The solar market is fundamentally changing. It’s no longer enough to just install solar panels. Customers are asking for complete solutions: from energy storage to smart consumption. How do you, as a solar company, make this crucial transition?

A market in transformation

The figures are clear: the residential market for solar panels shrank by more than 50% in 2024. A combination of changed subsidy policies, market saturation, and evolving customer needs is forcing solar companies to reconsider their approach. The demand is shifting. For years it was only about installing solar panels, but now there is an increasing need for smart energy solutions. How can I intelligently store the energy generated by my solar panels to become more self-sufficient?

New opportunities in a changing market

You can view the decline in new installations as a threat. But looking beyond that, you’ll see it also offers new possibilities. Research by DNE Research and trade journal Solar365 shows, for example, that sales of home batteries tripled in 2024. More importantly for small and medium-sized installation companies: the demand for maintenance, repairs, and energy management is steadily growing. These services require less investment than new product lines and build upon your existing expertise and customer relationships. The real challenge, therefore, is not the shrinking installation market, but adapting your business model to seize these new opportunities.

Why flexibility is so important

Traditional installation companies worked with fixed processes for sales and installation. But a changing offering, combined with a shift toward service provision, requires a different approach. You must be able to adapt to that changing market – whether you choose maintenance services, energy management, or new product lines such as home batteries. And all while continuing to serve your existing customers optimally.

Take, for example, integrating home batteries into your offering. This not only requires new technical knowledge but also different sales and installation processes. Your service department must also be ready for maintenance and remote monitoring. And if you decide to expand your services with preventive maintenance and monitoring, that requires structural adjustments to your business operations: from planning and capacity management to invoicing for recurring services. Without flexible systems and processes, this transition becomes challenging. You risk delays, errors, and ultimately customer dissatisfaction.

A system that grows with you

A flexible business system is essential for this transition. It enables you to:

• Quickly implement new services
• Manage different types of projects
• Maintain real-time insight into performance
• Monitor costs and revenues per service
• Efficiently plan maintenance and monitoring

Start transforming today

The market won’t wait. Begin by exploring new services that meet the demands of your – future – customers. Ensure your systems support this growth. Only then will you remain relevant in a changing market.

Want to know more?

Would you like to exchange thoughts about your specific challenges? We’re happy to share our expertise and are open to exploring together how to prepare your organization for the next growth phase. Contact Indra Zunder for a no-obligation conversation.