Community Solar’s Hidden Engine: Trust, Access, and Scale with Sandhya Murali

Episode: Sandhya Murali, Chief Strategy & Marketing Officer at Perch EnergyCommunity solar is often described as a simple promise: sign up, receive credits, save money, and support clean energy. But behind that promise is a complex operating system that determines whether community solar actually works for customers, developers, utilities, and the communities it is meant to serve.In this episode of Green Giants: Titans of Renewable Energy, Wes Ashworth sits down with Sandhya Murali, Chief Strategy & Marketing Officer at Perch Energy, to unpack the hidden infrastructure behind one of the most important segments of the clean energy transition.Sandhya brings a rare combination of capital markets discipline, founder operating experience, and deep commitment to clean energy access. Before joining Perch, she co-founded Solstice, a mission-driven community solar company focused on expanding access for renters, low-to-moderate income households, and others historically left out of rooftop solar. Her earlier career in investment banking at Barclays, along with her MBA from MIT Sloan, gives her a unique lens on how mission, finance, and market design intersect in renewable energy. This conversation moves beyond the usual case for community solar and into the work most people never see: subscriber acquisition, billing, crediting, eligibility verification, compliance, customer trust, and retention. Sandhya explains why community solar is not only about generating clean power. It is also about making sure the customer experience is reliable, understandable, and financially meaningful.A major theme throughout the episode is trust. Many customers still wonder whether community solar is real, whether there is a catch, and whether the savings will actually appear on their utility bill. Sandhya breaks down how clear enrollment, accurate billing, transparent savings, and responsive customer support all shape whether the model can scale.The episode also explores low-to-moderate income access and why Sandhya believes inclusion cannot be treated as a side initiative. She makes the case that community solar should be designed for the households most burdened by energy costs, while also remaining financeable for developers and investors. That means better program design, simplified enrollment, utility consolidated billing, and practical solutions that reduce friction without increasing risk.Wes and Sandhya also discuss Perch Energy’s role as a scaled community solar subscriber management platform. After Perch’s acquisition of Solstice, the company manages more than 3 GW across over 1,000 community solar projects in 16 states, serving more than 430,000 residential customer equivalents. Key topics covered include: Why the hardest part of community solar is often invisible  How subscriber management functions like critical infrastructure  Why trust is the foundation of customer adoption and retention  The importance of utility consolidated billing  How self-attestation could simplify low-income enrollment  Why community solar markets need stable policy and predictable rules  How scale helps, and where local market complexity remains  What regulators and utilities can do to improve program design  Why community solar matters in a future defined by load growth, affordability, and distributed energy For clean energy leaders, developers, policymakers, investors, and anyone working to make the energy transition more inclusive, this episode offers a practical and deeply human look at what it takes to turn clean energy access into reality.Links:Sandhya Murali on LinkedInPerch Energy's WebsiteWes Ashworth: https://www.linkedin.com/in/weslgs/Email: [email protected]://leegroupsearch.com/green-giants-podcast/https://leegroupsearch.com/