WEBVTT 1 00:00:07.980 --> 00:00:10.380 Distributed energy has multiple drivers. 2 00:00:10.380 --> 00:00:12.480 One of those is of course the regulation 3 00:00:12.480 --> 00:00:13.740 that many governments put on 4 00:00:13.740 --> 00:00:15.480 in order to reduce carbon emissions. 5 00:00:15.480 --> 00:00:17.730 So they set targets for renewable energy 6 00:00:17.730 --> 00:00:22.020 and solar is one of the main drivers of distributed energy 7 00:00:22.020 --> 00:00:23.100 in combination, of course 8 00:00:23.100 --> 00:00:25.803 with other technologies like energy storage. 9 00:00:26.760 --> 00:00:28.620 Also, the cost of those technologies 10 00:00:28.620 --> 00:00:31.920 have come down significantly over the past couple of years, 11 00:00:31.920 --> 00:00:34.050 which make it more attractive to use them 12 00:00:34.050 --> 00:00:35.520 in the application. 13 00:00:35.520 --> 00:00:38.040 And this is where it comes to the important point that I see 14 00:00:38.040 --> 00:00:40.950 that distributed energy is becoming, 15 00:00:40.950 --> 00:00:42.330 from a business perspective, 16 00:00:42.330 --> 00:00:44.190 a more and more attractive opportunity 17 00:00:44.190 --> 00:00:46.320 for customers and companies 18 00:00:46.320 --> 00:00:49.290 to deploy and make a positive business case out of that. 19 00:00:49.290 --> 00:00:51.210 I think the market of distributed energy 20 00:00:51.210 --> 00:00:54.570 is still in a fairly, I would say, early stage, 21 00:00:54.570 --> 00:00:57.270 so we expect the next couple of years the market to mature 22 00:00:57.270 --> 00:00:59.100 which means that we expect 23 00:00:59.100 --> 00:01:03.540 a certain consolidation of the industry in some elements. 24 00:01:03.540 --> 00:01:07.320 One has to distinguish between B2B applications 25 00:01:07.320 --> 00:01:09.960 and B2C applications with consumers. 26 00:01:09.960 --> 00:01:12.210 We expect that in the B2B space, 27 00:01:12.210 --> 00:01:15.600 the market is benefiting from having a certain scale. 28 00:01:15.600 --> 00:01:18.150 So having a global or regional scale 29 00:01:18.150 --> 00:01:19.620 gives you a competitive advantage 30 00:01:19.620 --> 00:01:23.250 as someone providing solutions to customers. 31 00:01:23.250 --> 00:01:25.710 Whereas we expect that in a B2C scale, 32 00:01:25.710 --> 00:01:29.010 the market stays a bit more fragmented going forward. 33 00:01:29.010 --> 00:01:30.570 If you want to succeed in this market, 34 00:01:30.570 --> 00:01:33.540 it's very much about understanding your customer. 35 00:01:33.540 --> 00:01:36.000 This means, for example, if you take B2B solution, 36 00:01:36.000 --> 00:01:38.130 there's many industry segments 37 00:01:38.130 --> 00:01:40.740 where you can apply distributed energy solutions. 38 00:01:40.740 --> 00:01:43.980 So it's about understanding what a consumer goods company, 39 00:01:43.980 --> 00:01:45.780 what a retail company actually needs, 40 00:01:45.780 --> 00:01:48.180 and to customize the solutions 41 00:01:48.180 --> 00:01:49.380 to the needs of the customers. 42 00:01:49.380 --> 00:01:50.880 So I think that's going to be very important 43 00:01:50.880 --> 00:01:54.090 to really build up such a domain knowhow in the future 44 00:01:54.090 --> 00:01:57.240 in order to customize solutions in the right way 45 00:01:57.240 --> 00:02:00.240 and make it also very tangible for the customers 46 00:02:00.240 --> 00:02:02.730 and how they can can reap the benefit 47 00:02:02.730 --> 00:02:04.350 out of those solutions. 48 00:02:04.350 --> 00:02:07.320 So distributed energy will be a disruptive force 49 00:02:07.320 --> 00:02:10.800 for many existing players in the market 50 00:02:10.800 --> 00:02:13.710 because it'll change the way energy is being generated 51 00:02:13.710 --> 00:02:14.760 and how it's being used. 52 00:02:14.760 --> 00:02:18.120 So incumbents will face a completely new way 53 00:02:18.120 --> 00:02:19.170 of doing business. 54 00:02:19.170 --> 00:02:22.050 We also see new players moving in the market, 55 00:02:22.050 --> 00:02:25.860 startups becoming the market, challenging incumbents 56 00:02:25.860 --> 00:02:27.630 with new business models coming up 57 00:02:27.630 --> 00:02:29.820 being very agile and very flexible. 58 00:02:29.820 --> 00:02:33.180 So it's going to be exciting to see how those startups 59 00:02:33.180 --> 00:02:35.340 will evolve in the market and if they can succeed 60 00:02:35.340 --> 00:02:36.660 and gain the scale they need 61 00:02:36.660 --> 00:02:40.260 and if our incumbents are fast enough and agile enough 62 00:02:40.260 --> 00:02:42.930 in order to provide the products that are needed 63 00:02:42.930 --> 00:02:45.030 in order to have a successful business model 64 00:02:45.030 --> 00:02:46.233 for their end customers.