### **Option A: New Customer Acquisition** (Greenfield) - Partner with solar installers to add batteries at point of sale - VPP participation lowers upfront cost by $5,000-10,000, making batteries attractive - Requires financing partnerships and installer network development - Slower ramp but higher margin (own full customer relationship) ### **Option B: Retrofit Existing Batteries** (Brownfield) - "Capacity exchange program" - enroll already-installed batteries via software - Faster deployment, zero hardware capex - Requires software-only business model (lower margin but faster scale) - Customer gets extra revenue stream without new equipment - Challenge: existing financing may restrict participation ### **Option C: OEM Partnerships** (Platform play) - Partner with battery manufacturers (Tesla, Enphase, etc.) - VPP software embedded in their products at factory - Manufacturer gets recurring revenue share from VPP participation - Scales fastest but lowest margin per customer - Examples: Tesla Autobidder, Enphase VPP partnerships ![[Screenshot 2025-10-10 at 12.21.56.png]] ![[Screenshot 2025-10-10 at 12.19.17.png]]