Solar O&M Is Now a Serious Business — Here Is How EPCs Can Build One.

Why O&M Is Now a Real Business

When India had 10 GW of solar, O&M was an afterthought. With 150 GW, it is a significant industry. Every system needs cleaning, inverter testing, string level checks, and performance monitoring. Residential systems need attention at least twice a year. Commercial systems need quarterly visits. Utility scale plants need dedicated on site teams. The total addressable O&M market from India's 150 GW base, at even Rs 50,000 per MW per year in service fees, is Rs 7,500 crore per year. It grows every time a new project is installed.

For EPCs who have been focused entirely on installation, this is a second revenue stream that was already in their installed base, uncaptured. Mercom's market leadership report specifically notes that Jakson Green's integrated EPC and O&M capability helped them win contracts by offering end to end solutions. The same model is available to smaller EPCs who choose to offer it.

What O&M Actually Involves

For rooftop solar (1 to 100 kW), O&M typically covers:

• Panel cleaning: Twice a year minimum in Indian conditions, where dust accumulation can reduce generation by 15 to 25% if left unchecked
• Inverter health checks: Firmware updates, error log review, thermal performance check
• String testing: IV curve testing to detect underperforming strings or shading issues
• Mounting structure inspection: Checking for corrosion, loose fasteners, or structural movement
• Net meter reading and performance report: Comparing actual generation against design estimate and flagging deviations

A two person team can complete a rooftop O&M visit for a 10 kW system in 2 to 3 hours. At scale, a team doing 4 to 5 visits per day across a cluster of nearby installations is commercially viable.

How to Price an O&M Contract

For residential rooftop systems, AMC contracts typically run at Rs 3,000 to 6,000 per year for a 3 to 5 kW system, covering two cleaning visits, one inverter check, and a performance report. For commercial systems (10 to 100 kW), Rs 8,000 to 20,000 per year is the typical range, covering quarterly visits and performance monitoring.

For utility scale projects, O&M is typically structured as a percentage of annual turnover (0.5 to 1% of project cost per year) or a per MW per month fee. The top five O&M providers work predominantly in this segment. The rooftop and commercial segment is the accessible entry point for smaller EPCs.

Building the O&M Business Step by Step

Step 1: Start with your installed base. Every project you have commissioned is a potential AMC client. Call every client you have installed for in the past 3 years and offer a maintenance contract. Your advantage over a new O&M entrant: you installed the system, you know the inverter brand, the string configuration, and the site. The trust relationship already exists.

Step 2: Build a simple performance monitoring capability. Most modern inverters have a monitoring app or a cloud portal. Set up access for each client's system, create a monthly report template, and send it automatically. This alone is worth Rs 1,500 to 2,000 per month to a commercial client because they currently have no visibility into whether their system is performing as expected.

Step 3: Include AMC pricing in every new proposal. When you quote a new installation, include the annual AMC price as a line item in the proposal. Present it as the 25 year service commitment. Most clients will say yes to a bundled 3-year AMC at the time of installation rather than sourcing O&M separately after the fact.

Step 4: Cluster visits geographically. O&M margins improve significantly with route density. Build your client base in concentrated geographic clusters, schedule visits in batches by area, and assign dedicated routes to each technician. A team covering 30 systems in a 5 km radius is three times more profitable than the same team visiting 30 scattered systems across a city.

Frequently Asked Questions

Q1. What certifications or licences does an O&M provider need in India?

There is no specific separate O&M licence required in India to maintain solar systems you have installed. As an EPC who has already installed the system, your electrical contractor licence covers the maintenance work. For larger utility scale O&M contracts with developers or IPPs, you may need to demonstrate ISO 55001 asset management certification, liability insurance covering operational incidents, and a track record of contracted O&M capacity. For the rooftop and commercial segment, an AMC contract signed with the client, your GST registration, and a structured service checklist are the main requirements. Most small EPCs starting an O&M business do not need additional formal certification beyond what they already hold.

Q2. How often should a rooftop solar system be cleaned in Indian conditions?

The recommended frequency depends on the location and season. In dusty, dry regions like Rajasthan, Gujarat, and parts of Maharashtra, panels can lose 15 to 25% of their generation within 4 to 6 weeks of a cleaning cycle due to dust accumulation. Cleaning every 4 to 8 weeks during the dry season is optimal. In coastal and humid regions like Kerala and Tamil Nadu, dust accumulation is lower but biological soiling (algae, bird droppings) increases the frequency. Monsoon rain provides partial natural cleaning but residual mineral deposits still require a post monsoon cleaning cycle. An annual AMC contract including two to four visits per year is the baseline recommendation for most Indian rooftop installations.

Sources

• Mercom India — mercomindia.com — Top solar O&M service providers in India 2025, Inox 27%, Mitarsh 25%, Jakson 14%, top 5 control 86% (April 2026)
• Mercom India — mercomindia.com — Market leaders in India's solar sector 2025: integrated EPC and O&M as competitive advantage
• Saur Energy — saurenergy.com — India's solar market as a job factory, 150 GW installed base, O&M demand growth