UTILITY PHOTOVOLTAIC PROJECTS CONFERENCE-DINNER · UTILITY PHOTOVOLTAIC PROJECTS CONFERENCE-DINNER ... SMA India SMA Middle East SMA Solar Technology AG ... SMA Power Plant Controller

November 30th, 2015

UTILITY PHOTOVOLTAIC PROJECTSCONFERENCE-DINNER

SMA Solar Technology AG

AGENDA

03.12.2015 3

1

2

3

4

France: a promising future for large-scale plants

Global Large-scale market. A great place to be

Success story: The SMA UK example

SMA Service: Top performance, maximum yields

5 Securing Economic profitability withSMA's new turnkey solution

PASCAL RICHARDSales DirectorSMA FRANCE

MARKO WERNERExecutive Vice President

Sales EMEAJAN VAN LAETHEMManaging DirectorSMA West Europe

MICHAEL PLÖCHLHead of Operations &

Maintenance

BERNHARD VOLLHead of Platform Solutions

DINNER


FRANCE: A PROMISING FUTURE FOR LARGE-SCALE PLANTS.

FRANCE'S CALLS OF TENDERS2016 – 2019 PLANNING

03.12.2015 5

4,35 GWallocated01.01.2016 01.01.2019

France to become a major European market for Utility-scale projects

FRANCE'S CALLS OF TENDERS2016 – 2019 PLANNING

03.12.2015 6

2016 2017 2018 2019

1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4

CRE2 > 250 kW

CRE3 > 250 kW800 MW

CRE4 ground application 3000 MW X X X X X X

CRE4 rooftop application 1350 MW X X X X X X X X X

X Bid announcement

Period of installation

SMA SOLAR TECHNOLOGY AG –ENERGY THAT CHANGES

Marko WernerExecutive Vice President Sales EMEA

December 2015

IMPORTANT LEGAL NOTICEThis presentation does not constitute or form part of, and should not be construed as, an offer or invitation to subscribe for, underwrite orotherwise acquire, any securities of SMA Solar Technology AG (the “Company”) or any present or future subsidiary of the Company(together with the Company, the “SMA Group”) nor should it or any part of it form the basis of, or be relied upon in connection with, anycontract to purchase or subscribe for any securities in the Company or any member of the SMA Group or commitment whatsoever.All information contained herein has been carefully prepared. Nevertheless, we do not guarantee its accuracy or completeness and nothingherein shall be construed to be a representation of such guarantee.The information contained in this presentation is subject to amendment, revision and updating. Certain statements contained in thispresentation may be statements of future expectations and other forward-looking statements that are based on the management’s currentviews and assumptions and involve known and unknown risks and uncertainties. Actual results, performance or events may differ materiallyfrom those in such statements as a result of, among others, factors, changing business or other market conditions and the prospects for growthanticipated by the management of the Company. These and other factors could adversely affect the outcome and financial effects of theplans and events described herein. The Company does not undertake any obligation to update or revise any forward-looking statements,whether as a result of new information, future events or otherwise. You should not place undue reliance on forward-looking statements whichspeak only as of the date of this presentation.This presentation is for information purposes only and may not be further distributed or passed on to any party which is not the addressee ofthis presentation. No part of this presentation must be copied, reproduced or cited by the addressees hereof other than for the purpose forwhich it has been provided to the addressee.

This document is not an offer of securities for sale in the United States of America. Securities may not be offered or sold in the United States of America absent registration or an exemption from registration under the U.S. Securities Act of 1933 as amended.

DISCLAIMER

9

SMA IS THE CLEAR #1 IN THE GLOBAL PV INVERTER INDUSTRY WITH A UNIQUE POSITIONING

Unique PositioningKey Facts

Headquartered in Niestetal since 1981

cum. 35 Gigawatt installed worldwide

Sales of > 800 million EUR

> 4,000 employees, thereof 500 in R&D

Stock-listed since 2008

20 Subsidiaries & 4 Production Plants

10

On-grid

Residential2 kW to 30 kW

IndustrialTo > 1 MW

Crystalline modules

Thin film

ConcentratormodulesBackup

Off-grid

All PV applications All performance ranges All module types

Residential< 2 kW

Commercial30 kW to 500 kW

> Every market segment has different product requirements.

SMA SERVES ALL MARKET SEGMENTS WORLDWIDE

11

SMA Canada

SMA America SMA Korea

SMA IndiaSMA Middle East


SMA FranceSMA Beijing

SMA IbéricaSMA Italia

SMA Australia

SMA Benelux

SMA PortugalService

SMA HellasService

SMA AmericaProduction

Headquarter Subsidiary

SMA UK

SMA Japan

SMA Thailand

SMA South AmericaSouth Africa

Best coverage with more than 700 sales + service professionals worldwide

> SMA is and will be present locally in all relevant PV markets

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SMA MARKET OUTLOOK SHOWS AN INCREASED DEMAND IN 2016

13

> In Americas solar inverter sales are expected to grow by >35% to €1.5 bn in 2016 - The utility segment remains the key growth driver in revenue terms.

> In Japan solar inverter sales are estimated to decline by more than 25% due to the already introduced FIT cuts; India and South East Asia are expected to grow slightly in revenue-terms-This trend is mainly driven by commercial and utility-scale PV systems.

> The EMEA markets remain stable. Demand in UK remains strong until Q1 2016 due to the deadline for ROC3). Other key markets are Benelux and Germany with a strong demand for Commercial & Residential systems and Francefor the Utility segment.

Global PV Installations per Segment/Region1),2)

The sudden shift in demand towards Utility and North America will change the competitive environment - SMA is best positioned for future sales growth and clearly the global #1 player4)

GWdc € billion

Comments

12 12 1324 31 37

2015

49

62014

41

5ResCom

Uti

2016

56

7

1,5

4,0

1,0

1,6

2015

4,1

1,11,1

1,7

2014 2016

4,0

1,21,1

1,7

1) Excl. Off-grid and Hybrid Systems2) Source: SMA MI Market Model; Prices according to IHS PV Inverter Market Tracker Q3 2015

(Sept. 2015)

3) ROC: Renewable Obligation Certificate, incentive scheme for >1MW PV system4) IHS PV Inverter Market Tracker Q3 2015 (Sept. 2015)

2016

4,0

1,5

1,7

0,9

1,1

0,9

2,0

2015

4,0+2%

2014

4,1

0,9

2,3

0,9

1625 29 309

1010

108

EMEA

56

2016

+15%

AmericasAPAC

2015

49

2014

41

NO OTHER COMPETITOR HAS A SIMILAR SPECIALIZED GLOBAL SALES & SERVICE INFRASTRUCTURE

14

SMA has a balanced regional sales mix and the ability to enter successfully into new upcoming regions (e.g. South America).

1. SMA estimate; preliminary figures

SalesService

SMA’s Global Sales Mix (in € million)SMA’s Global Presence

Global Service Specialists: 400+Global Service Partner: 90+Global Sales Professionals: 200+# of Sales & Service Subsidiaries: 16# of Service Monitoring Center: 3

226

36 %47 % 46 %

19 %19 %

45 %34 % 38 %

44 %

16 % 21 %

35 %

Q1 2015

Ameri

cas

Full Year 20151

APAC

EMEA

Q3 20151Q2 2015

203 240 -270

850 -900

Date, Author

SMA UTILITY SCALE SOLUTIONS FOR LARGE PV POWER PLANTS


PreventativeMaintenance

Commissioning

Extended Warranty

Ready for:✔ Centralized and distributed plant designs✔ All module types✔ Harsh environments✔ Worldwide grid requirements

Sunny Central 2200/2500 kVA1,000V or 1,500VSunny Central CP-JP

500/630/800 kVA

Sunny Central CP XT500/630/720/760/800/850/900/1000 kVA

Sunny Central-US1850/2200/2500 kVA1,000V or 1,500V

Sunny Central Storage500/630/720/760/800/850/900 kVASunny Central CP-US

500/630/720/750/800 kVA

Sunny Tripower20000/25000 TL

Sunny Tripower 60

SMA Power Plant Controller

SMA String Monitor

SMA String Combiner

Transformer Compact Station500/630/800/900/1000/1250/1600/1800

Transformer Compact Station -JP500/630/800

Medium Voltage Block2200 / 2500

SMA PRODUCT PORTFOLIO UTILITY

Communit Sunny Portal Pro

or: CompleteOperation and Maintenance

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CENTRALIZED SYSTEM SOLUTIONS FOR EVERY PLANT SIZE

SMA Utility Power System (IEC – global markets) – 1,000 and 1,500V> Perfectly synchronized components: Sunny Central 2200 / 2500, medium-

voltage block, DC technology, corresponding park control and services> Designed for ease of use: Easy transportation, installation and

commissioning, available as Turnkey Solution or Package

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Medium Voltage Power Station (global markets)> Turnkey container solution for Plug & Play> Available with one or two Sunny Central CP XT inverters> Power class: 500/630/800/900/1000/1250/1600/1800/2000kVA

SMA Utility Power System (ANSI – US market) – 1,000 and 1,500V> Perfectly synchronized components: Sunny Central 2200 / 2500, medium-

voltage block, DC technology, corresponding park control and services> Designed for ease of use: Easy transportation, installation and

commissioning, available as Turnkey Solution or Package

THE LARGEST PV POWER PLANTS RELY ON SUNNY CENTRAL TECHNOLOGY

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More than 35 GW installed worldwide - over 12 GW with Sunny Central

KalkbultSouth Africa75 MW

KagoshimaJapan70 MW

NagaurIndia44 MW

TemplinGermany128 MWTopaz

USA550 MW

Montalto di CastroItaly85 MW

CobijaBolivia5 MW2.2 MW Storage Nyngan

Australia100 MW

WHY EACH DAY OVER 20 MW OF SMA PV INVERTERS ARE INSTALLED WORLDWIDE

Direct exposure to the fast growing global solar market

SMA is the #1 for solar inverters for more than 2 decades

Proven technology and game changing new products

Flexible business model and best-cost sourcing strategy

Powerful sales and service infrastructure

Swift execution of transformation process to reduce fixed cost base

Bankable partner due to high equity ratio and net cash position

Conservative guidance, despite unique positioning

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Stable shareholder structure with Danfoss as strategic anchor investor

SMA minimizes your risk and maximizes your ROI1) and that since more than 30 years.1) Return on Invest

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SOCIAL MEDIAwww.SMA.de/Newsroom


SUCCESS STORY: THE SMA UK SHOWCASE

Owls Hatch 45MW

500 MW IN 3 MONTHS

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MISSION

For

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450 MWIN 30 DAYS!

LOCAL BRITISH EXPERTISEBACKED BY REGIONAL AND GLOBAL TEAMS

COMMISSIONING EVEN UNDER HARSH CONDITIONS!

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KEY FACTORS TO SUCCESSFUL PROJECTS

29

FULL SERVICE

EXPERIENCED TEAM

SERVICELINE

FIELD SERVICE TEAM

FLEXIBLE SOLUTIONS

SMA SERVICE IN FRANCE

Owls Hatch 45MW

SUPPORT & SERVICE

8 years experience

Availability 365/365

12 Service technicians

4 Service Hub Permanent REX for improvement of your system

Updating campaign with the latest developments

Close relationship

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Continous training

LET’S TALK ABOUT RESULTS

03.12.2015 35

Availability of PV Plant under contract

> 99%


RÉSEAUX SOCIAUX

December 2, 2015, Michael Plöchl

SERVICE FOR PV POWER PLANTSTOP PERFORMANCE AND MAXIMUM YIELDS


38

YOUR PV POWER PLANT HAS BEEN COMMISSIONED SUCCESSFULLY. BUT THIS IS ONLY THE PEAK OF THE ICEBERG.

TO ENSURE HIGHEST YIELDS AND OPTIMAL AND SECURE PERFORMANCE YOU NEED A COMPETENT AND EXPERIENCED SERVICE PARTNER BY YOUR SIDE.

YOUR PV POWER PLANT HAS BEEN SUCCESSFULLY COMMISSIONED. HOWEVER, THIS IS ONLY THE PEAK OF THE ICEBERG.

TO ENSURE HIGHEST YIELDS AND OPTIMAL AND SECURE PERFORMANCE, YOU NEED A COMPETENT AND EXPERIENCED SERVICE PARTNER BY YOUR SIDE.

GLOBAL LEADERSHIP, LOCAL EXPERTISE

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WELL POSITIONED IN 21MARKETS ACROSS THE GLOBE

15 GW TOTAL MANUFACTURING CAPACITY

35+ GWINSTALLED WORLDWIDE

30+ YEARS OF EXPERIENCE

SOLUTIONS FOR ALL POWER CLASSES AND APPLICATIONS

COMPREHENSIVE SERVICE NETWORK AND LOCAL CONTACTS

›

›

›

››

›

COMPREHENSIVE SERVICE OFFERINGS

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Innovative and comprehensive service offering throughout the entire lifecycle of a PV system backed by our team of highly trained experts.

COMMISSIONINGSUPERIOR PERFORMANCE RIGHT FROM THE START

41

Safe and reliable grid connection to ensure that your system produces maximum yields.

Your advantages:

> Safer, proper commissioning of SMA components confirmed by SMA experts

> Updating with latest firmware

> Stable, optimized operation of your PV system – from day one

> Prevention of consequential damages and fault-related downtime

KAGOSHIMA, JAPANCOMMISSIONING AND MAINTENANCE

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100-megawatt system: 130 SMA Sunny Central 800 CP-US invertersManagement of all technical operations of the PV systemTop performance and planning securityMaximum efficiency and system profitability

Commissioned under extreme climatic conditionsRegular maintenance of the 70 MW power plant, largest in JapanProfessional support – local contacts

Volcanic eruption

Flood

Heavy rainThunderstorms

Commissioned under extreme climatic conditionsRegular maintenance of the 70 MW power plant, largest in JapanProfessional support – local contacts

EXTENDED WARRANTYFUTURE-PROOF YOUR INVESTMENT

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SMA Extended Warranty guarantees continued Full-Service - even after the SMA factory warranty has expired.

Your advantages:

> 100 percent guarantee on all replacement parts, diagnostic services and repairs

> Excellent price certainty for entire service lifecycle of the equipment

> Quick resumption of system operation when service is needed

PREVENTATIVE MAINTENANCEENSURING MAXIMUM OPERATIONAL RELIABILITY

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A regular maintenance optimizes the PV system performance and minimizes downtimes.

Your advantages:

> No unexpected malfunctions or hidden costs

> Experienced engineers perform comprehensive 50-point inspection and 17 functional tests

> Adherence to maintenance intervals is ensured

OPERATIONS & MAINTENANCE TOP PERFORMANCE AND MAXIMUM YIELDS

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SMA Operations & Maintenance (O&M) offers optimum, comprehensive services.We manage all the technical operations of your PV system including all its components.

SMA OPERATIONS & MAINTENANCE

24/7/365 remote monitoringRegular reportsAnnual inspection & maintenance (inverter and medium voltage)RepairsSecurity systemModule cleaningGreen keepingWarranty check and supportWeekend standby and maintenance hotline

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OPERATIONS & MAINTENANCE – UK, 2015GLEBE & ODELL FARMS, BEDFORDSHIRE – 33.75 MW

47

SMA Service • Operations & Maintenance• Continuous remote monitoring, regular

maintenance, repairs and module cleaning• Tailored package offered to suit bejulo’s

individual needs

SMA System Technology• 28 SMA Sunny Central 900CP-XT• 1 SMA Sunny Central 800CP-XT• SMA Monitoring System• 110.640 modules (Canadian Solar)

Plant Information• Location: Wellingborough, UK• Commissioning: March 2015• Annual yield: 32.200 MWh

PARTNER WITH THE SMA SERVICE TEAM

48

Industry leading technical support by highly qualified technicians to ensure quality and safety standards are met or exceeded.

Superior expertise in communications and monitoring: real-time monitoring and proactive service with our SMA Solar Monitoring Center significantly reduces costs

Comprehensive global service network: local presence, fast response times

A properly maintained PV power plant can increase yield by up to 30%, accelerating investment payback.

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YOUR SMA SERVICE CONTACTS

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Michael PlöchlManager

Operations & Maintenance

[email protected]

Pascal RichardSales Director, SMA France

[email protected]

Hervé Humez,Service Director, SMA France

[email protected]


SERVICE FOR PV POWER PLANTS

01-12-2015 / BU UT MVS / Bernhard Voll

BEST QUALITY SYSTEMS FOR MAXIMUM RETURN AND MINIMUM RISK


AGENDA

52

1

2

3

4

SAFETY

EFFICIENCY

NEW PRODUCTS EXTENDING THE RANGE

PHOTOS

5 THE FRENCH PACKAGE

6 SMA & SIEMENS – A PARTNERSHIP FOR YOUR SUCCESS


02-2015 / Bernhard Voll

SAFETY


SAFETY BASICS

Plant operational safety is the key aspect of every installation. This is key forselecting components:• Use only type approved components• Require consistent high quality serial testing before equipment leaves factory• Design equipment for purpose

• Inverters have high common mode voltages which must be tolerated by transformers• Inverter harmonics can cause transformer overheating when not factored into design• PV Plant operation very different from standard utility transformer operation

• Check for Arc Flash Certificate• Whilst arc flash is not a must consideration for fenced off PV Plant operations not

accessible to public it is still an important consideration for your staff• SMA systems have a full arc flash certificate (IAC A 20 kA 1 s)

• Make sure component design is simple so easy to maintain and safe to operate


RETURN ON INVESTMENT


EFFICIENCY FOR BEST ROI


AVAILABILITY MEANS MONEY

A change of 1% availability @ 0.10€/kWh results in a NPV difference of 2,000,000€ over 25 years

and even at 0.05€/kWh still 1,000,000€!

A change of 1% availability @ 0.10€/kWh results in a NPV difference of 2,000,000€ over 25 years

and even at 0.05€/kWh still 1,000,000€!


Total cost of installation on site: 550€/hour

THE CONSTRUCTION COST IMPERATIVETypical 50 MW PV Plant:

Interest Rate: 5%CAPEX: €1.5/Watt = 75 MEURInterest during Construction:

Rate for high quality union electrician: €120/hour

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Reducing installation time has by far the biggest impact on your Return on Investment

$3,750,000 Per year$312,500 Per month

$10,274 Per day$430 Per hour


PEACE OF MIND


SUCCESS FOR CONFIDENCE

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Since 01/2014 more than 800 Medium Voltage Power Stations have already been ordered until now 16 countries, total installed basis > 15GW for CP inverters!

United Kingdom

ItalyPortugal

Aruba

Ecuador

Chile

Rwanda

Philippines

Saudi Arabia

Jordan

Germany

Honduras

Israel

Countries with Sunny CentralCountries with MVPS and Sunny Central

Switzerland

KuwaitCuba


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• We provide 5 year warranty – on all components• We provide top of the range service, anywhere• We design for performance• We design for simplicity• We design for zero failure• We design for the market conditions

SMA – NO COMPROMISES

02-2015 / Bernhard Voll

NEW PRODUCTS FOR BETTER ROI

SMA Solar Technology AG02-2015 / Bernhard Voll

Best in class> The world’s most compact 2.2/2.5 MW Power Block> Easy transport due to standard 20’ shipping container> Fully pre-commissioned plug & play turn-key solution> Worldwide only type tested system solution according to

IEC62271-202 incl. arc flash certificate IAC A 20 kA 1s

Ready for harshest environments> Full outdoor suitability for all environmental conditions> No additional ventilation or air conditioning required

Economically highly attractive> 2500 kW 1500 VDC block size is considered optimal for large

scale applications> Substantial reduction of installation & commissioning costs due to

full plug & play solution and high power density> Specifically designed transformer maximises system efficiency> >10% reduction (Watt specific) compared to MVPS1800SC

(excl. Inverter)

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KEY VALUE POINTS

NO OTHER SUPPLIER HAS THIS POWER DENSITY!

WORLD‘S ONLY 20‘ CONTAINER SOLUTION FOR 2500 KVA

NO OTHER SUPPLIER HAS THIS POWER DENSITY!

WORLD‘S ONLY 20‘ CONTAINER SOLUTION FOR 2500 KVA


PHOTOS – MVPS 2200 - 2500

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Stack sideStack side



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Low Voltage DC connection sideLow Voltage DC connection side



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Control board, communication roomand air exhaust

Control board, communication roomand air exhaust



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SwitchroomSwitchroom



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Low Voltage AC buswayLow Voltage AC busway



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Transformer 2500 kVA / 33 kV ONAN Dy11RIS Protection

Transformer 2500 kVA / 33 kV ONAN Dy11RIS Protection


FRANCE – SPECIAL SOLUTIONS FOR A SPECIAL MARKET

The MVPS is fully prepared for the challenging French requirements!

• Interlocking between Low Voltage and High Voltage Side to prevent approach to transformer bushings while energised (NFC 13-100)

• Surge arrester between Transformer and Inverter (NFC 15-100)• Full insulation monitoring (NFC 15-100)• Special fire retardant oil containment (NFC 15-100)• Hermetic protection of transformer (NFC 13-100)• Safety equipment in switch room (Gloves, fire extinguisher, insulating

mat, rescue pole)• Emergency Stop button on outside of station (NFC 15712-1)• All documentation and signs in French (NFC 15712-1)

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We provide solutions tailored for market requirements01-12-2015 / BU UT MVS / Bernhard Voll

UNITED TECHNOLOGYLEADERSHIP FOR MAXIMUM CUSTOMER BENEFIT

SMA Solar Technology AG02-2015 / Bernhard Voll

ENERGY MANAGEMENT–PRESENT WHERE CUSTOMERS REQUIRE PRESENCE

~ €11 bnRevenue

~ 53,000Employees

~ 100Production locations

~ €350 mInvestment in R&D


COLLABORATIVE SCOPE

03.12.201573

Sieme

nsco

mpon

entsi

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ed in

some

SMA

equip

ment

COM

PLETE

PACK

AGE F

ROM

DC TO

GRID


SYSTEM PARTNERSHIP

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Grid Access & Integration> Transformers> Switchgear> Grid connection engineering

(incl. collector- and substations)

> Corresponding servicesfor PV applications

Power Generation> Specialized DC

management equipment> Specialized inverter

management equipment> Best fit inverters> Inverter coupled medium

voltage systems

SMA SIEMENS

> Overall electrical plant design incl. grid connection

> Work as consortium or with jointsales approach

> Cooperation ensures best in classservice & engineering support

SMA & SIEMENS


YOUR ADVANTAGES AT A GLANCE

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Perfectly aligned technology from components to even the most complex grid connections

Competent partners for all PV power plants from planning through commissioning to services and support

Deep experience in regulatory and application framework with fast, professional response

Top level engineering support helping you solve all the complex engineering tasks associated with connecting to the grid

Complete supply and service from DC to GRID CONNECTION, for a better ROI, better availability and maximum comfort




Documents

UTILITY PHOTOVOLTAIC PROJECTS CONFERENCE-DINNER · UTILITY PHOTOVOLTAIC PROJECTS CONFERENCE-DINNER ... SMA India SMA Middle East SMA Solar Technology AG ... SMA Power Plant Controller