Product management for solar systems with Cameron Smith (ZOLA Electric)

We speak with Cameron Smith, Product Management Lead at ZOLA Electric, on the process and challenges of developing energy solutions for emerging markets.

We discuss:

• The types of products ZOLA Electric has developed
• Challenges of product management for energy solutions 
• Differences in customer needs and demands across various geographies.

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Show notes: 

• (0:30) Introduction to ZOLA Electric 
• (3:00) Understanding the customer from off-grid to on-grid customer. Primary energy solutions: 
• ZOLA Flex - core product, DC infrastructure with solar and battery, with DC appliances
• ZOLA Infinity - can be a off-grid/on-grid solution, for a customer with some access to grid electricity, able to work with an AC system; modular energy system
• Flex Power - a new product to serve both AC and DC customers, that can work also within a distributed grid 
• (7:40) The product development and management process: collecting demographic data, user needs, comparing with existing market offering. Higher end markets with a greater focus on product differentiation to existing solutions. 
• (10:30) Expectations management: how to set / meet customers' expectations with regards to electricity availability; limitations with regards to product lifespan, availability of electricity; shifting customers from a power focused mindset to an energy focused (taking into account storage also). 
• (13:00) Challenges of working with older appliances with higher energy consumption. The 'benefits' of working with newer DC systems where you can also control the energy demand
• (14:40) Challenges of developing products that can meet the variability of grid power quality; variable wiring or electrical systems
• (16:00) How to manage the power challenges for product development - both operational and technical solutions
• (17:00) How to think about hardware, software, firmware developments
• (19:00) ZOLA'S geographical coverage, moving towards a distributor model and its ability to help ZOLA expand globally
• (20:50) Difference between customer demands by geography - e.g. greater need for air conditioning solutions for East Africa; differing penetration of smart phones
• (21:40) Customers benchmarking against a Tesla Powerwall solution
• (34:00) Challenges of working in West Africa, greater awareness of fraud, preference of financing solutions to ensure the product is working as expected; differing willingness to provide personal information to banks
• (36:00) East Africa: more trusting environment, greater focus on building education and awareness of solar products and solutions
• (37:00) Cameron's background and previous interest in global development; challenges of providing energy solutions that can meet customer needs 
• (42:00) The shifting focus towards peri-urban solutions, more people interested in global systems
• (44:30) Customer facing brand changing to "ZOLA" Electric - that resonates across Africa, not just in East Africa and Swahili
• (46:20) Future focus of ZOLA: greater focus on Infinity product, greater focus on microgrid systems and distributed grid solution - Infinite Grid product
• (50:00) Recommended books: 'Territories of Differences' by A. Escobar for greater awareness of cultural differences
• (52:20) Advice: make sure you have a good understanding of the end user
• (53:00) Predictions: Greater focus on microgrids, more focus on peri-urban customers