The Science of Scaling How to Pivot The Model, The Playbook & The Team When The Macro Changes w/ Carina Brockl (fmr. CRO, Aurora Solar)
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May 28, 2025 Carina Brockl, former CRO of Aurora Solar, played a pivotal role in steering her company to unicorn status and is now exploring AI opportunities. In this engaging discussion, she shares strategies for pivoting business models in response to macroeconomic changes. Carina highlights the importance of customer-driven growth when scaling from small to enterprise clients. She also addresses challenges in the solar industry, emphasizing adaptive leadership and the need for transparent communication during turbulent times.
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Diligence Metrics Before Joining
- When evaluating a sales leadership role, rigorously examine the company's ARR, retention rates, valuation, and realistic growth expectations.
- Be cautious with valuation multiples and ensure they set you up for success rather than overpromise.
Solar Industry Growth Opportunity
- Carina joined Aurora when solar energy was only 3% of total U.S. production, seeing vast room for growth.
- Advancements in solar panel tech and software dramatically lowered costs and boosted demand.
Prepare Product for Enterprise
- To go upstream into enterprise sales, assess if the product meets scale, security, and workflow needs of larger customers.
- Embrace ongoing feedback and product iteration; enterprise readiness often requires adapting existing solutions.