The document summarizes a Future Watch session discussing business opportunities in India's smart grid market. Finnish companies presented case studies of doing business in India. Workshops identified the largest opportunities as basic connectivity solutions, small-scale renewable energy production, and roof-top solar integration. Major challenges included a lack of standards, building networks and partnerships, and project financing. Actions proposed finding partners in India, linking Finnish SMEs to relevant Indian organizations, and increasing Finnish participation in India's Smart Grid Week.

1. Smart Grids: Growth business
in Indian energy sector
September 17th
, 2014
SUMMARY of the Team Finland Future Watch Session

2. Introduction
‘Smart Grids: Growth business in Indian energy sector’
session brought together specialists from business and
research institutions to discuss about the future business
opportunities in Indian smart grid markets. In the session,
we also defined the major barriers for the market entry and
‘ground rules’ to successful in energy business in India.
The session was organized via video conferencing in
Helsinki, Jyväskylä, Lappeenranta, Vaasa and Delhi.
This document summarizes the outcomes of the Future
Watch session
Event info (in Finnish). https://tapahtumat.tekes.fi/tapahtuma/kasvubisnestaintianenergiasektorilta?
key=051be2ae1e255408af5d82d

3. Indian Smart Grid market developments and future business
potential for Finnish companies
Rekha Salvi & Dinkar Krishnan (Smart Grid industry specialist, Finpro)
Introduction to India Smart Grid Forum, Smart Grid Vision
and Roadmap for India, Smart Grid Projects and India Smart
Grid Week 2015
Mr Reji Kumar Pillai (President of Indian Smart Grid Forum, ISGF)
Case Ensto, doing business in India
Juhani Hovilehto, President - India Operations, Ensto Utility Networks.
Case Viola Systems, doing business in India
Jyrki Penttonen, CEO, Viola Systems
Presentations

4. Workshop (done in all participating cities)
Goal of workshop was to define
Biggest business opportunities in Indian Smart Grid
markets
Biggest Challenges in market entry
Needed action to exploit opportunities/ overcome the
challenges. Team in Delhi also defined the ‘ground rules’
to be successful in energy business in India.
 The outcomes of the local workshops were shared
between the countries and shortly discussed. This
document summarizes the outcomes of the Future Watch
session

5. 11 22 33
WORKSHOP RESULTS
Team Finland Future watch
Smart Grids: Growth business in Indian
energy sector
17.9.2014

6. HELSINKI TEAM
Biggest business opportunities for Finnish companies in Indian Smart Grid
markets
1.Back to basic
-Maximum impact with simple technologies and scarce resources (such as
connectors provided by Ensto), and defining business opportunities by monitoring
the smart grid (such as automated measurement solutions by Viola Systems).
 Brings us back L1 (lowest price category) and large scale.
 Capacity building of infra at the areas with biggest need
 Enables creation of local livelihoods
2. Power for all
-Island grids based on 1) Renewables (bio, sun, wind / Hybrid solar plants
combined for example with methane), and 2) Franchising model
 Small scale energy production to enable availability of electricity, heat and
cooling
 Ehancing recycling
-Capacity building of infra at the areas with biggest need and, if possible, linking
educational/ skills development programs to State schemes

7. HELSINKI TEAM
Biggest business opportunities for Finnish companies in Indian Smart Grid
markets… continue
3. Roof top solar & consumer integration
-Demand elastacity/ Balancing energy peaks
-Need is huge but there is a lack of money in the rural areas where the need is
highest
-Big cities offer best opportunities (For solar roof top project in office buildings,
please contact Jatta Jussila, CLEEN Ltd (jatta.jussila@cleen.fi)
4.Consultancy services regarding the energy systems:
-Especially motoring/metering services and data management and system
optimization
Positive elements supporting new business creation:
- All energy forms and the knowhow is in Finland (excluding production & storage)
- Scale is huge 1.3 Billion persons. Different States have their own needs and
resources  there are a number of opportunities
- New law regarding the CSR tax for companies operating in India may open
business opportunities for Finnish SMEs

8. HELSINKI TEAM
Biggest challenges/ obstacles in market entry
1.Standards (if there are no standards it’s very challenging to build smart
compatible solutiion)
2.Buillding networks + selecting partners
3.Defining IPR strategy
4.Project financing
5.US & Japan have financed large scale pilots, what is an equivalent Finnish
instrument for piloting?
6.Forms of tenders (pricing 1st criteria)
7.Access to energy forums and value networks
8.How to make value-based selling? In end-to-end solutions possible but regarding
the single components very challenging. Requires: understanding of customer
need/ current status of the grid/ continuous education/ co-development of system
with the customer and other service providers
9.The scale is so huge that there’s “no chance” with renewable

9. JYVÄSKYLÄ TEAM
Biggest business opportunities for Finnish companies in Indian Smart Grid markets
1.Small grid in rural areas
2.Single state project to avoid RFP process
3.Small windpark
4.Micro grid wind components
5.NG development funding
What are the biggest challenges/ obstacles to enter to the market
1.Local partner
2.Building consortium with local partners
3.Financing
4.Price competition
5.To build the first prototype windpark with WS- Turbines (100 pc windside windmill
windpark)
Needed actions
1.Contact list of potential partners (SMEs) in India & Finland
2.CLEEN Ltd – SGEM, linking SMEs to SGEM
3.Some Indian governemental body to contact Finnish cluster of SMEs (once gathered
together) with cooperation
4.Some Indian governemental body to contact Windside Production Ltd Oy with
cooperation

10. VAASA TEAM
Biggest business opportunities for Finnish companies in Indian
Smart Grid markets
1.Delivery/sales of systemic solutions instead of single component(s).
Biggest challenges/ obstacles in market entry
1.Tough price competition
2.Finding right contacts and cooperational partners. Contacts play a
crucial role when operating in new markets.
3.Challenges in business environment and society: byrocracy, old
practices/traditions/ ways of acting in business, and corruption.
Needed actions
•A list of Finnish SMEs with experience and presence in Indian energy
business (especially companies in the of electricity solutions).

11. DELHI TEAM
Best business opportunities for Finnish companies in Indian Smart Grid
markets
1.Pilots and non-pilot projects
2.100 Smart City Project (Key Features of Indians 100 Smart City
(http://thinkingcities.com/key-features-of-indias-100-smart-city/, 100 Smart City
Project-Cheer for Modi https://www.facebook.com/MODI898).
3.Negotiated projects
4.JNNSM – solar (http://mnre.gov.in/file-manager/UserFiles/draft-jnnsmpd-2.pdf)
5.Digital India (Broad connectivity)
6.NSGM  bigger projects
Challenges in Smart Grid market entry in India
1.Procurement process
 Especially governmental, bilateral, multilateral projects
2. Supplier credit, bankfinancery at self- funded projects
 To build business case
 Consultancy (local) requiery
3. Need to have right partners, right advisors

12. DELHI TEAM
Ground rules to be successful in India Smart Grid business
1. Prepare for long haul (Don’t expect things to move from beginning 2-3 years)
2. Local partnerships  demonstrated projects
3. Be careful with the bidding process. Indian companies compete on unreal targets
( Red flag)
 Other options - Direct projects as demonstration projects
 Other models  Loans from multilaterial agencies
4. Identify projects, needs etc. with the help of local expertice (such as ISGF,
Finpro, Embassy)
5. Very important: Field studies to validate the current state
6. Try to identify very spesific/ concrete problem areas and try to solve it (rather
than look at big ticket)
7. Japan also promoting small & medium companies. Similar approach needed for
Finland?
8. Subcontracting with bigger consortiums
9. Campus Microgrids, industrial parks
The U.S. Trade and Development Agency (USTDA) – planning and optimization
 Renewables intergrated,
 Energy storage
 H/w funded by Owner
 S/w funded by USTDA/ US

13. DELHI TEAM
Ground rules to be successful in India Smart Grid business… continue
10. Learning from /cooperating with other EU countries – Sweden, Netherlands,
Swiss
11. India activities  other Scandinavian countries  IFBF, http://www.ifbf.in/
12. Big Finnish companies take a role of consortium leaders
13. Active presence in Indian Smart Grid forums. How Finland will be part of the
India SmartGrid week – March 2015  presence/ active sessions/ pavillion

14. Interested to know more?
Contact us
Future Watch Team in New Delhi
Tekes partner Silva Paananen
(silva.paananen at promade.fi)
Finpro Leena Österberg
(leena.osterberg at finpro.fi)
Future Watch Team in Helsinki
Heli Karjalainen (heli.karjalainen at tekes.fi)
Laura Nurmi (laura.nurmi at tekes.fi)

15. Aki Koivistoinen
Director, Business Evolution
+358 50 309 4298
aki.koivistoinen@dazzle.fi
LinkedIn_aki koivistoinen
Dazzle Ltd
Salomonkatu 17 B 12th floor
00100 Helsinki, Finland
Co-designing next practices in innovation, business and
strategy
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THANK YOU for participating to The Future Watch session!