How do you stay competitive in a market where solar incentives are disappearing, customer expectations are rising, and operational complexity is growing by the day?
In our latest webinar, we tackled exactly that—with some of the most experienced voices in the industry.
These insights are especially relevant to the Dutch and Belgian solar markets, where shifting government policies, evolving consumer sentiment, and intense competition are pushing installation companies to rethink how they work, sell, and grow.
Hosted by Enstall, we sat down with Koen Rozendom (CEO of 1Komma5°), Diego Smits (Co-founder & CEO of OpusFlow), and Mark van Stralen (Product Trainer at Enstall) for an open conversation about the current state of the solar market and where things are heading. Together, we discussed the major changes shaping the industry, how companies are adapting, and what steps you can take to not only survive—but thrive.
Want to dive straight into the full conversation? Watch the full webinar replay here.
More than 100 professionals tuned in live to hear practical, real-world advice on how to build resilient solar businesses in a time of change. If you're wondering what tools, mindset, and strategy you need to stay relevant, this conversation is worth your time.
So who was in the room?
To really understand the value of the insights shared, it helps to know who was at the table. This wasn’t just a casual chat—it was a conversation between three key players who each tackle the solar transition from a different angle: Enstall as the industry enabler and host, 1Komma5° as the fast-scaling energy installer, and OpusFlow as the digital operations expert.
Together, the discussion connected everything from hardware and on-site work to customer needs and back-office workflows.
Enstall: Specialists in substructure and support
As the host of the webinar, Enstall brought the conversation together—and for good reason. They’re more than a wholesaler. Enstall plays a crucial role in the solar ecosystem as a trusted supplier of mounting and substructure systems for rooftop installations. Their portfolio includes major brands like Esdec, BluBase, PanelClaw, and Schletter, giving installers a wide range of reliable options. But what really makes Enstall stand out is their commitment to hands-on support and education. They help installation teams stay ahead with training, product knowledge, and practical advice—ensuring that what happens on the roof is as solid as what happens in the office.
1Komma5°: The modern energy company
1Komma5° represents the future of sustainable home energy. They started as a solar installer but quickly evolved into a multi-national energy platform operating in seven countries, including the Netherlands, Belgium, Germany, and beyond.
What sets 1Komma5° apart is their holistic approach—they don’t just install solar panels; they integrate them with batteries, EV chargers, heat pumps, and smart energy software. Their system gives homeowners full control over their energy usage and optimizes it based on dynamic pricing. It’s a complete solution, and it’s a powerful example of how solar companies can level up their value proposition by thinking bigger than just PV panels.
OpusFlow: The digital backbone of modern installers
Representing the tech side of the conversation, OpusFlow brought the perspective of digital transformation. Diego, our co-founder, shared real-world strategies for how installers can streamline their processes—from sales and CRM to planning, quoting, and invoicing.
Our mission is to make the day-to-day operations of sustainable installers simpler, faster, and fully connected. In the webinar, it became clear that with increasing complexity in projects, teams, and customer expectations, having the right digital tools is not a luxury—it’s a necessity for growth.
Now that we know who was there, let’s dive into what was actually discussed. With insights coming from the physical supply chain (Enstall), operational excellence (OpusFlow), and real-world field experience (1Komma5°), the conversation covered some of the biggest challenges—and opportunities—facing solar installers today.
From “How many panels?” to “How do I maximize ROI?”
One of the biggest shifts we discussed in the webinar is the change in consumer mindset. A few years ago, most solar buyers had one question: “How many panels do I need?” It was a straightforward sales conversation.
That’s no longer the case.
Today’s customers are asking deeper, more complex questions like:
“What’s the real return on investment if net metering disappears?”
“Should I get a battery, and if so, how will it pay off?”
“What’s a dynamic energy tariff, and how do I use it to my advantage?”
“You used to just count panels. Now you have to sit at the kitchen table and explain energy flows and financial models. It’s a whole new game.” – Koen, 1Komma5°
This shift means sales teams need to be better informed, more transparent, and ready to guide clients through new energy models. It also means that education has become a core part of the sales process. You’re not just installing panels anymore—you’re helping customers rethink how they use and manage energy.
Solar alone isn’t enough—people want energy ecosystems
We’re entering a new phase of the energy transition. Simply offering solar panels isn’t enough anymore. Homeowners want total solutions that include storage, electric mobility, heating, and control systems.
Companies like 1Komma5° are proving how powerful that model can be. They provide fully integrated systems that allow users to control their energy usage in real-time—matching consumption with solar production, market prices, and weather forecasts.
This shift is crucial for solar companies to understand:** it’s no longer about selling a product—it’s about delivering an outcome.** Customers want energy independence, predictability, and smarter homes. And to deliver that, installers need to evolve—both in their offerings and in how they operate.
Digitalization is no longer optional—it’s the growth engine
“If you want to grow, you need to get your digital house in order. Sales, operations, aftercare—it all has to flow seamlessly.” – Diego, OpusFlow
The truth is, a lot of solar companies still rely on outdated processes—handwritten forms, scattered emails, planning in Excel, customer details saved in personal inboxes. That might work when your team is small. But if you’re growing—or planning to—those gaps start costing you time, money, and customer trust.
OpusFlow was created to fix that. It’s an all-in-one ERP platform built specifically for sustainable installers, helping companies automate repetitive tasks, centralize customer and project data, and keep every department aligned.
From quoting and planning to inventory and invoicing, OpusFlow connects every part of your business. You reduce admin, increase visibility, and scale without the growing pains.
Want better leads and higher conversion? Start with strategy
Lead generation came up as a major pain point during the webinar. And rightly so—the landscape is crowded, and customers are more selective than ever.
The panel’s advice? Tailor your lead generation strategy to your size and market.
If you're a local company, build trust through community engagement—partner with clubs, local events, or municipal projects.
If you're national, focus on brand visibility and digital ads, but make sure your internal processes are ready to support the demand.
Most importantly: don’t chase leads without a plan to convert them. That means having trained sales staff, digital tools, and the right value proposition. Otherwise, you’re just throwing money at clicks.
Not Sure where to start? Here’s what you can do now
If your company is feeling these changes but not sure how to respond, here are five practical steps to take right now:
Ditch paper: Move inspections, forms, and signatures online.
Set up a real CRM: Keep every customer record accessible and up-to-date.
Streamline your quoting: Offer quick, clear, professional proposals with ROI built in.
Automate follow-ups: Let software handle repetitive reminders and emails.
Choose the right tools: Invest in software that’s designed for solar, not generic business tools.
The best part? You don’t need to patch together five different tools. All of this—and much more—can be handled effortlessly with OpusFlow. From CRM and planning to quoting, aftercare, and automation, we’ve got your workflow covered from start to finish.
Here’s why OpusFlow is the smart choice for solar installers. Curious to see how it works? Book a demo with us today, and our sales team will gladly show you how OpusFlow can solve your biggest challenges.
Final thoughts: The future belongs to the adaptable
There’s no doubt—the Dutch and Belgian solar markets are changing. But change isn’t something to fear. For the companies that embrace new technology, offer holistic solutions, and stay customer-focused, this is an opportunity to grow stronger than ever.
At OpusFlow, we’re here to help you make that transition smooth, profitable, and scalable. We’ve built tools that are practical, intuitive, and designed around how installation businesses really work.
👉 Take a tour of OpusFlow here!
We’re building the future of solar—and we’d love for you to join us.