Tomáš Bílek of Fenecon shares insights on expanding energy storage across Central and Eastern Europe. ©Fenecon

Tomáš Bílek, responsible for international business development and sales at Fenecon, discusses opportunities and challenges in the region’s growing energy storage market.

Munich, 26. März 2026

Mr Bílek, could you briefly describe your role at Fenecon?

I am responsible for International Business Development and International Sales at Fenecon. Following the company’s internal restructuring, my focus is on the residential and commercial sectors, and until last year also on industrial-scale solutions.

So you are personally responsible for global business development?

Not quite. Our company has divided responsibilities not only functionally but also geographically. The DACH region is managed by our German partner management team. The USA also falls outside my area of ​​responsibility, as we have a separate company there with its own production facilities.

So you’re personally responsible for global business development?

Not quite. Our company has divided responsibilities not only functionally but also geographically. The DACH region is managed by our German partner management team. The USA also falls outside my area of ​​responsibility, as we have a separate company there with its own production facilities.

What is your region?

My focus is primarily on Central and Eastern Europe — from Poland eastwards to Ukraine and further south to North Macedonia and northern Greece, extending even to Georgia.

How is Fenecon approaching internationalization?

We are present throughout Europe primarily through individual projects. Our organized international expansion only began in 2022 due to rapid company growth. Due to internal restructuring, internationalization is still relatively new for us.

In which countries are you currently present?

Currently, we have a structured market presence through country partners in Sweden, the Netherlands, the Czech Republic, Lithuania, Cyprus and Greece. In other countries, such as Croatia and Slovakia, we have established individual contacts and representatives.

What role do the country partners play in the Fenecon universe?

Our approach is not based solely on sales. We work with country partners who essentially act as local Fenecon branches. In addition to sales, they also handle technical support, monitor compliance with regulatory requirements, and provide customer service. It is also important that they provide us with market feedback, which directly informs our product development.

How do you enter new markets?

Entering a new market involves comprehensive preparation. We typically spend up to a year analyzing regulatory frameworks, certification requirements, grid connection conditions, and simulating use cases before signing a partnership agreement. In the energy sector – one of the most heavily regulated industries – we believe this preparation is essential for a successful market entry.

What types of storage systems are currently driving your business?

Our portfolio ranges from small three-phase residential systems starting at 6 kWh up to industrial systems exceeding 1 MWh, and recently even beyond 4 MWh with our Industrial XL solution. Across markets, approximately 70–80 percent of our business is currently generated in the residential and commercial segment. Utility-scale and large industrial applications account for roughly 20–30 percent.

Does this apply to all countries?

However, market dynamics vary significantly by country and change rapidly. For example, the Czech residential market experienced a boom after 2020, but two years later demand collapsed. At the same time, ancillary services and utility-scale applications — previously considered unattractive — are now emerging as major drivers.

Poland is considered a prime example for PV development and expansion in CEE.

In Poland, residential demand has declined significantly since 2023. Three years ago, we received constant inquiries from Polish companies. Last year, activity slowed considerably. We expect increasing development of behind-the-meter and standalone applications in the near future.

How challenging is the regulatory environment in Central and Eastern Europe?

The biggest challenge is the volatility. Regulatory frameworks, grid connection requirements, and certification requirements change frequently, sometimes without warning.

Do you have an example?

In the Czech Republic, for instance, the certification requirements were changed from one month to the next. The market practically ground to a halt. No one knew which systems could still be installed. Similar changes occurred again a year later.

So this constant back and forth is killing business?

This uncertainty is not good for investors, especially for storage projects with longer lead times. Even residential construction projects are often dependent on subsidy programs, and the application process can take months. If the regulations change before commissioning, systems can be installed but not connected to the grid. Stable framework conditions are crucial for us. That’s why we prefer markets that have already undergone initial regulatory adjustments and offer predictable conditions.

Would you say that Eastern Europe is a more difficult market than Western Europe?

I wouldn’t say more difficult, but different. In developed markets like Germany, the Nordic countries, or the Netherlands, regulatory clarity ensures investment security. Revenues can be predicted more reliably. The disadvantage of mature markets lies in stronger competition and higher regulatory requirements. In emerging markets, the biggest challenge is navigating the changing environment and adapting quickly.

What role do subsidies play in Central and Eastern Europe?

Subsidies remain the most important driver of the residential energy storage market in many countries, but especially in Central and Eastern Europe. When subsidies are available, demand increases dramatically; when they are withdrawn, market growth slows significantly.

What about the utility sector?

Subsidies also continue to play a significant role in the industrial and utility sectors, although investments in commercial applications are increasingly profitable even without subsidies. In Northern Europe, for example, favorable conditions for ancillary services have enabled projects with payback periods of less than three years in recent years – entirely without subsidies.

These are exceptionally short payback periods – how is that possible?

These exceptional returns are now the norm. They can be achieved in an environment with stable market mechanisms that attract investment. In the long term, ancillary services and grid stabilization are likely to become the most important sources of revenue for large-scale storage systems and reduce their dependence on subsidies.

Do you expect to see more grid-supporting storage solutions in the future?

Yes. We anticipate an increase in both grid-connected and stand-alone storage solutions. Grid stability requirements are rising. Frequency and voltage fluctuations are posing ever greater challenges across Europe. With the increasing share of renewable energies, maintaining grid stability within the required parameters becomes more complex. This leads to a structural demand for storage systems that can provide balancing and ancillary services.

How do you see the development of the European market in the East and West?

In developed markets, I expect continued growth in residential energy storage, with subsidies continuing to play an important role. In the commercial and utility sectors, a clearer and more stable business model is emerging – increasingly independent of subsidies. Requirements for grid stabilization, dynamic pricing models, and the expansion of markets for ancillary services will create stronger economic incentives. Dynamic tariffs and market-oriented mechanisms, combined with balancing energy services, will help ensure that investments quickly pay off and that revenue models for energy storage projects are economically viable.

What is your conclusion for Central and Eastern Europe?

Fenecon’s strategy in Central and Eastern Europe focuses on long-term partnerships, regulatory understanding, and technical adaptation to local conditions. Although country-specific market uncertainties continue to pose a challenge, the increasing need for grid flexibility to improve stability will further drive demand for battery storage systems across the region.

Interview by Manfred Gorgus