operational strategies. Good Neighbor Energy’s growth story is a testament to the power of adaptability and leadership, creating a scalable and customer-focused solar business.

Case Study: Driving Customer Acquisition for ERC Benefits Through Digital Marketing and Remote Sales.

Challenge:

During the pandemic, countless businesses struggled financially and were unaware of or unsure about the tax credits available to them, such as the Employee Retention Credit (ERC). Recognizing this opportunity, ERC Benefits, a tax credit advisory service, needed help marketing and acquiring customers who could benefit from the ERC program. They required a partner capable of building awareness, generating leads, and creating a seamless customer acquisition process.

Solution: 

InstantSource partnered with ERC Benefits to deploy a comprehensive marketing and sales solution. Our approach included:

  1. Digital Marketing Strategy: We developed and implemented a paid traffic solution to target businesses affected by the pandemic. Using platforms like Meta Ads and Google Ads, we crafted compelling ad copy and visuals to educate businesses on the benefits of ERC.

  2. Sales Team Development: We designed a customer journey that took businesses from awareness to qualification, streamlining the process to maximize efficiency and conversion rates.

  3. Operational Excellence: To overcome logistical challenges, we created a fully remote sales team, equipped with tools and training to engage and qualify businesses effectively.

  4. Qualification Assistance: Beyond customer acquisition, we supported ERC Benefits by assisting in the qualification process, ensuring businesses met the criteria for ERC tax credits.

Results:

  • Increased Awareness: Our targeted digital marketing campaigns educated businesses about ERC, driving significant interest and lead generation.

  • Streamlined Customer Acquisition: The sales process we created enabled ERC Benefits to acquire customers more efficiently, with high conversion rates.

  • Scalable Growth: The remote sales strategy allowed ERC Benefits to handle a high volume of inquiries and scale their operations to meet increased demand.

  • Client Success: As a direct result of our partnership, ERC Benefits was able to help countless businesses claim much-needed tax credits, strengthening their financial footing during a challenging time.

Key Takeaways:

  • End-to-End Marketing Solution: InstantSource provided a full-service approach, from creating awareness through digital marketing to qualifying customers via a structured sales process.

  • Remote Efficiency: Our remote sales strategy proved that effective customer acquisition can be achieved without the need for in-person interactions, offering scalability and flexibility.

  • Driving Impact: This partnership not only helped ERC Benefits grow but also empowered businesses to access vital financial resources during the pandemic.

Conclusion:

This case study showcases InstantSource’s ability to deliver impactful B2B solutions by combining strategic digital marketing with an effective remote sales process. Whether the challenge is educating a market, building a customer acquisition pipeline, or scaling operations, InstantSource is the partner businesses can rely on to drive measurable results.

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