How Solaris Energy Infrastructure Stands Out in a Crowded Market with Substrata’s Strategic Edge
Increase in Win
Rates
Reduction in Sales
Cycle Length
Increase in Quota
Attainment
Senior Account Director
Analyze conversational cues to discover the tension, power dynamics, and sentiment shifts during interactions
Build perceived authority in B2B deals by analyzing and optimizing communications for trust, credibility, and impact in your emails.
Interpret behavioral patterns to deliver actionable, insights for business interactions.
As a leader in all-electric, automated equipment for the oil and gas completion phase, Solaris Energy Infrastructure has long been driven by innovation. Their systems are critical to the low-pressure phase of oil and gas well completions—providing automation, safety, and efficiency to some of the biggest names in energy, all to enhance safety at well sites across the US.
Substrata solves the perpetual problem of having every touchpoint matter. There are so many variables and nuances in the logistics and power solutions business, so getting everything right isn’t trivial.
But Solaris had a big problem. The company not only faces direct competition from other firms performing the same function as they do (logistics and propane handling) but also from other providers in the energy sector, specifically vertically integrated oilfield service providers and E&P companies. They needed a tool to help their sales operations team both maintain long-term client relationships and expand market share in an increasingly complex industry. With decision-making in the energy sector spread across multiple stakeholders, their salespeople required a solution that could give them an edge in navigating the countless touch points involved in closing deals.
To navigate this fast changing environment, Solaris partnered with Substrata, a B2B behavioral intelligence platform that helps dealmakers and sellers read between the lines in complex B2B interactions. By applying Substrata’s AI powered social signal analysis to all prospect & client facing communication—especially during MSA renewals, negotiations, and strategic account reviews—Solaris gained a completely new layer of insight into prospect receptivity, stakeholder level of alignment, and overall deal momentum.
Substrata flagged early drops in responsiveness—despite positive language—enabling Solaris to act fast and re-engage decision-makers before deals stalled.
Substrata detected hidden buyer hesitation and competing vendors, allowing Solaris to realign proposals and win a 3-year deal.
With Substrata integrated into their workflows, Solaris now approaches every prospect conversation with a deeper understanding of the underlying social dynamics and meaning. Sales teams are now more confident in navigating politically complex accounts, especially where procurement and other departments / functions are misaligned or where competitors are quietly circling.
It provides me with greater clarity around tone, timing, and intent, enabling me to communicate with clients more accurately. It’s also enabled me to train new team members based on facts. Briefly, it helps us sell smarter, faster and with less necessary friction.
As consolidation reshapes the oil and gas service ecosystem, Solaris is using Substrata not just to protect market share—but to grow it. Solaris is uncovering expansion opportunities earlier, addressing silent objections proactively, and differentiating on a level that goes significantly beyond product specs and quotes.
