BESS Routes-to-Market in Europe: Merchant, Capacity, and Tolling — What Works Where

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Recording from Tuesday, March 31, 2026 | Battery Business & Development Forum | Language: English | Duration: 70:10 .

Revenue models for battery storage are evolving — but not all of them are equally reliable, scalable, or financeable. This session breaks down the three dominant routes-to-market in Europe and examines where they work in practice, how they are structured, and what risks they carry.

What you will discuss:

  • How reliable merchant revenues really are over a 10-year horizon and which assumptions are often wrong

  • Whether capacity markets provide meaningful downside protection and if models like Poland could work elsewhere

  • How tolling agreements are actually negotiated: key risk allocation, pricing challenges, and deal-breakers

  • What makes structured offtake agreements “bankable” and where negotiations typically fail

  • Which routes-to-market are currently viable in Germany vs. other European markets

Moderation

Ulrike Gunnemann
Managing Director
Electric Blue

Speaker

Anna von Bremen
Partner
Head of Energy Innovation
Osborne Clarke

Eva Zimmermann
Senior Research Associate
Aurora Energy Research

Carlos Perez Linkenheil
Global Head of Reports
AFRY Management
Consulting

Daniel Schwarz
Senior Structured Originator
ENGIE

Flip van der Weijden
Head of Growth
Return Storage

Semih Oztreves
Chief Commercial Officer
Network Infrastructure, Zenobē

Rémi Mahoudeaux

Michal Swol
Chief Investment Officer
R.Power

Further Content
Thaddäus Kreisig
Stack ’Em Up: Germany’s Big Battery Inflection Point – with Thaddäus Kreisig

The smarter E Podcast Episode 265 | Language: English

September 16, 2026

Discover how Germany's solar surge is driving a gigawatt-scale battery boom, the revenue models making projects viable, and the hurdles ahead.

The smarter E South America Conferences 2026
Supply Chains and Industrial Development: Brazil's Place in the Global Energy Storage Value Chain

Thursday, August 27, 2026, 02:00 pm

The smarter E South America Conferences 2026 | Conference Program

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The expansion of energy storage creates significant opportunities for industrial development, innovation, and Brazil's integration into global value chains. This session will discuss the country's role in the energy storage supply chain, including strategic minerals, components, assembly, manufacturing, industrial policies, and incentive mechanisms. The panel will address how Brazil can combine competitiveness, supply security, technological development, and investment attractiveness to build an industrial base connected to the growth of the BESS market.

The smarter E South America Conferences 2026
Safety, Reliability, and Longevity: The Future of Storage-System Operation

Thursday, August 27, 2026, 04:00 pm

The smarter E South America Conferences 2026 | Conference Program

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The safe and reliable operation of energy storage systems is essential for the sustainable expansion of the market. This session will discuss engineering best practices, technical standards, project safety, risk management, operational performance, and battery system lifespan. The panel will address the requirements for ensuring reliability, quality, failure prevention, and the safe integration of BESS across different applications, offering a technical perspective on the standards that should guide the future of storage-system operation in Brazil.

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Zinc-Ion Batteries: The Key to Sustainable Energy Storage in Europe

Tuesday, June 13, 2023, 04:30 pm - 06:00 pm

The smarter E Europe Conference 2023 | Conference Program

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Technology is the key to battery storage markets developing at a rapid pace. Just look at the way system costs have dropped drastically in recent years as a result of progress in the development of battery materials and battery cells and advancement in storage system technology.In the diverse stationary markets in particular, opportunities for technological alternatives to the lithium-ion battery are being opened up. In this session, you can hear from experts directly about current progress in the development of specific battery technologies and learn about the impact those battery technologies are set to have on the market for electrical energy storage systems in the near future.

The smarter E Europe Conference 2023
The Future Role of Flexibility Support Schemes and Their Impact on the Storage Industry in Europe

Tuesday, June 13, 2023, 02:30 pm - 04:00 pm

The smarter E Europe Conference 2023 | Conference Program

The pressing need to mitigate the impact of climate change and to deal with the ongoing energy crisis requires a new regulatory framework in Europe. This is why the European Commission has presented a legislative proposal for the adaptation of the EU Electricity Market Design in Q1 2023. But how would this new framework impact the energy storage market? How would the provision of flexibility be encouraged? How would existing entry barriers for energy storage be further reduced? In this panel, representatives from the EU, utilities, IPPs and storage providers will be discussing whether the new market design is suitable for incentivizing both the necessary energy storage installations and ideas for future improvements.

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