CLICK TO WATCH : ‘ TOTAL , COMMITTED TO SOLAR ENERGY ’ 115 the US with companies that had been very successful at selling power to a utility or to a government ,” he explains . “ If you ’ re going to sell power in places like Indonesia and Vietnam , you ’ ve only got one choice , sell to that one entity . There could be hundreds of different developers trying to sell to that company , so that company gets to push everyone ’ s price down . But what ’ s happening with solar , especially on the rooftop side of the business , is that we ’ re flipping the model round . That disruption is the revolution that ’ s happening in power .”
Adda notes a shift from a B2G ( Business to Government ) to a B2B model boosting the number of customers and requiring a new approach ; comparable to a phase the IT industry went through 20 years ago when the scope of the market grew for the likes of Oracle and SAP . “ I was part of that process of helping IT companies build B2B capabilities ,” he recalls . “ It was the same at Samsung building B2B in the consumer electronics . We have the same dynamism at Total Solar DG ; the passion to build a new business model as a startup with extraordinary
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