Why BESS Equipment Manufacturers Prefer the EPC Approach

I recently shared my perspective on EPC vs direct procurement for utility-scale BESS. But there is another side to this story: the equipment manufacturers themselves. ⚡

BESS equipment is not a simple product. DC blocks, Power Conversion Systems, Medium voltage infrastructure, Plant controls and SCADA all require significant onboarding, training, and technical support for each new customer.

Now imagine being a manufacturer with hundreds or thousands of potential customers knocking on the door, each needing individual sales engagement, solution engineering, and back-office support. That does not scale.

This is why the EPC approach works. By partnering with a few capable companies, manufacturers gain:

• Project-specific engineering and system integration expertise enabling a functional plant.
• Resources freed up to focus on product development and manufacturing.
• Local expertise on grid codes and permitting without hiring regional teams.
• Higher win rates through partners who know how to position the right equipment for the right project.

This is how the industry scales efficiently.

Would a manufacturer refuse direct business? Probably not. But the engineering scope and risk shift significantly without an EPC in the middle. Is the direct procurement approach worth the trade-off?

What’s your take?