30 June 2025
Picking Up Where We Left Off…
If you’ve already explored our previous blogs on the fundamentals of Home Batteries, BESS, VPPs, and Behind-the-Meter (BTM) systems, you know the language that’s shaping the Australian solar industry.
Now, let's turn that knowledge into sales insights. In this post, we’ll explore how these technologies are actually playing out in the field, what trends are impacting buying behavior, and how EPCs like you can tap into this momentum with the right sales positioning.
Market Momentum: What’s Actually Happening Right Now?
Australia is no longer planning a solar battery future, it’s already happening.
Residential Battery Sales Surge
In the first quarter of 2025, over 72,500 home batteries were installed up 27% from Q1 2024.
Households are actively looking for energy independence as solar feed-in tariffs drop and ToU pricing increases.
Sales Tip: EPCs should highlight long-term bill protection, blackout security, and VPP earnings as key sales messages, especially in suburbs already saturated with rooftop solar.
Commercial BESS Projects on the Rise
Australia saw over 1.5 GW / 5 GWh of new utility- and commercial-scale BESS investments in early 2025 alone. This isn’t just about the grid; it’s about businesses managing demand and offsetting peak charges.
Sales Tip: Target warehouses, small industrial parks, and commercial office buildings with a combined pitch: solar + storage + real-time demand monitoring.
VPP Enrolment Is Finally Gaining Trust
While Virtual Power Plants have been technically available for years, consumer trust and financial clarity held them back. That’s changing.
South Australia’s Switch for Solar and WA’s Project Jupiter have set new benchmarks in transparency and return models.
Many battery-integrated homes are now being enrolled in automated market participation schemes, where software platforms dispatch stored energy during high-price events, offering homeowners new revenue opportunities tied to real-time wholesale pricing.
Sales Tip: Use VPP participation as a “bonus benefit” in battery sales conversations. Frame it as “your battery is not just a backup, it’s a money-maker.”
Sales Opportunities by Segment
Residential Homeowners
What They Care About:
Security from blackouts
Lower power bills
Predictable costs
Rebates + government incentives
Your Approach:
Use energy calculators to show real-time savings
Show 3–5-year ROI backed by current tariffs and battery performance
Pre-fill rebate eligibility using CRM forms
Commercial & Industrial Clients (C&I)
What They Care About:
Peak load charges
Operational resilience
Brand alignment with sustainability
ESG reporting
Your Approach:
Offer turnkey solutions: solar + BESS + automation
Add VPP participation to offset project capex
Use live load-shaving case studies and dashboard snapshots
Early-Adopter Solar Upgraders
These are homeowners who installed solar 5–8 years ago and are ready for phase two: storage + grid integration.
Your Approach:
Lead with “Unlock the full potential of your solar investment”
Offer health checks on old inverters and panels
Bundle BESS + VPP offers tailored to their generation profile
Trends Shaping the Conversation
Subsidies with Time Pressure
Many states are offering limited-time battery grants or rebates, e.g., Victoria’s $2,950 rebate and interest-free loans. Solar Victoria Battery RebateBattery-as-a-Service (BaaS)
Instead of outright purchase, vendors are offering battery leasing or subscription models, reducing sticker shock.CRM-Driven Follow-Ups & Pre-Qualification
Tools like Eclipse360 Solar CRM allow EPCs to track lead engagement, automate proposal generation, and pre-qualify based on local incentives.
Your EPC Sales Checklist for 2025
Use solar + storage savings calculators in every homeowner consultation
Lead with battery upgrades for aging solar installs
Package battery systems with future VPP compatibility
Highlight non-financial benefits: security, independence, sustainability
Leverage CRM automation for subsidy alerts and proposal tracking
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