"You're not in the solar industry anymore."

That bold declaration from Jigar Shah at RE+ 2023 sparked debate, shifted mindsets—and now, two years later, is being realized.

Nico Johnson recently revisited the discussion with Jigar for a current-day check-in before diving into the full, original conversation that started it all. As the then-Director of the DOE Loan Programs Office, Jigar laid out a compelling case: the future for solar installers is not solar at all. It’s storage, VPPs, and full-blown grid integration.

If you think you’re just in solar, you’re falling behind. This episode lays out why storage, grid services, and demand response are becoming the real business of clean energy—and what you need to do now to stay relevant. Jigar explains why the business model is evolving faster than most realize—and how those who embrace the shifts afoot stand to win big.

Expect to learn:

🔹 Why VPPs are the new normal (and why the utilities are finally playing ball)

🔹 How entrepreneurs are flipping the solar+storage business model on its head

🔹 Why the utilities finally care—and what they need from you

🔹 Why installers must pivot from LTV/CAC to circuit-specific problem solving

Whether you're running a solar company or rethinking your clean energy strategy, this episode is a key to unlock the next decade.

Get your Solar Fight Night tickets before they're gone: https://tinyurl.com/522wf8v3

Also check out Renewables UnWind Las Vegas: https://tinyurl.com/2ea2c6k3

And don't forget about the pickleball games: https://tinyurl.com/p9h5nv42

If you want to connect with today's guest, you’ll find links to his contact info in the show notes on the blog at https://mysuncast.com/suncast-episodes/.

Our Platinum Presenting Sponsor for SunCast is CPS America!

SunCast is proudly supported by Trina Solar.

You can learn more about all the sponsors who help make this show free for you at www.mysuncast.com/sponsors.

Remember, you can always find resources, learn more about today’s guest and explore recommendations, book links, and more than 730 other founder stories and startup advice at www.mysuncast.com.

Subscribe to Valence, our weekly LinkedIn Newsletter, and learn the elements of compelling storytelling: https://www.linkedin.com/newsletters/valence-content-that-connects-7145928995363049472/

You can connect with me, Nico Johnson, on:

Twitter - https://www.twitter.com/nicomeo

LinkedIn - https://www.linkedin.com/in/nickalus

Episode 70: Paul and Todd answer More of your Questions!