The derapi you know had a humble beginning

Today, Derapi is recognized as the go-to platform for connecting distributed energy resource (DER) devices, enabling seamless data collection and control across a fragmented energy landscape. However, Derapi’s reputation as an industry leader started with very humble beginnings.

When Thomas Lee Founded Derapi, he had deep domain and technical expertise in DERs from his time at Enphase Energy and Autogrid. While at Autogrid, he saw the reality of how difficult it is for those devices to actually interact with each other so that the grid benefits. At Enphase Energy, Thomas could see the huge opportunity that would come from thousands of DERs working together. However, he didn’t start Derapi by building that future, he started it by building for today’s customers needs and then leading the industry towards the future he envisioned. 

What’s remarkable about Thomas’ journey is that he instinctively executed product-led development from the very start—an approach that’s at the heart of my Product Model for Climate. Studying journeys like Thomas’ is as unique as it is empowering because the way he Prototyped Derapi can be replicated.

The Problem: Fragmented Data & Costly Integration

The transition to a decarbonized, distributed energy grid depends on integrating thousands of devices—solar panels, batteries, EV chargers—each with its own data format and communication issues. Early on, Derapi’s first customer, a solar installer, faced a familiar pain: they needed to analyze data from multiple homes to upsell their services, but existing solutions were slow, expensive, and unreliable. 

The installer had already spent over $15,000 on consultants and wasted five months with no results. This was not just a technical problem; it was a business risk that threatened growth and customer satisfaction.

Prototyping for Progress: the skateboard analogy executed well

Thomas has the vision and expertise in DERs to recognize that device control is where the industry needs to go to unlock the full benefits of DERs. However, that’s not where his customers were right now. Rather than building a full-fledged product from day one, Thomas started with a simple, targeted solution and solved the Solar Installers problem immediately. This fits well into the Prototype phase in the Product Model for Climate Tech companies.

Within the Prototype phase, an astute builder will take the product from “skateboard to motorcycle to car”. Here’s a breakdown of the analogy:

This approach means delivering the simplest version that gets the customer moving and learning from that prototype, instead of waiting to unveil a perfect “car” at the end. This avoids overbuilding features and puts the focus on solving real problems right away.

Thomas instinctively embodied this by using a basic Python notebook to deliver a working solution in just one month, at a fraction of the cost, solving the immediate problem and getting the customer moving. This low-volume, one-off deal wasn’t glamorous, but it provided invaluable learning and a crucial referral.

Building the Car: Scaling Up & Broadening Impact

With around 5 customers using “the skateboard” version of Derapi, new customers and new needs emerged. Financiers wanted to collect data from different equipment manufacturers to underwrite loans, and their developers needed a secure, reliable API. 

Thomas had a set of customers who were now demanding more than just a spreadsheet generated by a script of API calls, they needed a real product. Responding to this, Thomas built a “the motorcycle”—a production-ready API robust enough for external use. 

But this still wasn’t Thomas’ full vision of what Derapi could do for his customers and the grid. DERs must be seen by grid operators as a reliable solution to proactively manage the grid. Thomas had been positioning the company to serve this need.

Finally, a device manufacturer entered the picture, seeking not just data collection but also the ability to control devices remotely and offer grid services. This required a full-featured, scalable API that could handle both data and control, serving a range of customers from installers to OEMs. By this point, Derapi was no longer just solving individual problems; it was enabling an ecosystem, supporting the grid’s transition to distributed, flexible resources. The “car” was rolled off the lot.

This journey from skateboard to car wasn’t just about adding features. It was about listening deeply to customers, validating assumptions rapidly, and focusing resources where they would have the most impact. At each stage, Thomas and the Derapi team used the Product Model’s artifacts—customer interviews, prototypes, and feedback loops—to de-risk development and align with real market needs.

The Future of VPP & derapi 

Derapi’s story is a testament to the power of product-led development in climate tech. The lesson is clear: rapid prototyping and learning from real users beats building in isolation every time. By starting small, solving real problems, and iterating relentlessly, Derapi built trust, grew its customer base, and positioned itself as the “Plaid for DERs”—a universal hub for the clean energy transition.

Looking ahead, Derapi’s ambitions are even bigger: scaling to millions of devices and enabling new business models for grid services. 

For climate tech founders and product managers the message is simple: don’t wait for perfection. Build the skateboard, get the customer moving, and let the journey reveal how  the car should be built—and maybe even the rocketship.