Understanding the possible routes to market is a critical step for a new technology, and this will be particularly challenging in the distributed energy domain. Will you sell directly to end customers, or is your target an intermediary business who will include your DE technology in a broader value proposition? The choices you make will have a major impact on your potential market size, your profitability, and your own company’s value proposition.
What constitutes value in the distributed energy domain and how are you going to deliver it? The nature of value will change according to the customer, for example a hotel on a remote island will probably value guaranteed supply of energy most highly, with a low environmental impact also being important. A city centre development may focus on low emissions and operating costs. Which value elements can you deliver better than your competitors?