The Brazilian solar energy market began 2026 with signs of greater maturity and competition, especially in the segments of larger projects and solutions aimed at the corporate market.
In this scenario, companies in the sector are seeking to expand strategic partnerships, invest in technology, and explore new opportunities related to energy storage.
In an exclusive interview to Canal In an interview with Solar, HDT's CEO, Leonardo Cyrino, details how the company assesses the current state of the sector in Brazil, discusses trends such as the growth of the battery market, and the challenges posed by curtailment. He also explains the company's positioning within the solar market's value chain.
Raphael Guerra: How does HDT assess the current state of the solar sector in Brazil, especially in the segment of larger projects and B2B solutions?
Leonardo Cyrino: HDT is experiencing a moment of maturity in its relationships with partners in Brazil. The trust built after years of collaboration has brought unique opportunities, such as participation in investment funds created for the segment and presented exclusively to partners.
Today, many of them already participate not only in generating opportunities and cross-selling, but also in the financial return for HDT. We started this process by providing partners with cutting-edge technology equipment, such as BESS solutions, as well as training and commercial and operational support to identify the best application opportunities. When these opportunities are developed, we offer various sales options.
In recent months, the sector has been discussing topics such as energy storage, curtailment, and new demands on the electrical system. How are these movements influencing HDT's strategy?
HDT understands that the market is experiencing a moment of energy democratization, driven by different platforms and technological solutions. In this scenario, the company's focus is primarily on energy experience for the residential segment and for small and medium-sized businesses and industries.
In this context, we will continue investing in differentiated, high value-added solutions. Throughout 2026, several new developments are expected to be introduced with the aim of significantly increasing the perceived value for our customers.
The pressure for efficiency and cost reduction remains strong in the market. How has HDT adjusted its positioning to maintain competitiveness in this new scenario?
HDT's main objective is to closely monitor technological developments in the sector, also considering factors such as tax incentives, nationalization costs, and new market opportunities. Brazil is a country that demands great dynamism from companies, as various variables are constantly changing.
In this context, we consider local manufacturing a relevant alternative to maintain competitiveness and expand opportunities in the energy sector. At the same time, we remain firm in our main pillar of operation: offering cutting-edge technology with high efficiency and a low failure rate, always with responsibility and strong partnerships with our clients and partners.
HDT is still often mistaken for a traditional distributor. How does the company define its role today within the solar sector's value chain?
It's important to clarify this difference. HDT does not sell and will never sell directly to the end customer. Our role is to develop and strengthen channels and partners that perform this function in the market.
The company brings high-tech products to the ecosystem, a clear pricing and volume policy, and constant innovation initiatives. We also offer direct support to distributors through sell-out actions, joint marketing campaigns, participation in trade shows, commercial support, and financial solutions that, in some cases, even allow the distributor to participate as a partner in certain operations.
Therefore, HDT is not a distributor. Our role is to act as a strategic partner in the development and strengthening of these channels in the market.
Does working on more complex B2B solutions change HDT's relationship profile with integrators, EPC contractors, and investors?
Yes, it changes. This type of operation requires more careful curation in the selection of integrators, EPC contractors, and investors who have the necessary DNA to develop projects of this nature.
In these cases, the responsibility towards the end customer is even greater, since expectations are higher and the level of specialization required also increases. The volume of interactions is different, and the message needs to be aligned with the values that HDT upholds in the market.
In this context, integrators, EPC contractors, and investors also end up acting as spokespeople for HDT itself. At the same time, we continue to utilize the distributor ecosystem to offer equipment solutions, maintaining a win-win operating model for everyone.
Looking ahead to this year, which business areas are gaining the most relevance within HDT's strategy?
The combined solution of Solar + BESS is definitely the best option. The arrival of batteries with more competitive prices expands opportunities in various market sectors.
Furthermore, HDT is developing partnerships in residential technology areas that complement the energy sector, with the goal of building, in the long term, new ways for the end customer to access the technology and expand value creation within this ecosystem.
Huawei has once again been recognized as a global leader in inverters. In practice, how does this global positioning translate into opportunities for the Brazilian market?
This recognition reinforces something that is built over time: trust. In more mature markets, where relationships are longer-lasting, the advantage of working with brands that deliver consistent long-term benefits becomes increasingly evident, as is the case with the partnership between Huawei and [Company Name]. HDT.
Brazil is still undergoing a market maturation process, in which lower value-added solutions still have good penetration. However, as we have a long-term vision for the sector, we continue to prioritize quality, efficiency, and reliability as the pillars of our operations.
In conclusion: which trend in the solar sector is the market still underestimating in 2026?
We believe that the energy sector will increasingly move towards solutions based on battery storage and associated technologies. Regardless of the topic under discussion, lithium cells are already establishing themselves as a central element in this transformation.
In this context, a key word for the market is training. Solutions involving storage and more complex systems require greater analytical capacity to demonstrate their financial benefits. Therefore, integrators need to stay updated and prepared to work on larger-scale and more complex projects.
Today, a large portion of these opportunities lies in medium and high voltage projects, where initiatives with higher added value and greater potential for return are concentrated.
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