Offering energy storage systems is already a reality for many solar integrators in Brazil. The challenge, however, lies in transforming this offering into sales, especially in a market that demands technical knowledge, proper sizing, and the ability to demonstrate the benefits of the technology to the consumer.
This scenario appears in a Greener survey, released in September with data from the first half of 2026. According to the research, 86% of the integrators consulted already offer hybrid systems, but only 38% made at least one sale involving batteries..
To bridge this gap between supply and demand, it is necessary to identify the needs of each consumer, analyze their consumption profile, define the necessary autonomy, and present a technically adequate and economically justifiable solution.
It is in this context that Solmais presents two complementary initiatives. Solmais EXPERT aims to train technical and commercial teams to conduct storage projects, while the ARMAZENA+ campaign provides a SolarView network analyzer to support consumption analysis and system sizing.
From actual consumption to value proposition.
One of the main challenges in marketing energy storage systems lies in sizing. Although the energy bill provides information about the unit's consumption, it does not allow for the isolated identification of the load curve and peak demand times.
To determine the necessary power, storage capacity, and autonomy, the integrator needs to assess consumption patterns and identify which equipment should continue operating in the event of a power outage.
An undersized system may not meet the client's needs, while a solution with more capacity than required increases investment and may compromise the economic attractiveness of the project.
Beyond the technical analysis, there is the commercial challenge. Unlike grid-connected photovoltaic systems, whose commercialization is usually associated with reducing electricity bills, energy storage can meet different needs.
In homes, for example, the priority may be to maintain essential equipment, such as refrigerators, lighting, and internet access, during power outages. In commercial establishments, the goal may be to ensure the continuity of critical activities and avoid operational losses, while respecting the power and autonomy limits of the system.
The financial impact of supply disruptions helps to illustrate this opportunity. During the blackout recorded in São Paulo (SP) in December 2025, the Fecomercio SP It estimated losses of R$ 2,1 billion in revenue in the commerce and services sectors over five days.
For the integrator, understanding the losses that an interruption can cause and demonstrating which loads the system can keep running are important factors in preparing the proposal. However, feasibility depends on the characteristics and costs of each project.
“The technology is available and storage has already entered the integrator's portfolio. To transform this offering into closed projects, it is necessary to measure, size, and present the right value for each client. EXPERT and ARMAZENA+ connect these steps to support a more prepared operation, from proposal to delivery,” assesses Joaquim Fernandes, business director at Solmais.
EXPERT connects technology, business, and manufacturers.
With a format announced as nine hours of in-person immersion, Solmais EXPERT will have classes in nov. 12, 2026 e December 9, 2026at the Bourbon Rio Hotel in Maringá (PR). The program combines four modules and a two-hour panel with manufacturers and integrators.
The four modules connect technical expertise and execution (measurement, dimensioning, configuration, installation, and commissioning) to the choice of solutions and their compatibilities.
The sales team addresses opportunity diagnosis, value proposition, objections, and financial feasibility, with Solmais credit alternatives. The EXPERT Panel brings manufacturers and integrators together to discuss applications, field questions, support, and after-sales service.
For the teams, the goal is to align what is promised in the sale with what will be delivered during installation, reducing rework and providing more consistency to the proposals. Registration is individual, with a limit of two participants per company tax ID (CNPJ), through [website/platform name - specify if available]. official page of the event.
ARMAZENA+ brings precise sizing to the integrator's routine.
In addition to training, Solmais launched the ARMAZENA+ campaign, valid from October 5th to 30th, 2026, throughout the national territory. The initiative provides for the granting of a SolarView network analyzer, at no additional cost, to integrators who place their first qualified order for hybrid systems during the campaign period.
The benefit is limited to one unit per CNPJ (Brazilian company tax ID) and subject to stock availability during the promotional period. The minimum configuration includes, in the same order, a hybrid inverter and lithium battery from eligible brands, with at least 4,8 kWh at 48 V or 51,2 V, four panels, and 50 meters of solar cable.
With no minimum purchase amount, the concession depends on approved payment or credit, invoicing, and shipping, according to the regulations which can be accessed by [link/website/etc.]. official page of the action.
The analyzer measures energy consumption, generation, and flow with the grid, providing data to evaluate the consumer unit's behavior and support the choice of system.
The equipment remains with the integrator and can be used in new diagnostics. Thus, the benefit does not end with the order: it incorporates a tool into the operation, helping to replace estimates with data and to technically justify the proposals.
A strategy that goes beyond supply.
According to Solmais, the mix of solutions includes equipment suitable for Brazilian electrical configurations, with products readily available for delivery.
For the integrator, this diversity allows them to select the architecture according to the project's loads, autonomy, and budget, while availability supports the execution deadline.
According to Solmais, the goal of these initiatives is to create conditions for integrators to diversify their revenue, serve new projects and their existing installed base, and build long-term relationships with clients and manufacturers.
The schedule and registration information are available at [website address]. Solmais EXPERT pageEligible brands and full campaign terms and conditions are available at [link/website address]. ARMAZENA+ regulations.
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