Scaling Impact: Seven Lessons from Building SunFunder

In 2012, Audrey Desiderato and Ryan Levinson co-founded SunFunder, a company that would go on to play a pivotal role in financing off-grid and distributed solar solutions across emerging markets. Their mission was ambitious from the outset: to bridge the financing gap that prevented millions of people at the base of the pyramid from accessing reliable, clean energy. What makes their story particularly compelling is not just the scale of impact they achieved, but the uncertainty, risk, and improvisation that defined their journey.

This article builds on an earlier exploration of their origin story, focusing instead on the hard-earned lessons that emerged as they scaled SunFunder from a bold idea into a recognized player in climate finance. Their insights offer a rare, unfiltered look into the realities of social entrepreneurship—far removed from the polished narratives often associated with startup success.

Building a Partnership That Can Withstand Reality

At the heart of SunFunder’s story lies a partnership that proved both resilient and complementary. While their meeting may have been shaped by chance, their decision to build a company together was anything but accidental. It was grounded in a shared sense of purpose, aligned values, and a clear understanding of their respective strengths.

In the context of operating across continents—raising capital from investors in Europe and North America while deploying it across Africa and Asia—the importance of this partnership became even more pronounced. The business demanded constant attention on two fronts: managing on-the-ground operations in challenging environments and maintaining relationships with a global investor base. Attempting to balance both responsibilities alone would have been unsustainable.

Their ability to divide responsibilities while maintaining shared ownership of the mission allowed them to move faster and more effectively. But more importantly, it created a foundation of trust that could withstand the inevitable stress, uncertainty, and setbacks that come with building a company in an emerging sector.

The Invisible Influence of Mentorship

No entrepreneurial journey unfolds in isolation, and for Audrey and Ryan, mentorship played a critical role in shaping both their mindset and decision-making. Their mentors were not just advisors offering occasional guidance—they were anchors during moments of doubt, sources of perspective during complex decisions, and examples of leadership in practice.

These relationships influenced how they approached everything from investor relations to internal culture. One of the most enduring lessons they absorbed was the importance of treating every financial transaction as part of a broader relationship. In an industry often driven by numbers and performance metrics, this human-centered approach became a defining feature of their business.

Mentorship also helped them confront internal challenges, including self-doubt and imposter syndrome. Early in her journey, Audrey questioned whether she was truly prepared to lead a company operating in unfamiliar markets. It was through candid conversations with experienced professionals that she gained the confidence to move forward—not because she had all the answers, but because she was willing to learn and adapt.

Raising Capital in a Mission-Driven Business

One of the most demanding aspects of building SunFunder was navigating the dual challenge of raising both equity and debt capital. Unlike traditional startups, fund management businesses must continuously secure capital not only to sustain operations but also to deploy into investments. This creates a constant pressure that can define the rhythm of the company.

In the early days, fundraising was slow, uncertain, and often frustrating. Convincing investors to back an unproven model in a nascent sector required persistence and clarity of purpose. But over time, it became evident that not all capital is equal. The investors who proved most valuable were those who shared the company’s mission and understood the complexities of the markets in which it operated.

These mission-aligned investors provided more than just funding—they offered patience, trust, and continued support during difficult periods. In moments when the company faced liquidity challenges or operational setbacks, it was this alignment that made the difference between survival and failure.

Trust as the Core Currency of the Business

As SunFunder grew, one principle became increasingly clear: trust is more valuable than any single financial metric. Building that trust required a commitment to transparency, especially when things did not go as planned.

Rather than hiding problems or delaying difficult conversations, Audrey and Ryan chose to communicate openly with their investors and stakeholders. Whether it was a loan default or underperformance within a portfolio, they made a point of addressing issues early and explaining how they intended to respond.

This approach was not without risk. Transparency can expose vulnerabilities and invite scrutiny. But in the long run, it strengthened relationships and reinforced credibility. Investors were more willing to stay engaged and provide continued support because they felt informed and respected.

In a sector where uncertainty is inherent and outcomes are not always predictable, this level of openness became a competitive advantage.

Building a Team Around Purpose, Not Just Skill

While capital and strategy are critical components of any business, SunFunder’s founders consistently emphasized that people were their most important asset. Building a team that was both capable and deeply aligned with the company’s mission proved to be one of the most challenging—and most rewarding—aspects of their journey.

Technical skills were necessary, but they were not sufficient. The founders placed a strong emphasis on character, curiosity, and resilience. They sought individuals who were not only competent but also genuinely motivated by the company’s purpose and willing to grow within an evolving environment.

This focus on culture created a workplace where collaboration and shared values were central. Employees were drawn not just by the work itself, but by the sense of belonging and collective ambition. Even as the company faced competitive pressures and resource constraints, this culture became a stabilizing force.

At the same time, they learned that maintaining culture requires constant attention. A single misaligned hire could disrupt team dynamics and create disproportionate challenges. These experiences reinforced the importance of being deliberate and disciplined in hiring decisions.

Navigating Growth Through Adaptation and Trade-offs

Scaling a business in an emerging and rapidly evolving sector requires a willingness to adapt. For SunFunder, this meant continuously refining their strategy in response to market realities, investor expectations, and operational constraints.

In the early stages, the company focused on smaller loans to local entrepreneurs—an approach that allowed them to support early innovation but was not always financially sustainable at scale. As they grew and began managing larger pools of capital, they had to shift toward bigger transactions that could support profitability.

These decisions were not easy. Moving away from smaller, higher-risk investments meant leaving behind segments of the market that still needed support. Yet, to ensure the long-term viability of the business, such trade-offs were unavoidable.

What remained constant throughout these changes was their commitment to the broader mission: expanding access to clean energy in underserved regions. While the strategies evolved, the underlying purpose did not. This consistency provided a guiding framework for decision-making, even when the path forward was unclear.

The Often Overlooked Discipline of Self-Care

Entrepreneurship is frequently associated with relentless work, long hours, and constant pressure. While these elements are undeniably part of the experience, Audrey and Ryan emphasized the importance of maintaining balance and protecting mental well-being.

They spoke candidly about the need to disconnect, to create boundaries between work and personal life, and to cultivate interests outside of their professional identities. Whether it was spending time in nature, engaging in creative pursuits, or simply stepping away from constant communication, these practices helped them manage stress and maintain perspective.

Equally important was the recognition that personal identity should not be entirely tied to professional success. In moments when the business faced challenges, having a broader sense of self provided resilience and emotional stability.

Humor, too, played a surprisingly important role. In the midst of difficult situations, the ability to step back and find moments of levity helped them navigate uncertainty with greater ease.

A Broader Reflection on Social Entrepreneurship

The story of SunFunder is not just about building a company—it is about navigating complexity at the intersection of finance, technology, and social impact. It highlights the realities of working in underserved markets, where challenges are amplified but the potential for meaningful change is equally significant.

For aspiring social entrepreneurs, the lessons from Audrey and Ryan’s journey are both practical and philosophical. They underscore the importance of partnership, the value of trust, the necessity of adaptability, and the need to remain grounded in purpose.

Perhaps most importantly, their experience serves as a reminder that success in this space is rarely linear. It is shaped by experimentation, setbacks, and continuous learning. But for those willing to embrace that process, the rewards extend far beyond financial returns—they include the opportunity to create lasting, systemic impact.

In a world where access to energy remains uneven and climate challenges continue to intensify, the work pioneered by companies like SunFunder offers both inspiration and a blueprint. It shows that with the right combination of vision, discipline, and humility, it is possible to build something that truly matters.