Interview
Solar-Log™ is compatible with numerous components
-An Interview with Markus Grünwald, Global Strategic Business
Coordinator at Solar-Log™
1. Brief us about your journey with solar in general and Solar-Log in special?
I’ve joined the Solar-Log™ Team in November 2010 as a part of the so called „OEM
Department“. I did not have any contact with the solar market before.
From the first day I was very impressed of the „One Family“ conception within this
sector. In the meanwhile I had the pleasure to meet many interesting characters and I
am very thankful for all these experiences.
From the beginning, a good cooperation with manufacturers was a very important
factor for us to realize the development from a pure monitoring solution to a complete
system solution. The daily work with manufacturers is very special and challenging
but I would’t change this for anything in the world. I am looking forward to all future
challenges that the solar market will bear and I am very optimistic that in the end
there will be many great chances for everyone who can establish a creative,
innovative, qualified and long-term solution.
2. How comprehensive is a standard integration of inverter models or other
components?
It strongly depends on the kind of implementation.
There are many different possibilities of integration like:
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Software Driver Extension (for already integrated manufacturers)
String Inverter (new implementations)
Central Inverter + String Combiner Boxes (new implementations)
Other Components like Battery Storages, Heating Pumps, E-Mobility,
Charging stations, Meter or Heating Rods (new implementations)
Every communication protocol has its own characteristic and specifics. But with the
help of our great and well-experienced development team, we are sure that we can
manage all requirements fully within a reasonable time.
Of course you may not forget that there is much additional administrative work after
having realized an integration like maintaining an internal database for all compatible
components, adding installing hints to our manuals, training our support colleagues,
adding company Logos to our brochures etc.
In the meanwhile we have integrated more than 110 components, more than 200
different communication protocols and more than 1.700 inverter model types. So this
means also a very challenging data administration.
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3. Which subjects, regarding the cooperation with manufacturers, are the most
important ones?
One of the most important factor in regard to the cooperation with manufacturers
is the mutual trust. An implementation is normally just the beginning of such a
cooperation. It is important to have even a close connection after having realized
this implementation to ensure the best possible support for mutual customers.
We prefer to solve every issue together with the manufacturer. Even if we assume
that the faulty behavior has something to do with the component and not with the
Solar-Log™ itself, we won’t just push the customer to the manufactuer’s service.
Our ultimate ambition is to solve this problem to the content of the customer. And
this is only possible with the help of our good relationship with all the
manufacturers we work with right now.
Another factor which could be a very good argument for Solar-Log™ customers to
stay with us is, that we are always up-to-date with all new inverter model types.
Based on the mutual cooperation approach, we are informed about new products
proactively and before the products will be launched. So we can ensure that even
new model types will be compatible with Solar-Log™ from the very first day on.
4. How long does it take to realize an integration of a new component?
According to the points I have already mentioned within question 2 it strongly
depends on the kind of component and on the communication protocol itself. An
integration for us is not finished with having integrated only the communication
protocol. Within our quality claim it is very important for us that such a new
software driver will be also tested from the manufacturer himself. Before we
integrate such a new software driver into our production firmware, we always wait
for manufacturers approval. With this approach we are sure that we can avoid
most of the unforeseen support issues.
Concretely it also depends on the grade of prioritization for such a project. So it is
not so easy to state a general duration for an integration process. What we can
definitely ensure is, that we are very flexible for new projects and with our
experienced team we can meet nearly all requirements and challenges very well.
5. How does Solar-Log™ ensure that confidential information which are shared
from manufacturers side (f.e. protocol Information) are safe and protected and
after integration process?
At the beginning of a mutual integration project with the manufacturer, we proceed
with a mutual NDA (Non-Dosclosure-Agreement) between both parties. Most of
Interview
the manufacturers prefer this approach, some of them even share these protocol
information without a mutual NDA. For us it doesn’t matter. Every information
which will be shared from the manufacturer will be treated strongly confidential,
independently if there will be a mutual NDA or not. I think the trust of more than
100 manufacturers which had made the decision to work with us in the past
shows, that Solar-Log™ is a reliable and responsible partner in every stage of a
cooperation.
6. Why do you think that so many manufacturers have decided to get integrated
into Solar-Log™ in the past and will also decide to be integrated in the future?
There is not only one reason for manufacturers to decide to get integrated into SolarLog™. As in the meanwhile about 11,60 GWp are monitored through Solar-Log™.
We have so many customers out there which using Solar-Log™ for many years and
being satisfied with our products. If some of these customers are planning to install
an inverter brand which is not yet compatible with Solar-Log™ they often contact
these manufacturers to claim for such an implementation. Many manufacturers have
decided in the meanwhile not to invest much more time in their own monitoring
solution so they are looking for strong partners which are already well-known in the
market. So if these manufacturers will take a look at the market for certain segments
they will unavoidable get in contact with Solar-Log™. In the same extent, our system
approach is not to be understood as competition for inverter integrated monitoring
products as an example.
7. Please describe the cooperation with manufacturers after having realized an
implementation?
There are indeed many options for creating a great partnership, even after having
finished the protocol implementation.
Of course it is important for us to have a close cooperation even after
implementation, because of the support factor. According to the information I have
mentioned about this support factor: It is very important for us to solve support
issues together with the manufacturer, if needed.
Additionally we invite every manufactuer to discuss possibilities for a commercial
cooperation with us. There are several options for such commercial aspects.
We know that many manufactuers are already recommending Solar-Log™ to their
customers. We are very thankful for this. Another option can be a direct
cooperation with selling Solar-Log™ for a specific market or even globally. We are
sure, that we can define attractive sales packages together with the manufacturer
which can meet requirements in the certain markets and which can include
Hardware and Software solutions.
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8. What is your personal challenge within this role as Global Strategic Business
Coordinator?
There are many challenges within this role. Of course we can not realize all
requirements at the same time. It is important to convey that every inquiry has it
same fair chance to get integrated. We have to make an internal decision with the
help of values like strategical importance or effort for the concrete implementation.
But it has to be clear that we are always willing to find a good solution for all
involved parties. Sometimes this means also to deny some projects. For me it is
very important to have a very personal but also professional relationship to the
manufacturers. This helps to discuss current issues on a professional and mutual
basis.
Starting points with manufacturers are so complex. that it is my daily challenge to
reconcile all these points.
Just to mention a few of these points I have to cooordinate:
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The current integration of projects (Together with Embedded Team)
The current support issues in connection with the certain components
(together with the Technical Support Team)
Commercial inquiries (together with Sales Team)
Requirements from certain markets (together with Product Management)
And many more…..
9. How do you assess a future cooperation between Solar-Log™ and
manufacturers and its importance for global PV market?
I think future cooperations between Solar-Log™ and manufacturers will be even
more close than today. A fruitful cooperation will be a win-win situation for both.
Creating attractive sales bundles will help both to gain additional market share.
We, as Solar-Log™ can offer many different and attractive perspectives to
manufacturer regarding a possible cooperation. We are open to discuss all ideas
and approaches to finally provide a great solution together with the manufacturer
to the PV market.
Interview
Solar-Log™ is compatible with 100 inverter manufacturer
Markus Grünwald, Global Strategic Business Coordinator
at Solar-Log™