Enico: entering the Baltic Sea BESS market

Client

Enico

Client overview

Enico is a Finnish provider of modular battery energy storage systems (BESS) for commercial and industrial applications. Having built solid traction in Finland and secured a new growth investor, Enico was ready to scale internationally, with the Baltic Sea region as its primary target.

The challenge

Enico needed to expand beyond Finland but lacked clarity on which markets to prioritise, how each country’s regulatory environment would affect its business model, and what entry approach made sense where. With a new investor and a growth mandate, the pressure to move was real, but so was the risk of spreading resources across six countries without a clear plan. Enico needed a structured, evidence-based answer to where and how to go next.

Our approach

Civitta delivered a comprehensive advisory project covering market analytics and detailed go-to-market planning across six countries in the Baltic Sea region.

Market sizing and segmentation: we assessed deployed BESS capacity, growth trajectories, and key end-user segments in each market.
Regulatory overview: we mapped grid cost structures, balancing market participation rules, and legislative support for BESS adoption across key customer segments in each country.
Competitive and partner landscape: we reviewed active players across the BESS value chain and identified potential collaboration or acquisition targets.
Market prioritisation: we narrowed the focus to the highest-potential markets based on opportunity size, regulatory maturity, and fit with Enico’s capabilities.
Entry model recommendations: for each selected market, we recommended the most suitable entry approach given local operating conditions.
GTM plan: we developed a detailed go-to-market plan with defined operational requirements, key activities, timelines, and targets.

Results & impact

Enico received a clear, actionable roadmap for international expansion across several Baltic Sea markets. The company gained a comprehensive understanding of regulatory dynamics, market potential, and the competitive landscape, along with a concrete plan for execution.

Civitta was able to quickly grasp our business and the key priorities for international growth, genuinely helping us focus on the right factors in our decision-making through country- and region-specific insights.

Alongside building a comprehensive strategic overview, I particularly value the fact that we were also equipped with the tools needed for operational execution. This ensures that strategy translates into concrete action and measurable progress, rather than remaining on paper.

Tiina Karppinen

Chief Growth Officer at Enico

Key takeaways

Regulatory complexity is a make-or-break factor in BESS expansion. Grid cost structures and balancing market rules vary significantly across the Baltic Sea region. Understanding them upfront, rather than country by country during execution, saved Enico from costly wrong turns.
Market prioritisation is not just about size. The right market for Enico depended on the combination of opportunity, regulation, and its own capabilities. A scoring approach across six markets made that choice defensible to investors and management alike.
Strategy without an execution plan stays on paper. Delivering both the market analytics and the GTM roadmap in one project meant Enico could act immediately rather than commissioning follow-up work.