SOLAR BUSINESS & PROJECT MODELSBuild a credible solar offering by customer segment
Successful solar businesses align technology, policy, site conditions, commercial model and after-sales service. Use this guide to compare residential, C&I, agriculture, institutional, channel and lifecycle service opportunities.
Start with the customer loadConsumption pattern, tariff, uptime need and site constraints define the right system.
Validate policy before sellingSubsidy, export settlement and interconnection rules vary by state, DISCOM and date.
Price the full lifecycleInclude design, approvals, installation quality, O&M, replacements and risk.
Document everythingClear assumptions, datasheets, warranties and commissioning records build trust.
Business types and delivery models
Each segment has different buyers, sales cycles, technical risks and compliance requirements. Expand your offer only where your team can survey, design, execute and support reliably.
B2C / RooftopResidential rooftop
Standardized rooftop projects for individual homes and housing societies with strong customer education needs.
Typical services/products
- Site survey, shadow analysis and system design
- On-grid/hybrid proposals with bill assumptions
- DISCOM application, net metering and commissioning
- Cleaning, monitoring and after-sales support
Checks before committing
- Roof ownership/structure and usable area
- Sanctioned load and consumer category
- Current subsidy/process only from official portals
- Safety, earthing, lightning and warranties
B2B / High impactCommercial & industrial (C&I)
Larger rooftop or ground-mount projects where tariff structure, demand charges and daytime consumption drive ROI.
Typical services/products
- Load-profile and bill analytics
- CAPEX, RESCO/OPEX and PPA comparison
- HT/LT interconnection coordination
- Performance guarantees and O&M SLAs
Checks before committing
- Transformer/export capacity and utility rules
- Contract demand, TOU tariffs and change-in-law
- Roof tenure/ownership and structural assessment
- Metering, billing settlement and payment security
Rural / AgriAgriculture & solar pumps
Irrigation-focused solutions sized by water requirement, pumping head and operating schedule rather than motor HP alone.
Typical services/products
- Pump/system sizing by flow and total dynamic head
- Solar pump, controller and mounting supply
- Installation, water delivery testing and training
- Service support and spares planning
Checks before committing
- Water source depth, yield and seasonal variation
- Pipe sizing, head losses and daily operating hours
- State/agency scheme eligibility and documents
- Farmer affordability, financing and maintenance access
Public / InstitutionalInstitutional & government
Schools, hospitals, offices and public buildings with procurement, compliance and stakeholder accountability requirements.
Typical services/products
- Energy audit and feasibility reports
- Tender-ready technical/commercial documentation
- Execution with safety and quality controls
- Measurement, reporting and maintenance planning
Checks before committing
- Procurement rules and technical specifications
- Site access, safety and operational continuity
- Budget approvals and payment milestones
- Long-term ownership and O&M responsibility
ChannelDistribution & trading
Supply of modules, inverters, batteries, structures and BOS with technical selection, logistics and credit discipline.
Typical services/products
- Approved brand/product portfolio
- Technical pre-sales and compatibility checks
- Inventory, delivery and warranty coordination
- Installer/channel enablement
Checks before committing
- Datasheets, certifications and warranty terms
- Working capital, credit risk and returns
- Counterfeit/grey-market and after-sales exposure
- Fast-moving SKU planning by segment
Execution / LifecycleEPC, O&M & services
Project execution and lifecycle services that convert equipment into safe, bankable, maintainable energy systems.
Typical services/products
- Detailed engineering and installation QA
- Testing, commissioning and handover docs
- Preventive/corrective maintenance and cleaning
- Monitoring, reporting and performance analysis
Checks before committing
- Design responsibility and scope boundaries
- Safety practices, permits and documentation
- Spare strategy, response times and SLA metrics
- Performance ratio assumptions and exclusions
Commercial models to evaluate
CAPEX (customer-owned)
Customer invests upfront and owns the asset. Common in residential and many C&I sites where payback and control matter.
- Transparent BOM, exclusions and performance assumptions
- Payment milestones tied to delivery/commissioning
- Warranty handling and service response defined
RESCO / OPEX / PPA
Third party invests and sells energy/service under contract. Requires stronger credit assessment, contracts and operating discipline.
- Tenure, tariff escalation and termination terms
- Metering, billing, deemed generation and downtime
- Insurance, asset ownership and handover conditions
Plan with data, not assumptions
Use calculators for indicative sizing, then validate with site survey, bills, utility rules and qualified engineering.