A global leader in silicon manufacturing wanted to expand the end-of-value-chain market by bringing innovative materials to the BOP market to make a DIY solar panels (PV). Though the technology was available, the company didn't know if it was the REAL need of the users and if yes, then how would the value chain work? Turian Labs team conducted ethnographic & business research to understand the user context. Research led the team to remote areas across India. Collaboration with policy makers, technologists etc. facilitated new product and value chain conceptualization.