How Lemon doubled its sales service capacity without needing an SDR team

Lemon is a distributed energy cleantech that connects small and mid-sized businesses to clean, renewable solar power plants. With a model focused on sustainability and savings, the company runs digital acquisition channels to attract, qualify and convert customers at scale.

The inside sales team, led by Camila Souza, runs every digital channel together with marketing.

Lemon's biggest challenge was getting every sales front on the same page: connecting marketing and inside sales so they speak the same language, internally and with customers, and matching the team with the right tools.

With the previous tool, the daily routine meant jumping from screen to screen: campaigns in one place, template approval in another, sends done by hand. Every manual step slowed down the operation's response time.

After the first tests, Lemon chose Nuvia as its biggest bet for 2026. The platform now organizes the operation's two funnels in one place:

1. 01InboundLeads generated by digital campaigns, arriving with purchase intent.
2. 02Active prospectingMulti-step WhatsApp campaigns that open conversations with new customers, so no sales rep is ever idle.

Reps work both funnels within the same platform.

AI handles 50% of the qualification process

Nuvia's AI now qualifies incoming customers and covers half of the qualification process. As a result, Lemon doesn't need a team dedicated only to this step (SDRs): it saves on customer acquisition cost, invests more in media and makes room to pay closers better.

Data enrichment: every list becomes an opportunity

A lead without a phone number or email is a stalled opportunity. With Nuvia's data enrichment, the team completes the contact in one click and the lead goes straight into the cadence. Lists that used to be half empty now generate conversations, with no manual research and without leaving the platform.

The whole operation in the Pipeline

From first contact to close, every lead shows up in Nuvia's Pipeline at its current stage, with an AI conversation summary, owner and status. Inbound and active prospecting sit side by side, and reps know exactly where to act without opening spreadsheets or switching tools.

AI as an accelerator, not a replacement

At first, the team worried that AI would take people's jobs. Camila showed that automation speeds up the process and doesn't replace the sales rep: AI handles qualification and repetitive tasks, and the team focuses on closing.

AI set up by the team itself, no developer needed

Handing customer service over to AI raised a natural question: will customers feel they're talking to a robot? On Nuvia, the team itself defines what the AI says, adjusts replies and creates rules right on the screen, without any programming.

Leads arrive through ads that open a WhatsApp conversation, at any time of day. The Smart Funnel leads the conversation until it hands the sales rep a customer ready for a proposal:

1. 01Instant replyThe AI replies right away, day, night or weekend, introduces Lemon and understands what the lead is looking for.
2. 02Automated quoteQualification and quoteThe AI confirms that Lemon serves the region and shows, right in the conversation, how much the lead will save on the electricity bill.
3. 03Bill readingBill readingThe lead sends a photo or PDF of the bill and Nuvia reads the document and fills in the record on its own.
4. 04A rep with full contextThe conversation reaches the inside sales team with the bill and the data ready. The rep goes straight to the proposal.

With qualification, quoting and bill reading handled by AI, each rep can serve twice as many customers and spend their time on what only a person does well: negotiating and closing. And since pay follows the volume served, the productivity gain reaches the team too.

Smart campaigns with multi-step cadences

Active prospecting is no longer a manual job. Lemon builds WhatsApp campaigns with multi-step cadences: when the lead replies, AI takes over the conversation and the rep only steps in to close.