In Case studies
Harvard Business School

In 2020, the three cofounders of Holaluz, a newcomer to Spain’s electricity retail market, is preparing to launch a new offering: installing and managing solar panels on households’ roofs at no extra cost for the consumer, who would still benefit from the energy savings stemming from the panels’ production. Holaluz would fund the installations via a special purpose vehicle and use the surplus energy to power neighboring Holaluz clients at lower costs. There were many challenges in the new venture, like how to market the offering and if investors would buy into the new business. And what if Holaluz went a step further, got rid of all its tariff offerings and disrupted the market with a monthly “unlimited” flat rate for electricity consumption like telecom operators did with mobile phones bills? Was the market ready?