### **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]]