Technology and business model innovations for investment in CDC battery and solar hybrid power

1. Tower Xchange
Tower Xchange
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Eltek’s mission to slash diesel consumption
Technology and business model innovations for investment in CDC battery and solar hybrid power
How to prioritise at which site to invest in hybrid power
Energy efficiency for multi-tenant sites
A business model to buy and sell energy by the kWh
Comparing the success of three ESCO business models
Africa’s New telecoms infrastructure journal

2. What Hybrid Power
can do for Africa’s telecom towers
How to identify sites where investing in CDC battery and solar
hybrid power will slash DG runtime
Bob Hurley, Regional Director MEA, Eltek
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TowerXchange: Tell us about the current state of
hybrid power at cell sites in Africa.
Bob Hurley, Regional Director MEA, Eltek: Around
10% of African cell sites use hybrid energy, and
most of those have been fitted in the last two years.
Diesel generators run 24/7 on many sites and that
leads to inefficiency in terms of maintenance, site
visits and generator renewals. With hybrid energy
solutions, you might be able to cut run time to six
hours per day, reducing diesel consumption by 70-
75% while reducing maintenance site visits. You’re
then able to run the generator at a much more
efficient load – typically they might be running at
20%, we can make it more like 70% with systems
that simply switch it off except when it’s most
efficient to do so.
TowerXchange: If 10% of cell sites in Africa use
hybrid or use pure renewable energy, what’s the
balance between CDC battery hybrid, solar, wind
and fuel cells, and what in you opinion are the
relative merits of each?
Bob Hurley, Regional Director MEA, Eltek: CDC
battery hybrid are the most popular hybrids. I’d
estimate that out of all the hybrid and renewable
powered cell sites in Africa, probably 60% have
got as far as investing in CDC, 30% have added
renewables to become a full hybrid, and maybe 10%
are pure solar.
The quickest way to reduce energy opex is to put
in a bigger cyclic battery to enable the battery to
run longer than the DG. In a number of cases we’re
Read this article to learn:
< The adoption and relative merits of CDC battery, solar, wind and fuel cell hybrid energy solutions
< How to prioritise at which site to invest in hybrid power solutions
< How to design a greenfield site to maximise energy opex efficiency
< How to futureproof a cell site so it is energy efficient with single or multiple tenants
< How hybrid energy solutions help towercos improve site level profitability
Keywords: Hybrid Power, Reducing Opex, DG Runtime,
CDC Battery Hybrid, Solar, Wind, Fuel Cell, Renewables,
Off-Grid, Retrofitting, Greenfield, Multi-Tenant,
Infrastructure Sharing, Africa, Nigeria, Eltek, Helios
Towers Nigeria, Etisalat Nigeria
Eltek is a leading hybrid telecom power manufacturer
with 60 offices worldwide. Eltek’s product portfolio
includes hybrid energy solutions focused on opex
reduction, supported by a zero capex financing
deals. Eltek have 4,000 hybrid sites deployed, and
are currently bidding for a further $100m worth
of hybrid solutions. TowerXchange spoke to Eltek’s
Middle East and Africa Regional Director Bob Hurley
and his colleague Younis Shan, who focuses on West
Africa and who had previously worked at Helios
Towers Nigeria.

3. deploying CDC solutions that are solar-ready so the
tower operator doesn’t have to rebuild the cabinet if
they choose to add solar panels and chargers.
Another option is pure solar off-grid sites consisting
of a cabinet with a solar charger and a cyclic
battery. They might be 1-1.5 kW sites, usually in
rural areas.
Younis Shan, Regional Sales Director, Eltek West
Africa: Solar isn’t very common in West Africa,
given the cost, and size of power required for a
2.5kW base station.
Of their 3,500 cell sites, Etisalat in Nigeria have
460 hybrid sites, all of which are battery hybrids.
Some of those sites are totally off-grid, some have
4-6 hours of non-continuous grid power a day. The
battery hybrids are realising 50% savings.
Bob Hurley, Regional Director MEA, Eltek: Wind
is experimental at this stage. RoI can be five to six
years because of the cost of the tower, turbine and
interconnection with the telecoms system. The
cost of turbines needs to come down, and there
needs to be more commonality across the turbine
manufacturers – each has their own system, dump
load, and method of converting rotating power to
static DC or AC to input into system. Operators tend
to look for RoI in less than two years, so people are
dabbling with wind power, but there’s no great
penetration in the telecoms market.
Fuel cell solutions usually run on a gas, so you
have the logistical cost to get that gas to the site, or
you need to source a local supply to make it cost
effective. So the running cost may be similar to
using diesel as you’ve still got to top-up and monitor
consumption. The upside to gas is it’s less stealable
than diesel.
TowerXchange: Has the entry into the market of
low-cost manufacturers meant that off-grid solar
cell sites are becoming somewhat commoditised?
Bob Hurley, Regional Director MEA, Eltek: There is
a price band which operators find acceptable. The
capex requirements of pure solar sites is driven by
the cost of solar panels, and that has come down
significantly to perhaps a third to half what they
cost four years ago. That improves the timeline to
RoI in solar.
I don’t think it’s a commoditised market. One
of Eltek’s key focuses is to be technologically
ambitious. Technology plays an important part
in which vendor is given these sites – it’s not just
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about price, it’s about performance too. We deploy
a complete solution – we seek to understand and
resolve at operational issues, not just provide a
black box. A well chosen controller will look at
performance of batteries, generators and solar
panels to tell the operator where they’re getting the
most efficient usage.
TowerXchange: How do operators prioritise at
which sites to invest in hybrid power solutions?
Bob Hurley, Regional Director MEA, Eltek: Operators
often make pragmatic decisions about investing in
solar at big sites that have tri-site coverage – if one
site goes down and the majority of subscribers can
be picked up by an over-lapping BTS, they might not
invest in hybrid energy. Of course that changes if
it’s a backhaul or backbone site they can’t afford to
drop.
“ “Of their 3,500 cell sites, Etisalat in
Nigeria have 460 hybrid sites, all of
which are battery hybrids

4. Operators might use multi-site monitoring to look
at performance within an area or group of perhaps
twenty sites to identify the right technology to invest
in, and at which location they’ll get the most out of
it. On that basis they might select five sites for solar
and five for CDC batteries.
TowerXchange: How do you design a greenfield
site to maximise energy opex efficiency?
Bob Hurley, Regional Director MEA, Eltek: At
greenfield sites the first thing to assess is grid
availability and consistency. If it’s an off-grid or
unreliable grid site requiring significant generator
runtime, you need to asses how big the site is, how
key that site is in terms backhaul, transmission and
subscribers served, and any overlap with other base
stations that can pick up subscribers if the site goes
down.
How much power is required? Can you get away
with simply buying a bigger cyclic battery and
accept you will have some diesel cost (and diesel
theft risk), or is the site important enough to invest
in solar? Other considerations might include noise
from running the DG and carbon emissions. It’s
all about finding the best fit, the least capex for
the most efficiency. Is it worth investing $4,000 of
capex on solar to keep a few subscribers happy if
they have tri-site coverage and the majority will be
picked up by an overlapping base station? That’s
a commercial decision based on customer lifetime
value and churn.
In our experience, full hybrid sites combining
diesel, battery and solar power tend to only be
deployed at key sites off the grid in Africa yet still
serving lots of subscribers.
Younis Shan, Regional Sales Director, Eltek
West Africa: When it comes to greenfield site
construction, smart companies are realising that it
doesn’t cost much more to ensure a site is hybrid-
ready – in comparison, retrofitting is expensive.
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That said, return on investment payback cycles for
retrofitting to hybrid have fallen to 1.5-1.8 years as
solar panels are getting cheaper.
TowerXchange: How do you futureproof a cell
site so it’s energy efficient with just one tenant,
but readily upgradeable to accommodate
multiple tenants?

5. Younis Shan, Regional Sales Director, Eltek West
Africa: You need to have a modular approach to cell
site power equipment. When you have a modular
system, such as with your DC rectifier, you only buy
what is required. Keeping a few empty slots means
it only costs a few hundred dollars to upgrade
compared to thousands of dollars to replace.
When a towerco acquires a site, they must find a
balance between generator capacity and efficiency.
Oversized generators need more diesel. You should
also make sure your generator is sized initially for a
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“ “Four years ago towercos were
making good money, achieving
leases of $7,000 per month for
a gold package. In many cases
rental rates have halved, so they
need to find ways to further
reduce opex
maximum of two tenants; you can always move it to
a newly acquired site if tenancy increases and more
power is required.
On a co-location site, ensure that there is one
centralised power system to serve multiple tenants –
the previous co-location model was for each tenant
to have their own power system due to decreases
in lease rates it is now cost effective to have one
outdoor centralised power system.
TowerXchange: Is it good news for energy
equipment providers when towercos acquire
assets from operators – do they stimulate
investment in energy equipment upgrades to
reduce opex, or do they just mess up your key
points of contact?
Bob Hurley, Regional Director MEA, Eltek: Many
Mobile Network Operators are trying to get
expensive, non-core network assets off their books,
and are devolving to towercos the challenge of
reducing Africa’s high opex. Towercos have a
business model that requires investment in new
batteries, generators and other technologies to
drive down power costs and improve site level
profitability.
Where previously we maintained relationships with
operators and their OEM partners, towercos have
become equally important. Airtel have driven the
model quite hard in India, where we have to sell to
the towercos. Eltek has relationships with American
Tower, Helios, Eaton and Airtel, but it varies
country by country, even with the same towerco.
For example in one country Alcatel-Lucent might
be the OEM partner and they may be installing
Eltek equipment, but in another country the same
towerco might be working with an operator with a
pre-existing relationship with Huawei, who don’t
supply Eltek products.
TowerXchange: How can hybrid energy help
towercos improve site level profitability?
Younis Shan, Regional Sales Director, Eltek West
Africa: Market dynamics have changed. Four years
ago towercos were making good money, achieving
leases of $7,000 per month for a gold package.
In many cases rental rates have halved, so they
need to find ways to further reduce opex. I believe
towercos need hybrid power solutions to preserve
their margins, unless they can guarantee tenancy
ratios above two from the outset

6. A business model to buy and
sell energy by the kWh
How an Energy Supply Company’ (ESCO) can accelerate RoI in
hybrid energy
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TowerXchange: We spoke about this in our last
interview, but let’s start with a summary of the
current state of energy provision to cell sites in
Africa.
Bob Hurley, Regional Director MEA, Eltek: Today
African cell sites remain predominantly dependent
upon diesel generators (DG). Grid power is neither
extensive nor, in many cases, reliable, leaving many
towers off-grid or relying on a grid connection that
may be available as little as two to three hours per
day.
To compensate for the lack of reliable grid power,
there has been significant investment in dual diesel
generators at many cell sites, with small batteries
to bridge the time between the grid becoming
unavailable and the DG kicking in. Many cell sites
in Africa run the DG 24/7, at considerable expense
in terms of fuel costs, refuelling and maintenance
visits, and maximising exposure to fuel theft risk.
Over the last 18-24 months there has been a move
towards reducing opex and accelerating the
installation of solutions that are not dependent on
diesel. The first step tends to be the installation
of CDC (charge discharge) battery solutions -
essentially a larger battery to carry the load for a
longer period allowing the generator to run much
more efficiently at a higher load for shorter periods
of time, thus reducing opex.
The next step is to install an alternative source of
energy such as photovoltaic panels to capture solar
energy and deliver that as a power source to the
Read this article to learn:
< How demand for hybrid solutions has progressed from 20-30% of RFPs and RFQs two years ago to 70% today
< Three reasons why zero capex financing models have not worked
< A comparison of the success of three ESCO business models
< How selling energy to multiple tenants accelerates RoI for ESCOs
< An invitation to contribute to the energy by the kWh debate at the TowerXchange Meetup
Keywords: Meetup Preview, Interview, Energy,
ESCOs, Opex Reduction, Hybrid power, Solar, Wind,
DG Runtime, Batteries, Fuel Security, Risk, Business
Model, Off-grid, Unreliable Grid, RoI, Procurement,
Site Visits, Stakeholder Buy-in, Infrastructure
Sharing, Africa, Eltek
Tower operators would like to transfer the
responsibility, and risks, of energy provision
to specialist ESCOs. However there is a lack of
consensus on the business model, pricing and
contractual terms for selling energy by the kWh. In
this article we preview Bob Hurley of Eltek’s round
table debate on this topic at the TowerXchange
Meetup Africa (October 1 and 2, Johannesburg).

7. base station. Others have looked at wind and fuel
cell solutions. The shortfall of fuel cells is that it
incurs similar maintenance costs to diesel power
and still requires frequent site visits to keep the fuel
source topped up, whereas once solar is deployed,
site visits are seldom necessary, providing it’s
producing power. Of course you can’t guarantee
sun, or wind, 365 days a year.
When rolling out a new site, tower operators’
preference would be to rely purely on grid power
if possible. But we don’t feel that grid power will
be extended fast enough to be an alternative to
renewable energy - grids are prohibitively costly,
so those that need power beyond the grid are left to
source or generate power for themselves.
Two years ago I’d estimate that 20-30% of the
RFPs and RFQs we received involved some sort of
secondary energy (CDC batteries or full hybrid).
Now it’s more like 70% of the quotations we provide
- demand has more than doubled and now exceeds
demand for diesel dependent solutions.
TowerXchange: What is the decision making
unit at towercos and operators when it comes
to investing in hybrid energy and energy as a
service innovations?
Bob Hurley, Regional Director MEA, Eltek:
The operations team typically source, test and
recommend hybrid energy solutions, then the
finance team signs off on the capex.
Typically the COOs of MNOs are tasked with
reducing opex. They and their team are defining
requirements and specs and liaising on hybrid
technologies to see what opex costs can be saved
and how.
The operations team will typically then ask
for proof of concept, for example “we want to
evaluate installing hybrid solutions at 200 sites,
tell us how much we need to pay, the time to RoI,
and the impact on opex.” We’ll often be asked to
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demonstrate the solution on one site over a period
of 90 days, typically at our own risk.
Usually the COO takes the result of that trial to the
CFO and the financial committee for the approval
of capex. The CFO is usually the gatekeeper with
control of purse strings and finance governs how
capex is deployed, comparing opex reduction
initiatives with investing in the rollout of more
base stations. Capex deployment has to maintain

8. a fine balance between investing to generate more
revenue and spending money to secure better
performance.
When that coin is flipped, it had fallen in favour
of revenue generation rather than opex reduction
capex investments 90% of the time, but within
last 6-12 months the coin has started to fall the
other way. This is driven by an increasing concern
about service levels and customer loyalty as
poorly maintained, poorly powered base stations
risk increasing churn. The movement toward
towerco-provisioned solutions based on shared
infrastructure is also part of this increased appetite
to invest in opex reduction - many operators are
considering divesting their towers, making them
more cash positive, and strengthening the case for
investment in hybrid energy.
TowerXchange: Let’s talk about the financial
models for the sale of energy to cell sites. What
has been your experience of developing and
offering zero capex financing models where
tower operators can repay the capital costs over
an extended period?
Bob Hurley, Regional Director MEA, Eltek: The
operations department want the hybrid solutions
that Eltek and our competitors are offering, yet
the finance department has many demands on
their finite capex budget. So Eltek and several of
our competitors developed zero capex financing
options.
We proposed to implement our opex saving
solution, and to use those savings over a lease
or loan period to payback equipment costs, with
length of lease or loan contract to match the
opex reduction, hence a zero capex model. Eltek
were able to demonstrate payback between two
and a half and five years depending on various
parameters. Eltek then approached large financial
organisations, including the World Bank, to put
together financing packages based on funding
up front capital investments and recouping them
through repayments based on opex savings on fixed
terms over a fixed period.
Under a zero capex model, opex is stablilised but
not significantly reduced over first two to three
years while the capital costs are being recouped, but
at the end of that period all the opex saving drops
to the bottom line. For example, in a 50 base station
region running DG 24/7, by installing CDC batteries
the tower operator could recover US $1.5m in capex
over a three year period, saving US $500k per year.
And after three years that US $500k saving drops
straight onto the tower operator’s bottom line.
However, the operators have not bought into the
zero capex model, due to three stumbling blocks.
The first stumbling block involves credit provision.
Africa’s franchised mobile operators tend to buy
in to a local operator by acquiring 10-80% of the
equity. That local OpCo is often at or near their
lending limits, so when our finance partner bank
evaluates the customer’s suitability to be part of a
US $2-5m loan, the banks will often require some
form of guarantee from the parental operator,
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which is typically much more credit worthy.
However in the majority of cases this guarantee is
refused by the parent operator.
The second stumbling block is that the finance
department often thinks they can borrow money
at a cheaper rate than the bank and equipment
provider are offering. But the finance department
remain unwilling to finance the capex themselves.
The third stumbling block is the difficulty competing
with Chinese OEMs who bundle finance energy
and network equipment and service propositions
over very long terms to secure deeper client
relationships. At any green field cell site, power
equipment might represent 10% of the total capex,
while 70% of capex goes into active network, with
the remaining 20% in static asset and construction
costs. The value of a power and network equipment
bundled contract might be seven to ten times the
value of just the power component, so the OEM has
a greater value to discuss finance packages with the
operator, while they are also motivated by securing
their long term business model by locking out
competitive OEMs for a five year contract term.
TowerXchange: So if zero capex financing models
aren’t working, tell us about the kWh energy as a
service model.
Bob Hurley, Regional Director MEA, Eltek: Business
models to pay for energy by the kWh originated in
India, South East Asia and Indonesia.
Today in Africa, the mobile network operator often

9. retains ownership of power systems and is only
selling the steelwork to towercos. As the market
moves toward a model where the operators and
towercos agree that it would be easier if a third
party put in and owned that power solution, that
drives the ESCO (Energy Service COmpany) concept.
In Indonesia and India three potential ESCO models
were developed:
< Fixed fee operating lease. Under this model, the
ESCO puts the power equipment in, and sells or
leases it at a fixed cost to the tower operator over a
fixed period of time. While there may be minimal
opex reduction, opex is stabilised and the ESCO is
able to recoup their capital investment.
< Energy saving agreement. Again the ESCO puts
the power equipment in, and the tower operator
pays a percentage of opex savings to the ESCO on
a monthly basis, based on a comparison of opex
before and after installation.
< Power purchase agreement. This is the Holy
Grail of ESCO business models! Under a PPA,
the ESCO installs, services and owns the power
equipment and sells power to tower operators at an
agreed rate per kWh.
TowerXchange: How successful has each ESCO
business model been?
Bob Hurley, Regional Director MEA, Eltek: The
fixed fee operating lease model has been relatively
successful. However, it generally involves capex and
commitment over a shorter period than the other
models, so long term value creation isn’t optimised.
Energy savings agreements have been the least
successful, primarily due to the difficulty agreeing
how to measure the verified energy cost saving. Cost
savings have to be measured weekly or monthly,
and fluctuate depending on the weather, state of
batteries et cetera. So the model is complex and
opex may be reduced, but it’s not stabilised.
Meanwhile, everyone is keen to put together a
power purchase agreement that yields a reasonable
return for the ESCO at an acceptable rate for the
tower operator, but to date the two parties are to be
found at either end of the scale.
TowerXchange: We’ve spoken to passive
infrastructure decision makers at operators
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and towercos across Africa, and there’s a lot
of interest in the kWh pricing model - what
challenges still have to be overcome?
Bob Hurley, Regional Director MEA, Eltek: There are
still significant challenges to be overcome in terms
of agreeing the price per kWh and the contract
duration.
Let’s breakdown the costs and risks that would be
transferred to an ESCO. At an off grid cell site that
might be running DG 24/7, you need regular site
visits to top-up the fuel tank. You’re probably losing
a proportion of fuel to theft. Plus the ESCO will
be exposed to the risk of increasing diesel prices.
You’ve got to add in the cost of preventative and
reactive maintenance visits. Some of these cell sites
might have been running for three to five years, and
equipment has a finite lifecycle - even if optimally
managed, rectifiers, batteries and generators
themselves will eventually need replacing.
When the ESCO looks at the risks and costs they are
exposed to over an annual period, that increases
their minimum price per kWh above the price point
tower operators are trying to achieve through their
opex reduction initiatives. To give you an example,
tower operators are looking for models that enable
them to pay US $1-1.50 per kWh in Africa. For
ESCOs to achieve RoI within 12 months, the cost
would be around three times that level.
If an ESCO were to accept a US $1 per kWh price,
after a given period they would either go out of
business, and the operator would lose a long term
“ “everyone is keen to put
together a power purchase
agreement that yields a
reasonable return for the ESCO
at an acceptable rate for the
tower operator

10. partner, or they would have to reduce their costs
by cutting back on services, with less site visits,
cheaper batteries et cetera. QoS would ultimately
suffer, and we’re back facing the same problems we
are today.
The other problem is that the ESCOs want a 5-10
year contract to give them time to recoup capital
outlay, to help them secure long term business,
and to reduce their cost of capital. However tower
operators want to renew contracts annually, which
exposes the ESCO to risk of turnover, increases the
cost of capital, and therefore increases the kWh
price they need to charge.
Finally, the risk is heightened if the tower operator
does not want to share all his data with the ESCO,
which can be a sensitive matter when assessing
risks such as fuel theft. There needs to be a trust
model, where tower operators share data on their
real opex, and ESCOs share the true costs so we
have a better chance to agree a kWh rate from
which both parties can benefit. This is a significant
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opportunity for the tower operator to partner with
a vendor he knows and is comfortable with, whose
equipment he already has in his network, who he
knows has the financial stability to be a long term
partner.
TowerXchange: How can we overcome these
challenges and accelerate the adoption of ESCO
business models in Africa?
Bob Hurley, Regional Director MEA, Eltek:
Discussions to create a scalable PPA business model
have reached something of an impasse, but this is
where the infrastructure sharing proposition can
help. If an ESCO is selling energy to a single tenant,
RoI is longer. With multiple tenants, capex can be
recouped faster, RoI accelerated and kWh prices
reduced. As the towerco model matures and gains
wider acceptance, so the economics of the ESCO
business model get closer and closer to making
sense.
The other potential solution would be for ESCOs
to be formed of joint ventures between different
equipment and service providers already engaged
in telecom towers, each sharing the risk and returns
from an ESCO joint venture according to their own
investment.
We’re interested in exploring the other services
beyond energy provision that could add value to the
ESCO proposition. ESCOs will be entrenched service
suppliers with expertise on the ground - they know
the sites, they know the information that needs to
be shared to optimise those sites, and they can add

11. value by diversifying their services beyond energy.
TowerXchange: Eltek will be hosting a round
table debate on selling energy by the kWh at the
TowerXchange Meetup - what do you hope to
achieve?
Bob Hurley, Regional Director MEA, Eltek: First we
need to achieve a consensus of opinion as to what
is the best business model, and how all parties can
have a share in success.
We need an open, all cards on the table discussion
what is stopping the ESCO business model
going forward in Africa, and to agree what each
stakeholder (towercos, operators, energy equipment
providers and managed service providers) need to
do.
Driven by demand to reduce energy opex, the ESCO
model will be adopted sooner or later in Africa. But
I hope the debate at the TowerXchange Meetup will
help the ESCO model evolve in a way that all parties
are comfortable with. We need to agree small steps
to progress towards our objective, and discussions
like this will enable us all to see the bigger picture
from each other’s viewpoint
TowerXchange: If you would like to join the “A
business model to buy and sell energy by the
kWh” round table discussion, hosted by Bob
Hurley at the TowerXchange Meetup, then apply
for your pass today at:
http://www.towerxchange.com/meetups/africa/
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