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Market analysis hints at ESCOs as key partner for the exploitation of REEMAIN’s results

An insight by R2M expert Marco Rocchetti

With the energy efficiency measures now fully deployed, it is time for REEMAIN to address the commercial potential of the innovations it is enabling. Partners CRIT and R2M have recently completed the Market Analysis of four important exploitable results: the IES simulation tool; Ikerlan’s battery storage pack, Solera’s solar concentrator and Cartif’s consulting services.

“For each of those results – explains Marco Rocchetti of R2M – we are developing a business model canvas and we are trying  to gather quite a wide range of information and data on complementary factors likely to enhance the penetration of a given innovation in a certain market. We found for instance that the storage pack being developed by Ikerlan could benefit from different conditions related to grid saturation in Italy or from incentives active in Germany and in the UK, especially in its remote islands”.

From the market analysis it is clear that the single innovations might have potential also for direct sales, especially when it comes to the modelling tool, but their attractiveness would be probably be reinforced within a package of services likely to meet the very diversified needs of industrial users. “We still have one year – adds Marco – to finalise the exploitation plans of project’s results, and that’s where we have to define other pivotal aspects like the patenting policies of the partners owner of each result. In this respect, accessing some of the additional services provided by the EC for the protection of intellectual property rights is proving very efficient. We had the chance to get advice from IPR experts, something that will for sure be reflected in the commercial strategies we’re helping the consortium members to set up”.

If there is a common thread to the four products, however, this could be their attractiveness to ESCOs, to improve their offer for optimisation of energy consumption in industrial settings. “This is a plausible scenario – says Marco – all our solutions contribute to a better management of energy from different angles, but, for a better market penetration, they need to be integrated into a service package, which is actually what we are designing together with Cartif. The idea could indeed be that those solutions form a comprehensive consulting or coaching service to be proposed to end users via their contracts with energy service companies. This should sound interesting to ESCOs, also to consolidate their relationships and trust with their clients”.