Expertise
Energy Storage & BESS
In storage, the asset is easy to buy. The revenue is the hard part.
Battery hardware has become a commodity. Grid connection capacity, land, permits and a defensible revenue model have not. Storage is a development and commercial discipline wearing a technology costume.
The industry challenge
- Everyone is chasing the same grid connection points.
- Revenue models depend on markets that will change during the asset's lifetime.
- Investors underwrite portfolios, not single sites — most developers sell single sites.
- Local acceptance and permitting decide timelines more than supply chains do.
My perspective
A pipeline is only worth something if each site has a credible path to grid connection, land control and permit. Everything else is a spreadsheet.
Revenue stacking is a commercial argument, not a trading story. Investors want to know which part of the revenue is contracted and which part is hope.
Speed matters more than optimisation. The second-best site that is connected beats the perfect site that is queued.
Selling storage into industrial and utility customers is a different sales motion than selling into infrastructure funds. Most teams only build one of the two.
What companies frequently underestimate
- How much value sits in early, disciplined site qualification.
- That grid operators and municipalities are effectively gatekeepers to the business case.
- How quickly an unstructured pipeline loses credibility in investor due diligence.
- That a storage business needs both project development and commercial sales capability from day one.
Track record evidence
- GTM Lead DACH at BattMan Energy, a developer of utility-scale renewable energy storage with grid-scale projects in operation and under construction.
- Built the commercial organisation and go-to-market strategy at Infener AG across hybrid energy systems combining BESS, hydrogen and digital infrastructure.
- Established a pipeline of 40+ energy sites in Germany representing approximately €50 million.