The maturation of the market GD (distributed generation) and the acceleration of the energy transition are opening up a series of spaces for new business models and new sources of revenue for integrators operating in the solar energy market.
In this scenario, these professionals have the important role of bringing energy saving and energy efficiency opportunities to the end consumer. At the same time, they can expand their service portfolios beyond the installation of photovoltaic systems.
Solar integrator: what is it, responsibilities and how to become one?
This Monday (2), Greener published a business guide listing some of the main trends and sustainable solutions in the national photovoltaic market that companies in the sector can take advantage of to increase their profits in 2025.
Origination of clients for GD credit managers
In this business model, integrators act as intermediaries between the end consumer and the DG credit manager. The manager operates in the shared generation mode, where energy is generated in solar plants and distributed to several consumers through a consortium or cooperative.
Shared solar energy generation: what is it?
The integrator is responsible for attracting clients to the management company and is paid a commission on each contract closed. When the integrator refers a potential client to the credit management company GD and that client converts, the integrator receives a commission, which can be a fixed amount or a percentage.
According to the latest research from greener, carried out with integrators in July of this year, around 13% of integrators already work with this model of referring clients to credit managers.
In addition to offering this solution to new customers, the integrator can also revisit its customer base leads unconverted, offering this solution to those who have not closed a deal previously or who do not have sufficient area to install a photovoltaic system.
Credit management in shared DG
In this model, the integrator itself can take over credit management and offers consumers hip in the cooperative or consortium. To do this, the integrator must be responsible for managing the plant, which may belong to it or to third parties.
Unlike other business models, this one does not involve a company specialized in credit management, as this function is performed directly by the integrator. The relationship between the players is as follows:
The benefits for the consumer remain similar to those of the previous referral model. The main difference is in the role of the integrator, who now manages the credits. The integrator can act in this model in three main ways.
Retail Representative at ACL
In the ACL (Free Contracting Environment), popularly known as the Free Energy Market, the price of electricity can be negotiated freely, offering consumers with certain profiles the opportunity to reduce their energy costs, which, for many, represent a significant portion of their expenses.
The origination of customers for retail energy suppliers in the ACL is a business model in which the integrator is remunerated via commission. When referring a potential customer to the company that offers energy in the ACL to the end consumer, in the event of conversion, the integrator receives a percentage.
The flowchart of the relationship between the consumer, integrator and energy supplier is as follows.
Consumers in Group A who have not converted to install photovoltaic systems may be potential targets for referrals to retail traders:
According to Greener and data from Abraceel (Brazilian Association of Energy Traders), consumers who were given the authorization to choose their energy supplier in January this year are driving the annualized growth rates of Free Energy Market.
In the accumulated 12 months, the growth in the number of consumer units more than doubled, demonstrating that, in recent years, the scenario of simple growth rates gave way to a sharp expansion, as illustrated in the image below.
Energy Storage Solutions
Understanding customer needs is essential for an energy solutions provider. In addition to the conventional photovoltaic system (modules and inverters), the integrator can also offer solutions for energy storage associated with the solar system, meeting specific demands of certain customers.
Among the benefits that the solution offers to the off-grid consumer are the supply of uninterrupted energy in isolated communities and the replacing diesel generators with solar s. In on-grid, the benefits include backup in cases of power outages (mainly rural consumers); storage of excess energy; limitation of power injection and flow inversion.
However, before starting to offer the solution, Greener emphasizes that it is important for the integrator to know the profile of customers with the potential to acquire energy storage systems. This is because the sale of these battery solutions involves an audience with specific needs and a different level of interest than the customer who is just looking for a standard on-grid system.
Electric Vehicle Charging Solutions
In addition to the conventional photovoltaic system (modules and inverters), the integrator can also offer solutions for electric vehicle charging associated with the solar system, meeting specific demands of certain customers.
The group Canal Solar even has an exclusive news portal about the electromobility market: Canal VE. Click here and visit the website.
Greener also highlights that, with the rapid growth in sales of electric vehicles in Brazil, charging infrastructure needs to expand to keep up with demand.
This would create, according to the company, an opportunity for integrators who can provide charging solutions in both homes and businesses and charging stations, helping to create a robust and efficient network.
“Considering that by 2030 Brazil is expected to have 1,4 million 100% electric vehicles, at least 93 thousand electric charging stations will be needed”, highlights the study.
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