Large-scale PV plant project operation

Course Development Team:

Security Level:
Learning Objectives

 Understand the characteristics of large PV power plant projects

 Understand the process and key points of large-scale PV power

plant project operation.
Content

1 Solution Panorama and Core Business Model

2 Identify key customers and requirements.

3 Project Operation Steps and Key Points

4 Expanding weapons
Business Model Core of Large PV Power Plant: Low LCOE
The business model of PV power plants is to sell electricity to power companies.
The owners of PV power plants reduce electricity consumption costs and increase profits.

CAPEX: initial investment + OPEX: O&M cost – residual value

LCOE
Electricity Cost
Cumulative energy generation
over life cycle

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Solution Overview of Large-Scale PV Power Plants
high efficiency power generation Intelligent O&M Secure and reliable Grid friendly

Early, "Function Machine" Era: Power Conversion + Simple Monitoring

Current "Intelligent Machine" Era: Power Conversion + Full Digitalization, Intelligentization, and Automation

AI Boost Kit

Intelligent IV intelligent grid-

1
Intelligent SDS
algorithm 2 SUN2000-185/196KTL 3 Diagnostics 4.0 4 coming algorithm

intelligent subarray
controller
SACU2000D
` MBUS
MBUS

Component and tracking bracket intelligent photovoltaic controller box transformer booster station Power grid

Note: 1500 V solution - 3.15 MW optimal subarray

Huawei Marketable Products

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 Content

1 Solution Panorama and Core Business Models

2 Identify key customers and requirements.

3 Project Operation Steps and Key Points

4 Expanding weapons

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Large-scale power plant project involves many parties, and key customers
need to be identified.

Direct
Owner: project investor, bid EPC, and EPC: responsible for
Customer
some owners independently procurement, design, and
purchase key equipment construction of project
equipment

TA/Design Institute: Transfer Large-scale Government new energy

the solution value to the ground power
agencies/electric power
Owner/EPC plant project
companies: project bid
Indirect issuance/project approval
Customer

Partner: transformers, components,

Stent manufacturer, joint Investment banking: financing
development project owner projects

TA: Technical Advisor Technology Consulting

EPC: Engineering, Purchase, and Construction Design, Procurement, and
Construction

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Different customers have different requirements

 Under the background of continuous low electricity prices, reduce the electricity cost LCOE and require
high ROI.

Owner/Developer  Reduced O&M costs and manpower investment, requiring unattended remote O&M
 The distance between power stations is long, requiring high inverter availability and quick fault recovery.
 Short time for grid-coming project and short construction period

 The project must be able to win the bid.

 Low overall solution cost
EPC  Short time for grid-coming project and short construction period
 Build reputation in the industry

Electric Power
 Mature technology and friendly power grid
Company

Financing bank  The solution should be advanced, and the insurance

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Content

1 Solution Panorama and Core Business Models

2 Identify key customers and requirements.

3 Project Operation Steps and Key Points

4 Expanding weapons

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Why do we need to operate the project?
The project analysis meeting shall be held in time
when the following situations occur during project
Improve the standard operation level.
operation:

Unify standards and regulations, improve  When the project encounters obstacles and
the overall project operation level and quality, progress is set back
and strengthen project control.
 When the plan cannot be completed on time

 When the dynamics of customers and

competitors are reversed
Improve project management and efficiency
 Formulate commercial strategies before bidding
Strengthen the management and
Contents of the project analysis meeting (including
monitoring of key phases of the project,
optimize the allocation of resources, and but not limited to):
improve the project operation efficiency.
 Dynamics, progress, and analysis of customers,
competitors, and partners;
Promote industry market expansion and sales  Analysis of its advantages and disadvantages
Properly use project opportunities and (opportunities and problems)
operation experience.
Promote market expansion and sales  PR strategy, product strategy, commercial
strategy.

 Next-Step Action Plan (Work Content, Owner,

Time, and Monitoring Point)
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Operation process of large-scale PV power plant project

Bid evaluation & Publicize the

Customer Project initiation Proposal preparation tendering Project bidding ends.
negotiation winning bid

Huawei Opportunity Bidding document Suggestions on the Solution

reach consensus Sign a contract
Validation guidance contingency plan implementation

Project analysis meeting:

bidding strategy Apply for and implement
Basic Analysis and Screening/ Clarify Huawei solution ATC decision-making
/Program communication/ ATB decision-making Project implementation
Evaluate opportunities/ /Propion solution guidance Order declaration
Content Project initiation / Technical Barriers Configuration entry /Commercial registration
/Contract signing
/Project Summary
/Bidding/Competition Clarification Solution

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 Key points throughout the operation process

 Focus on top customers and focus on strategic core customers.

 Take LCOE reduction as the breakthrough point, adopt advisory marketing, help customers
increase energy yield and reduce O&M costs, and continuously optimize solutions through
focus innovation.

 Insist on the implementation of the "three axes" and transfer the value to the CEO.
 Value Transfer of the Cloud-pipe-terminal Overall Solution -
 Efficient power generation, intelligent operation and maintenance, safe, reliable, safe, and reliable,
pass and friendly power grid

 Cooperate with the industry chain to build ecological cooperation and form an overall solution.
 Global delivery platform
Delivery

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 Difficulties in the Operation Process

clarifying discriminating
Customer relationship Valid Information

boosting
Understand the customer
Key customer
Responding to requirements
relationships

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Key point 1: Clarified the customer's decision-making chain and obtain
more customer support.

Chairman of the
A: Approver
Confirm the customer's decision-making chain and Board
D: decision maker
power map, implement different expansion S: decision supporter
solutions based on different influences, and win E: Evaluator
support at different levels. CEO I: affects

Director of Legal Vice President, Vice President Executive Vice

Affairs Finance President

Project
Technical Director Power Plant Sales Procurement
Development
Director Director
Director

Engineer Engineers Procurement

engineer

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Key point 2: KR improvement and the final decision maker

Technical exchange Silk Road Senior-level negotiation

EDXX in Brazil
200 MW project

EDXX visits Brazil AES Boa Hora power EDXX visits Huawei HQ and Three rounds of workshops in Sao Paulo to Intersolar SA Second High-level talks in Madrid, four rounds
station, Brazil's first clustered ground talks with XX president discuss the technology development and High Level Meeting
of workshops, and in-depth technical
power station trend of the PV market, and the advantages of details clarification
Huawei's solution. Winning
bid
February 2019 April to July 2019 August 2019 September to November
March 2019 2019

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Key point 3: Project progress tracking and information validity identification

Project matrix management effective information discrimination

Manage all roles involved in the project by customer group, role For cross-region projects, information channels are extensive.
group, and ecosystem in a matrix. Independent information sources need to be expanded and
the obtained information needs to be identified.

CustomerA component
A
ecological group

Customer segment

CustomerB CustomerC support

box
transformer
? What information is true?

Owners

Role Group B C
EPC TA D Independent information source

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Key point 4: Understand, communicate, and respond to customer requirements and
help customers continuously optimize solutions.
Customers have different requirements in different phases of project operation. Therefore, they need to
continuously understand, communicate, and respond to customer requirements.

Pre-sales In sale After-sales

•Help customers optimize •Help customers optimize •Assist customer optimize the
CAPEX/Electricity generation/OPEX supply and grid-connected Problem of Unqualified
issues. Generation and High Failure
Rate

组串式

POC AC voltage

箱变
Output current of
other string inverter

SUN2000-185KT output current

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Learning Content

1 Solution Panorama and Core Business Models

2 Identify key customers and requirements

3 Project Operation Steps and Key Points

4 Expanding weapons

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Expanding Weapons

POC test
Standard
guidance

Comparison
demo site

Marketing
communication

TA report

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1. Expanding weapon: Guide customers to perform POC tests

Why do we need to influence POC?

Huawei Leads Innovation Competitors imitate and Low-price competition and Guide the POC test.
follow malicious attacks
Purposes of the POC test:
1. Build industry barriers and combat the problem of string inverter parameter or feature counterfeiting.
2. Convey Huawei's value and demonstrate Huawei's responsible attitude towards products and solutions through
independent third-party testing and verification.

Use POC to fight fakes and shield low- Establish the admission mechanism for key
priced competitors. customers and increase the admission threshold.
No. Item Standard to follow
1 Efficiency Test EN50530
Independent third-party
2 Power quality test VDE4120
XXXX test organization No standard, based
3 Output capacity
on the self-declared POC guidance and
Key Weakness Competitors
PQ curve at selection of third-
Transfer shield and
4 different AC VDE4120 party test
ferment
voltage organizations
XX 110KTL XX 250KTL No standard, based
test test 5 SCR on actual
application
6 LVRT VDE4120
7 HVRT VDE4120
8 EMC IEC61000

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 2. Expanding Weapon: Build a Competition Showcase

Why do we need showcases?

Customers prefer to see the actual application effects of recommended products and solutions in projects that they are
familiar with.
Process of building a competition showcase:

Comparison Data High-

Select a Project grid-coming Case
solution collection executives
sample site. construction elimination Packaging
design and analysis transfer

Case sharing of a project in Brazil:

Select sites for competition and Collect the energy yield data Obtain onsite project confirmation
Provide site training and
obtain the customer's confirmation through the electricity meter. emails or letters and transfer them to
enablement and maintain good
to ensure project delivery. The energy yield advantage in the customer's decision-making
communication with the
this case is over 4%. layer in time.
customer's site team.
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3. Expanding Weapon: Technical Advisor (TA) Report

Use a third-party organization to endorse the advantages of

Smart PV solution availability > 99.99%
Huawei's smart solution and issue a formal report to enhance

customer confidence and facilitate bank financing.

No. report TA Region

Huawei String Inverter vs. SMA Central

1 ALTRAN Middle East
Inverter Case Study

Huawei PID Module Field Verification

2 TUV SUD China
Test Report

3 Advanced Yield Report (Project: Labrit) KiloWattsol France Higher energy yield Lower OPEX

0.88% higher yields in UK £0.97/kWp lower in UK

4 Huawei_Inverter Comparison Report Vector Cuatro Spain

Lower CAPEX

Download the TA report from https://onebox.huawei.com/p/2077bb51c1cb93a7d2e45c004f0ecf6f.

6.5% CAPEX saving in UK

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 4. Expanding Weapon: Standard Guidance, Establishing Industry Thresholds
Guide our value features into industry standards, establish industry entry thresholds, and promote the technical development of the industry.
Frontline marketing is the front line of standard work. It is necessary to have a keen insight, understand local standards, get into the local
standards and guide them early, gain the standard commanding points, and develop projects under the protection of standards.
Region Key point Progress

ANTI-PID IEC 62548: Demonstrate Huawei's ANTI-PID solution and proposal at the IEC TC82 meeting.
Global
(Anti-RSD) IEC 63257: Collect RSD standards to prevent competitors' patent risks.
Communicated with the REE of the Spanish power grid to find the decision makers of key criteria for pilot implantation.
Spain (Acting) grid friendly
Plan to influence PO12.2. 1. Reactive. 2. Simulation; 3. SCR.

NER-V120: Requirements for Grid Friendlyness

(Acting) Grid Friendly
Australia
distributed security AS 4777.2: Standards Program Late 2021 Update, and Standards Association CEC Interconnection

India (Accounting) grid friendly MNRE: Huawei has submitted the first round of comments on the change of India grid standards.

National Standard Fire Protection and Electrical Protection Requirements for Photovoltaic Power Generation Systems: 2019/11
Approved and Waiting for Release
National Standard Photovoltaic System Integration: Outline Submitted
distributed security Technical Specification for Integrated Intelligent System and O&M of Photoelectric Buildings: Draft for Comments has been
feedback
China
Landmark "Technical Standard for Application of Solar Photovoltaic Power Generation in Shanghai Engineering Construction
Specification": Request for Comments Draft Feedback
GB/T 37408 Technical Requirements for Grid-connected Inverters for Photovoltaic Power Generation: Released 2019
(Acting) Grid Friendly Technical Requirements for Impedance Characteristics of Wind Farms and Photovoltaic Power Plants: 2019 Approved

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5. Expanding Weapon: Marketing Communication
Media and Analysts Social media Web site

Maintaining Media Relations and

Building Industry Leadership
Content MKT expands brand/company Build communities based on websites
influence, NA customers or industry- and provide customized content that
specific advertisements is tailored to customers' needs
Use third-party organizations to voice for us.
• Customer contract signing, major project Provide local, visual content
progress (on-grid), technology upgrade, It's more impressive.
Media coverage of market changes, exhibitions,
and special cases

Interviews and speeches: Interviews with the

media or doing presentation at third-party
meetings providing Huawei's values
• Industry media advertisements enhance
Huawei's awareness.

Digital marketing streamlines channels

Deepen customer relationships
Realize Transactions and Returns

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Course Summary

Takeaways
1 LCOEIt is the most important core of the success of PV projects.

2 Identify key customers and identify customer requirements.

3 Large-scale projects require standardized operations.

4 Identifying Decision Chains and Identifying Valid Information

5 Key customer relationship improvement, three measures reach the final decision-maker

6 Always respond to customer requirements

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Thank you. 把数字世界带入每个人、每个家庭、
每个组织，构建万物互联的智能世界。
Bring digital to every person, home and
organization for a fully connected,
intelligent world.

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All Rights Reserved.

The information in this document may contain predictive

statements including, without limitation, statements regarding
the future financial and operating results, future product
portfolio, new technology, etc. There are a number of factors that
could cause actual results and developments to differ materially
from those expressed or implied in the predictive statements.
Therefore, such information is provided for reference purpose
only and constitutes neither an offer nor an acceptance. Huawei
may change the information at any time without notice.