Learn the biggest challenges faced by utilities and equipment manufacturers in the solar and energy storage value chain. This presentation covers those challenges with the help of case studies. You will also find recommendations to adapt to this new environment and in particular build the required digital platform.

1. Implementing and Monetizing Solar &
Storage Applications
Marianne Boust
Munich, Germany
December 5, 2017

2. 2Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Capgemini Consulting is the Global Digital Innovation &
Transformation consulting brand of the Capgemini Group
▪ 190,000+ people worldwide working together as one team
▪ Revenue (2016): €12,539 million
From a complete
range of businesses ...
…to innovative
services and products
With strong expertise in
industry sectors …
Application Services
Consulting
Technology and
Engineering
Services
Infrastructure
Services
Business Process
Outsourcing
Other Managed
Services
Digital Customer
Experience
Insights & Data
Digital
Manufacturing
Product &
Engineering
Services
Business Services
Cloud Choice
Cybersecurity
Application
Development and
Maintenance
Quality Assurance
& Testing
Automation Drive
Utilities
Automotive
Consumer
Products & Retail
Financial Services

3. Disruption of
the energy value chain

4. 4Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Energy transitions, digital revolution and customers
empowerment are key challenges for the industry
Energy transitions
NEW
ENERGYMIX
DECONSTRUCTION
VALUE CHAIN
ENERGY
EFFICIENCY
CONSUMPTION
DECREASE
BATTERIES
E-VEHICLES
SOLAR DECREASE
DEMAND SIDE
MANAGEMENT
PRICES
DECENTRALIZED
GENERATION
Smart grids
Customers Empowerment
New players
GAFA*
Telcos
Big oil
Building
manufacturers
Equipment
suppliers
Niche
players
Digital Revolution
New
Utilities
‘uberisation’?

5. 5Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Traditional utilities and OEMs must seize the opportunities that
the solar-plus-storage couple offer before the competition does
Selected Opportunities on Solar and Storage
Behind-the-Meter Front-of-the-Meter
Reliability/
Back-Up
Solar self-
consumption
Energy
Access
Demand
Charge Mgt
…
Defer T&D
investment
Ancillary
Services
Refurbish
ment
Peaking
Capacity
…
Retailers Network
Operators
Power
Producers

6. 6Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Industry players face
tough barriers to
accelerate
digitalization
Examples of barriers
▪ Skills and Jobs:
▪ Skills shortage
▪ Major social change threatening
jobs and slowing down digital
deployment
▪ Skills and Jobs:
• Skills shortage
• Major social
change
threatening jobs
and slowing down
digital deployment
Examples of barriers
▪ New entrants:
• Start-ups are
disrupting the
value chain
• Telecom are
entering the retail
sector
▪ Utilities regulation:
• Utilities face huge
grid investment
requirement but
faces restrictions
(i.e. storage
ownership)
Shortage of
Data Scientist
Regulation
Complex
internal procedures
Resistance to
change
Evolving
technology
New
entrants

7. 7Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Digital start-ups at every stage of the solar value chain
EPC O&M Payment & BillingBusiness Dev. Finance
Online Solar Calculators Financing Drone Maintenance Aggregation
Pricing & Trading Crowdfunding Digital Platform Smart Cooling & Cleaning «Peer-to-Peer», Blockchain
Hybrid System Optimization virtual Net Metering
Pay-as-You-Go Solar
Helioscope

8. Accelerating
the Digital Transformation

9. 9Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
The digital transformation is under way in the E&U sector
Customer Experience
Customer understanding
Top line growth
Customer touch points
▪ Started but not completed
▪ Achieve a really compelling
Customer Experience, engage
customers
▪ Leverage Digital for competitiveness
(full digital relationships)
▪ Leverage RPA* and AI**
Operational Process
Process digitization
Worker enablement
Performance management
▪ Priority #1
▪ Up to 27% savings for Digital Plant
▪ Thanks to technology progresses,
many Digital operations opport.
Business Model
Customer understanding
Top line growth
Customer touch points
▪ Priority #1
▪ Innovate is a must
▪ Choose your innovation domains
▪ Eco-systems leverage
*RPA: Robotic Process Automation
** AI: Artificial Intelligence

10. 10Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Make or Buy? How far should you become involved in the
software value chain
Battery, PV, Genset Balance of Plant
Energy Management
software/platform
EPC/Installer Marketing Ownership
Utilities
Aggregator
Retailer
System
integrator
Energy storage system suppliers
Industrials
PV Inverter
Suppliers
Manufacturers

11. 11Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Make or Buy? How far should you become involved in the
software value chain
Battery, PV, Genset Balance of Plant
Energy Management
software/platform
EPC/Installer Marketing Ownership
Utilities
Aggregator
Retailer
System
integrator
Energy storage system suppliers
Industrials
PV Inverter
Suppliers
Manufacturers
Recent utilities’ acquisition
▪ Centrica buying REstore
▪ Enel acquiring EnerNOC
and Demand Energy
▪ Engie acquiring
GreenCharge, Sungevity
▪ Eneco acquiring Lichtblick
Recent OEM acquisitions
▪ GE acquiring a stake in Sonnen
▪ Aggreko + Younicos
▪ Wartsila + Greensmith
▪ Itron acquiring Converge
▪ Schneider buys Renewable
Choice Energy
PV inverter building up
energy management
software capabilities

12. 12Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Example of in-house development: Eneco Smart Home IoT Hub
Dutch utility Eneco has developed a Smart Hub
platform, called Toon. This platform is central to
Eneco’s transformation from Utility to Energy
services provider.
As a smart home solution, Toon integrates a smart
thermostat, energy insight and smart home hub
into one single to use product.
▪ This creates a daily customer interaction which
results in increased customer satisfaction, better
customer retention and higher NPS score.
▪ Other utilities joining Engie Belgium, Viesgo
Spain
Eneco has created an open API for the Toon
platform. Thus 3rd party developers can develop
extra apps and integrate new services with device.
Eneco creates with Toon an energy services
ecosystem and becomes a platform provider for
other parties to build services upon.
Market shares are old school thinking, what
counts is how innovative you are”
Christophe Degrez,
CEO Eneco Belgium

13. 13Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Crowdnett
The business case for solar + storage is weak in
the Netherlands because of net metering,
additional revenues are needed
▪ Eneco uses crowd of home batteries for
frequency reserves to increase revenue, now
payback time is less than 10 years
▪ Homeowners get a battery with a discount and
can use it for self-consumption
▪ Contract for 5 years
▪ Partnership with a mix of OEMs and start-ups:
Tesla, LG Chem, Ampard, Zonneplan
From ideation to live in the market in less than 4
months

14. 14Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Build a Digital Solar platform – How to implement it?
Select priority use cases1
Matrix of use cases attractiveness (examples)
IT Feasibility
Business stakes
Microgrid
management
O&M
follow-up
PV Monitoring
PV-battery self
consumption
PV for Ancillary
Services

15. 15Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Build a Digital Solar platform – How to implement it?
Select priority use cases1
Matrix of use cases attractiveness (examples)
IT Feasibility
Business stakes
Microgrid
management
O&M
follow-up
PV Monitoring
PV-battery self
consumption
PV for Ancillary
Services
Design an evolutive architecture2
Adopt agile approach, be incremental and
collect customer feedback3
Definition of IS Architecture
MVP1* MVP2 MVP3
F1
F2
F3
Base
Advanced
Future
*MVP: Minimum viable product
Basic & Urgent Use Cases

16. 16Implementing and Monetizing Solar & Storage Applications | December 5, 2017 © 2017 Capgemini. All rights reserved.
Food
for thought
Digital is a strong lever to increase
marketing and operations efficiency
Think beyond the hardware, bear in
mind that you don’t know all the
use cases yet
Adopt a “Test and Learn” approach,
be pragmatic. Kill some initiatives,
accelerate others
Include your data strategy at every
step of the process of your project
to inform your decisions

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About Capgemini
Learn more about us at
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Florent Andrillon
Vice President
Energy & Utilities
Paris, France
Mobile: + 33 (0)6 37 92 55 89
Florent.andrillon@capgemini.com
Tour Europlaza
20, avenue André Prothin
92 927 Paris La Défense Cedex France
www.capgemini-consulting.com
Marianne Boust
Manager
Energy & Utilities
Paris, France
Mobile: +33 (0)6 68 44 78 52
Marianne.boust@capgemini.com
Tour Europlaza
20, avenue André Prothin
92 927 Paris La Défense Cedex France
www.capgemini-consulting.com