13 0911 session 1 & 2 webinars-all slides

Cleantech Open2013 Webinar Series

Wednesday, September 11, 2013

2 Cleantech Open Confidential Information – All Rights Reserved

Welcome to the National Webinar Series

• With the Cleantech Open since 2007• Mentor Chair 2007 - 2008• Executive Director 2008 - present

MC: Rex Northen,Executive Director, Cleantech Open

http://www2.cleantechopen.org/wp-content/uploads/2013/03/225_Northen.jpg


Global Partner


National Sponsors


Thank You To All Our Sponsors!


The Summer Program – July – September 2013

Date Time (PDT)

Session I – Worksheets Time (PDT)

Special Topic Sessions

7/9 1:30 to2:30pm Business Model Canvas (Review) 2:45 to

4:00pm LaunchPad Central (Review)

7/16 1:30 to2:30pm Product/Market Fit 2:45 to

4:00pm Systems Review, PR 101

7/23 1:30 to2:30pm Markets and Getting to Them 2:45 to

4:00pm Term Sheets

7/30 1:30 to2:30pm Product/Technology Validation 2:45 to

4:00pmAlternative Sources of Funding - Grant Writing / Crowd Sourcing

8/6 1:30 to2:30pm Financials Analysis & Planning 2:45 to

4:00pm Review of Worksheets to date

8/13 1:30 to2:30pm Legal Environment, Issues and Risks 2:45 to

4:00pm Cap Tables

8/20 1:30 to2:30pm Management Team 2:45 to

4:00pm Working with the Utilities

8/27 1:30 to2:30pm Sustainability 2:45 to

4:00pmTell Your Story, Sell Your Story (Communicating value to stake holders)

9/10 1:30 to 2:30pm Last Chance For Questions 2:45 to

4:00pm

9/11 1:30 to2:30pm

Investor PresentationMentor Assessment

2:45 to4:00pm

Special Presentation from PARC Review of Mock Judging, Regional Awards, Global Forum


Webinar Agenda

• Session 1: 1:30pm – 2:30pm – The Perfect Pitch

• Presenter: Linda Plano, Principal, Plano & Simple• Session2: 2:45pm – 4:00pm

– 2:45pm – 3:00pm: Working with PARC• Presenter: Sean Garner, Manager, Energy Systems Group, Hardware

Systems Laboratory, PARC– 3:00pm – 3:15pm: Rate Your Mentor

• Presenter: Paul deGive, National Curriculum Chair, Cleantech Open– 3:15pm – 4:00pm: Overview of the Next Three Months

• Presenter: Rex Northen, Executive Director, Cleantech Open


Session 1: The Perfect Pitch

1:30pm – 2:30pm, PDT

Speaker: Linda PlanoPrincipal, Plano & Simple

Linda S Plano, PhDPrincipal, Plano & Simple

Per fec t P i t ch

About Me

• PhD Stanford, BS MIT

• Career entrepreneur

• Experienced manager

• Dedicated coach & “yenta”

© 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 10

Agenda for today

• Introduction to “Perfect Pitch” approach

• One of the 11 CTO slides at a time

• Review guidelines for that CTO slide

• Present fear & greed for corresponding P&S question

• Provide real-world examples of do’s and don’ts

• Repeat for all 11 CTO slides


Perfect Pitch Philosophy:Why Pitch?

• Get the Next Meeting

• Get the Next Meeting

• GET THE NEXT MEETING!


Perfect Pitch Philosophy:Know Your Audience

• Pitch, Don’t Teach

• Make Them Want More

• Tune for “Perfect Pitch”


Talk about what the audience wants to hear, NOT what you want to talk about

10 Simple Questions Every Pitch Should Answer


Question Business Issue CTO Slide Deck

0. Who is your audience? Elevator Pitch Title SlideOverview

1. Why should I care? Customer, market size, market pain

The ProblemMarket Size/ Growth

2. What do you do? Secret sauce The Solution

3. Why are you better? Competitive advantage Competition

4. How will you stay better? IP status & strategy Competition

5. Is it real or is it vaporware? Tech status & strategy Technology

6. How will you make money? Business model ProductBusiness Model

7. How much will you make? Financials Financials

8. Why you? Team Team

9. What will you do? Development plan Financials

10 How much will it cost? The Ask Financials

Each slide needs to1. Increase Greed &/or

2. Reduce Fear

Agenda for today

• Introduction to “Perfect Pitch” approach

• One of the 11 CTO slides at a time

• Review guidelines for that CTO slide

• Present fear & greed for corresponding P&S question

• Provide real-world examples of do’s and don’ts

• Repeat for all 11 CTO slides


TITLE SLIDECleantech Open Pitch Deck


Title Slide: First impressions count!

• CTO Guidelines– Name of your firm/ contact info– Appropriate graphics (logo, etc.)– Date– Name of investor firm– Optional: How much money is being sought for this round?

• Plano & Simple Guidelines– Your name and title– Clean & simple– Post-CTO: contact info & other clutter belongs on print copy– Take “Confidential” out of the footer – if you’re pitching, it’s public


TransformOne

TransformOne provides an on-demand, cloud based clinical trial software that streamlines data capture, analytics and

submission for pharmaceutical companies.

TransformOne Confidential

Your Cloud,Your Trial,

Go-Live in a Short While!

Alex Yu LiuF O U N D E R & C E O

B ett e r t r ia l data at lower cost

Alex Yu LiuF O U N D E R & C E O

Presented to the Cleantech Open on September 11, 2013

[email protected]

Seeking seed round of $250K

OVERVIEW SLIDECleantech Open Pitch Deck


Overview: Your elevator pitch

• CTO Guidelines– This is the elevator pitch– Define the business and the company’s raison d’être– 2 – 5 high level, sparsely stated bullets– Develop a visual “model” that will be built upon in the “problem” and

“solution” slides


If you don’t get their attention here, you won’t get their check later!

It’s a pitch, not a history lesson!


Highlight the value proposition


THE PROBLEMCleantech Open Pitch Deck


The Problem: Know your customer

• CTO Guidelines– Identifiable problem(s) to be solved– What’s the pain that will ensure the customer will write a check?

(revenues, costs, time, productivity, market reach)– Make sure its a “must have” not “nice-to-have”– Develop a visual “model” that depicts the problem– Consider depicting an historical evolution– Make the current situation look like it really hurts– Include meaningful validating quotes– Customers are best– Analysts when applicable– Problem must suggest a large market


The Problem: Know your customer

Content• Identifiable problem(s) to be

solved

• What’s the pain that ensures the customer will write a check?

• Make sure its a “must have” not “nice-to-have”

• Customers are best

• Problem must suggest a large market

Style• Develop a visual “model” that

depicts the problem

• Consider depicting an historical evolution

• Make the current situation look like it really hurts

• Analysts when applicable

• Include meaningful validating quotes


MARKET SIZE/ GROWTHCleantech Open Pitch Deck


Market Size/ Growth: The opportunity

• Clearly define the market

• Target vertical, buyer/user, application

• Market size/growth

• TAM/SAM/SOM/CAGR

• Historical trends projected over five years

• Methodology: quantitative rigor + qualitative sensitivity

• Balance: exciting opportunity vs. chance of success

• Correlate market slide with upcoming competition, business model and financial slides


Q1. “Why should I care?”

• Market Size & Market Pain– Fear: No one will pay anything for this technology!– Greed: Everyone will want to buy this over and over again!

• Do– Define your customer – be specific!– Develop market from bottom up

• Don’t– Rely on expensive market studies– Need “only” a small share of a big market


Potential Commercial Markets

Hydrogen Market $844 million (2004)1

625 billion cubic feet (2004)

Steady 9.5% per year Growth between 1997 and 20022

Estimated growth 10% per year through 2006

Most growth is for high purity hydrogen1. (Source: U.S. Census Bureau, Current Industrial Reports)

2. (Source: The Innovation Group, Chemical Profiles, Hydrogen)

Courtesy Dr. S. Gopalan, Boston University

The Conference on Clean EnergyNovember 7, 2005

Hy9’s Total Market Opportunities

(1) HyMaker™ industrial hydrogen generators $x.x Billion Global Market (2005) – future systems from other fuels, optional hydrogen recycle, and

CO2 separation– fuel cell demonstrations

(2) OEM components: purifiers & membrane reactors$y - $z Million Global Market (2005)– purifiers for small-scale electrolysis H2 generators– replacement modules for existing/new H2 purifier systems

(3) Fuel cell sub-systems: portable/stationary (100W – 1000W) $xx - $yy Million (2008) & $zzz+Million (2012) Globally– methanol reformer/purifier for portable/stationary/remote FCs– reformers, membrane reactors, and/or purifiers for hydrogen

from other fuels

$4.8 billionworldwide market

(2005)

Proprietary –Do Not Post

Courtesy J. Altman, President & CEO

Focus on $4.7B Lighting Control Market


THE SOLUTIONCleantech Open Pitch Deck


The Solution: Your secret sauce, part 1

Content• Compelling value proposition

• What’s the benefit to the customer’s business? (revenues, costs, time, productivity, market)

• Depict real differentiation (but stay out of the weeds)

• Describe your business

• Product or service

Style• Use the same visual “model”

• Make it look like it all feels better

• Show where the solution fits in customer’s ecosystem

• Depict technical elegance (keep out of those weeds)


If you don’t have their attention by now,you’re dead!

Q2. What do you do*?

• Technology & Secret Sauce– Fear: They’re a bunch of techies with no business sense– Greed: They have an innovative solution to an important problem

• Do– Describe what, not how– Relate to the problem being solved

• Don’t– Use jargon, acronyms, formulas or equations– “Dumb Down”; instead, clarify


*In language I can understand!

Pressure

Volume

The Technology

Charged waterand ethanol

Fuelreservoir

piston

2

1

1

2

ESS

Courtesy Dr. B. Ahern, Catalyzed Combustion

What Do You Want?

• Dazzle them with your technical expertise?

• Dazzle them with their potential ROI if they invest with you?

© 2013 Plano & Simple | www.PlanoAndSimple.com 38

piston

Current Technology


piston

CCA Technology: Cleaner, Cheaper

CWF: Charged Water Fumigation


COMPETITIONCleantech Open Pitch Deck


Competition: Your sustainable advantage

• CTO Guidelines– Discuss current and potential competitors– Incumbents, Startups, In-House, Substitutes– Provide framework to demonstrate differentiation– BCG grid and/or benefits matrix– Use customer-centric attributes and dimensions– Demonstrate knowledge of the landscape, including past failures– Embrace competitor strengths– Know your weaknesses (how competition would sell against you)– Highlight secret sauce, competitive advantages, barriers to entry– Correlate with previous market slide and upcoming business model

and financial slides


Q3. “Why are you better?”

• Competitive Advantage– Fear: They’re just one of a bunch of me-too companies…– Greed: This is a disruptive innovation!

• Do– Focus on customer benefits, not technology features– Show the competitive landscape without clutter

• Don’t– Claim you have no competition– Get overly detailed and complex


P&S Competition Template #1


Benefit 1 Benefit 2 Benefit 3 Benefit 4

Your Company Logo

Business as Usual

Direct Competition

Indirect Competition

Emerging Competition

Power Generation Options

CapEx per kWe

OperatingEfficiency

Electric Rate

$/kWe-hr

Wilson’s super turbine

$1500-200050%

80 – 90% CHP$0.05 –

0.10

Utility power $750 – 2000

33% average grid

50% new gas-fired

$0.07 – 0.15

IC Recip $750 – 1500 25 – 35% $0.08 – 0.17

Current Microturbines $1500 – 2000 25 – 35% $0.10 – 0.20

Wind $3000 – 5000 $0.10 – 0.20

Photovoltaics$8000 – 12,000 10 – 15% $0.25 – 0.40

Courtesy Dr. D. Wilson, Wilson TurboPower

P&S Competition Template #2

less affordable more affordable

less desirable

more desirable

Them 3

Them 4

Them 1

Them 2


Us

Q4. “How Will You Stay Better?”

• Intellectual Property Status and Strategy– Fear: Anyone can do this.– Greed: They can protect their advantage!

• Do– Know your claims (if using patents)– Describe other barriers to entry

• Don’t– Forget to mention your IP strategy– Imply that others have rights to the innovation


“All lawyers cost the same in the end.” – Sharon Ballard

I AM NOT AN ATTORNEY!!!!!CAVEAT


Which Type of Protection?

Type of protection Subject matter Benefit Drawback

Patents Useful inventions Essential for licenses & acquisitions

Costly & time-consuming to create & defend

Trademark Brands Easy and inexpensive May be hard to defend

Copyright Works of authorship Easy and inexpensive May be hard to defend

Trade secret Valuable business information Easy and inexpensive Very difficult to maintain

Market strategy Business model May be wildly successful May be a complete

failure

© 2012 Plano & Simple | www.PlanoAndSimple.com 49Caveat: I Am NOT An Attorney!!

TECHNOLOGYCleantech Open Pitch Deck


Technology: Your secret sauce, part 2

• CTO Guidelines– Translate key points from business to technical domain– Show how customers and partners fit in, if possible– Concentrate on essential value proposition!– Talk to important but peripheral issues and details, avoid clutter– Address “invent vs. integrate” issues– Show that you will invent only uniquely competitive elements– Show incremental development path that reduces risk, if possible


Q5. “Is it real or is it vaporware?”

• Technology Development Stage– Fear: This is a science experiment that will never make it out of the lab– Greed: This technology is already earning revenue!

• Do– Show (customer) validated data– Indicate progress toward product

• Don’t– Overwhelm with data


Pitching Mistakes: Too Much Information

• Jargon & Acronyms

• Detailed Technical Descriptions

• Overwhelming Amounts of Data


Pitching Mistake: TMI

UsThem

Critical Area


PRODUCTCleantech Open Pitch Deck


ProductHow will you make money? Part 1

• CTO Guidelines– What is the solution delivered (product, software, service, etc.)– How are you solving the Market’s Need/Pain– Where does the product or solution sit relative to the ecosystem

around it


BDR Technology is Capital Efficient

Pump

Vessel

Methanol

Feedstock

Catalyst

Reactants

Glycerin

BioDiesel

61

BUSINESS MODELCleantech Open Pitch Deck


Business Model: How will you make money? Part 2

• CTO Guidelines– How and what do customers buy?– Discuss high level pricing (e.g., annuity or one fee)– Describe what the customer will get (today and beyond)– Who are the key players?– Profile the customer (vertical/buyer or user/application)– Profile critical partner relationships (current and future)– Profile who sells your product or service (in/out-house)– Marketing and sales plan– Explain value chain and sales cycle– Compare and contrast to industry comparables– Emphasize external validation– The Budget: “We’ve committed Y dollars to fix this problem…”


Q6. “How will you make money?”

• Fear & Greed– Do they have any idea how to build a business in this industry?– They’ve got a validated model!

• Do– Have a defensible business model (competitors)– Know the decision maker & the end user

• Don’t– Get overly detailed– Include your development plans


The Value Chain

CustomerTechnology

$$


Your Value Chain

Pepp-Mato

Keep It Simple!

Suppliers [YourCo Logo]

Decision Makers

End Users

Don’t Forget:• Production• Sales & Marketing• Distribution• Service


One-Time Fees

Marketplace (All Clients)

Vendors

RecurringRevenue

Common Mistake:Too Complex/ Not Focused

The Company

Recurring Services

(All Clients)Services

(Premium Clients)

One-Time Fees

Transaction Fees (Available to All

Clients)

RecurringRevenue

One-Time Fees

Note:Not included in Financials

TEAMCleantech Open Pitch Deck


Team: Experience in execution

• CTO Guidelines– Credibility– Domain expertise and unique customer insight– CEO hires people with skills better than their own– A-team attracts A-hires– Strategic orchestration of team members– What’s missing– Management– Previous companies and titles– Industry recognition where meaningful– Board of Directors– Current firms– Previous operating experience


Q8. “Why are you the right team?”

• Fear & Greed– Don’t they have any relevant experience?– These guys are rock stars!

• Do– Highlight your team’s experience– Leverage advisors, partners, etc.

• Don’t– Focus on degrees– Ignore major holes in your team


Team Template

Team

Jane DoeCEO

• Experience• Experience• Education

George OscarCOO


Advisors

John Doe CEO, Bigshot Corp

Jill St. John, PhD Professor, Fancy University


Partner Logo Partner Logo Grant Provider LogoPartner Logo

Management Team Template

Jane DoeCEO


George OscarCTO


John DoeVP, New Business Development



Extended Team Template

Advisory Board

Michael Nesmith • Current title• Relevant experience

Peter Tork • Current title• Relevant experience

Davy Jones • Current title• Relevant experience

Micky Dolenz • Current title• Relevant experience

Partners

John Doe VP, R&D, Big Manufacturing Corp

Jill St. John, PhD Professor, Fancy University

Jason Bourne CEO, CustomerCo

Lily Smith VP Distribution, Supplier Heaven, Inc.


Big Mfg Co Logo

Fancy University

Logo

Supplier Heaven Logo

CustomerCo Logo

FINANCIALSCleantech Open Pitch Deck


Financials: Your Five Year Projections

• CTO Guidelines– Thorough and thoughtful– P&L, Income Statement, Balance Sheet– Deal– Use of proceeds– Provide high level 5 year projections– Revenues and expenses by major categories– Pretax profit (loss), cash flow, capital requirements– Head count– Highlight milestone targets– First revenues– Cash-flow positive– Tangible competitive barriers (customers, IP, etc.)– $100M/yr run rate in year 5 is cliché, but expected


Q7. “How much will you make?”

• Fear & Greed– Do they have any idea how implausible that sounds?– This company can help me make my numbers!

• Do– Keep it simple: revenue, margin, breakeven– Know your industry’s Key Performance Indicators

• Don’t– Make up numbers. They will know.– Make a hockey stick you can’t defend


Pitching Mistake: Too Much $ Detail


2011 2012 2013 2014 2015

Compactors Units 24 29 40 80 120Revenue 2,463,500$ 2,178,000$ 2,800,000$ 5,600,000$ 8,400,000$ Costs 1,490,100$ 1,437,000$ 1,400,000$ 2,800,000$ 4,200,000$ Expenses 501,093$ 326,700$ 420,000$ 840,000$ 1,260,000$ EBITDA 472,307$ 964,318$ 980,000$ 1,960,000$ 2,940,000$

Compactor Units 24 29 40 80 120Service Revenue 12,000$ 14,500$ 20,000$ 40,000$ 60,000$

Cumulative Revenue 12,000$ 26,500$ 46,500$ 86,500$ 146,500$ Contracts Costs 3,000$ 6,625$ 11,625$ 21,625$ 36,625$

Expenses 3,000$ 6,625$ 11,625$ 21,625$ 36,625$ EBITDA 6,000$ 13,250$ 23,250$ 43,250$ 73,250$

AD Systems # Tanks 4 13 16 24 36Revenue 2,100,000$ 8,500,000$ 10,000,000$ 15,000,000$ 22,500,000$ Costs 1,147,000$ 5,586,000$ 6,000,000$ 9,000,000$ 13,500,000$ Expenses (279,447)$ 1,123,880$ 2,000,000$ 3,000,000$ 4,500,000$ EBITDA 1,232,447$ 1,790,120$ 2,000,000$ 3,000,000$ 4,500,000$

AD # Tanks 4 13 16 24 36Service Revenue 20,000$ 65,000$ 80,000$ 120,000$ 180,000$

Cumulative Revenue 20,000$ 85,000$ 165,000$ 285,000$ 465,000$ Contracts Costs 5,000$ 21,250$ 41,250$ 71,250$ 116,250$

Expenses 5,000$ 21,250$ 41,250$ 71,250$ 116,250$ EBITDA 10,000$ 42,500$ 82,500$ 142,500$ 232,500$

Total Revenue 4,595,500$ 10,789,500$ 13,011,500$ 20,971,500$ 31,511,500$ EBITDA 1,720,753$ 2,810,188$ 3,085,750$ 5,145,750$ 7,745,750$

Income Statement Example


(,000,000) 2011 2012 2013 2014 2015

Revenue 4,564 10,678 12,800 20,600 30,900

COGS 2,637 7,02 7,400 11,800 17,700

Gross Profit 1,926 3,655 5,400 8,800 13,200

OpEx 222 1,451 2,420 3,840 5,760

EBITDA 1,705 2,204 2,980 4,960 7,440

EBITDA w/ recurring 1,721 2,810 3,086 5,146 7,746

Confusing, but complete


Revenues and EBITDA

2011 2012 2013 2014 20150

5

10

15

20

25

30

35

Product 2Product 1


$1.7

$7.8

$5.2

$3.1$2.8

EBITDA

$,000,000

Q9. “What will you do?” andQ10: “How much will it cost?”

• Fear & Greed– Don’t they have a clear path to an exit?– They know what it will take to build a company and to exit!

• Do– Describe your focused plan for development through liquidity– Make Your Ask!

• Don’t– Focus on technology development alone– Add milestones unless they add value


P&S Development Plan & Ask Template


2011 2012 2013 2014 2015

• Demo complete• 2 new patents filed

• Regulatory compliance• 1st customer signed

• Break even• 5 customers

signed

$15 M

$4 M

$5 M

85

Revenues and Planned Capital Program

• Current larger sales programs– Whole Foods: mid-Atlantic rollout in progress– Commonwealth of Pennsylvania: State Parks, Turnpike facilities– New York Power Authority– Anheuser-Busch: East Coast campaign underway, 15+

PaceControllers per warehouse– Verizon: Installation of 60+ PaceControllers in “negawatt” pilot– McDonald’s: Program starting with Pennsylvania franchise owners

• Projected FY05 and FY06 revenues

• Planned capital raise– First half of 2006– Total capital sought: approximately $2 million

Courtesy T. Mills, Pace Controls

Exit - Clear Path

• Potential Acquiring Companies:– Diversified Industrial Companies with Renewable Energy Interests

• General Electric– Building Control Companies

• Honeywell – Automatic Meter Reading Companies

• Itron– Utility Software Companies

• MRO Software– Enterprise Energy Management Companies

• Enerwise Global Technologies

• Acquisition ( ≈ 3 - 5 yrs)– Market position – Brand – Sales channel

– OEM relationships – Field-tested technology – Recurring revenue stream

Courtesy D. Kopans, Fat Spaniel

Funding

• $2.0m to Date - Common

• $3.0m Proposed - Series A Preferred– 45% Sales & Marketing– 35% R&D– 20% G&A

• Strong Funding Partner– Industry Knowledge– Contacts– Hands-on Capabilities– Follow-on Support

Courtesy D. Kopans, Fat Spaniel

Key Performance Indicators

• Examples– Churn rate– Mean Time Between Failure– Etc.

• SMART– Specific– Measurable– Achievable– Relevant– Time-Phased


TIPS & TOOLSCleantech Open Pitch Deck


Cleantech Open Keys

• Summarize your three strongest points

• Distill to memorable sound bites

• Highlight synergies with prosplective investors– Portfolio– GP background– Domain expertise

• Solicit feedback

• Identify and address concerns


Presentation Pointers

• You– Practice, Practice, Practice– Be Enthusiastic– Have a Conversation – Make Eye Contact– Listen, Acknowledge, Respond

• Presentation– Have Relevant Backups– Create Simple Slides– Use Graphics, Text and Words– Use PowerPoint Wisely!


For the 10 Questions…

Good Luck!!


www.PlanoAndSimple.com

http://www.planoandsimple.com/

Compound Annual Growth Rate (CAGR)

𝐶𝐴𝐺𝑅=(( 𝐸𝑛𝑑𝑖𝑛𝑔𝑉𝑎𝑙𝑢𝑒𝐵𝑒𝑔𝑖𝑛𝑛𝑖𝑛𝑔𝑉𝑎𝑙𝑢𝑒 )

1¿ 𝑜𝑓 𝑦𝑒𝑎𝑟𝑠 )−1


Test Page

• 8 colors to specify 8 shapes• Logo• Text


Place Your Logo Here

Session 2 will start at 2:45pm PDT3:45pm MDT, 4:45pm CDT, 5:45pm EDT


Session 2: Working With PARC (Palo Alto Research Center)

3:00pm – 3:15pm, PDT

Speaker: Sean GarnerManager, Energy Systems Group, Hardware Systems Laboratory, PARC

Introduction to PARC

Sean Garner, Area Manager, Energy Systems

[email protected], (650) 812-4732

Focus Areas

Printed & FlexibleElectronics

Networking & Distributed

Systems

Innovation Services Optoelectronics

Health & WellnessBig Data

Prototyping Services

Cleantech

Digital Design & ManufacturingEnergy

PARC | 100

Who We Work With

Case: SolFocusCleantech startup focused on solar energy

Business opportunity– Two entrepreneurs had a vision for making solar

electricity a reality; had a concentrator (CPV) design

PARC offering– Expertise in optical system design, semiconductor

materials, solid state electronics and packaging

Solution– Optimized design for high-throughput manufacturing

and lower cost; became design for second-generation product

– Incubated company; grew from 2 to 50 employees– Highest funding rounds at time; one of better

regarded solar companies during cleantech “rush”

PARC | 101

Result:Deployed first commercial product in Europe within 2 years

www.parc.com/solfocus

Case: Power Assure Startup providing SaaS for data centers

Business opportunity– To address data center virtualization needs as well

as capture potential cloud computing opportunities

PARC offering– “Model-based” energy management suite based on

strong multidisciplinary expertise and cross-industry experience

Solution– Partnered for $5M U.S. DOE grant (1 of 14

awarded)– Decouples virtualized software from hardware

resources to respond to shifting energy demands– Balances tradeoffs in meeting data center service

agreements and addressing quality for customersPARC | 102

"I was surprised at how easy it was to work together, how easy it was to put an agreement together regarding IP (being able to clearly define ahead of time what/whose IP and what is shared), and then, the openness to go in and solve problems together in that spirit."

-- Brad Wurtz, CEOwww.parc.com/powerassure

PARC | 103

Current Energy PortfolioBatteries

Solar

Adaptive Energy Management

Other Energy Enablers

Co-Extruded Battery

Printed Integral Battery

Fiber-Optic Battery Sensors

SiliconProcessing

Organic PV OpticalEnhancement

DataCenters

PowerSystems

Grid-TiedAssets

Direct CarbonFuel Cell

EnhancedGeothermal

PowerConverters

Battery manufacturing, monitoring, and control technologies to improve performance and economics.

Solar architectures, materials, and processing techniques to improve efficiency.

Adaptive model based control architectures to optimize complex energy system efficiency, value, and quality of service.

Application of multi-disciplinary core competencies to develop new technologies for energy markets.

5

4 3

2

S

PARC’s Dl- detector

Fiber collimator

Linear variablefilter

Split detector

Electronics

Version with integrated electronics

Fiber collimator

Linear variablefilter

Split detector

Electronics

PARC | 104

Cleantech Open Sponsorship

How to Work With PARC• Seed/Early Stage

– Accelerate time to prototype, time to funding, time to market– Access to deep expertise in many fields without the need to immediately

hire a team– Access to lab space and equipment without having to make the capital

investment– Possibility of being located at PARC

• Growth/Expansion Stage– Break into new markets (grow exit values) and pivot at critical junctures

Sean Garner, Area Manager, Energy [email protected], (650) 812-4732


Session 2: Evaluating Your Mentors

2:45pm – 3:00pm, PDT

Speaker: Paul deGiveNational Curriculum Chair,Cleantech Open


Rating Your Mentor

• Survey is in Accelerator wiki: http://wiki.cleantechopen.com/rating-your-mentor/

• Important to provide your feedback• We use your feedback to improve our mentor community for next

year• Your mentor may be the Regional Mentor of the Year or even

better, the National Mentor of the Year

http://wiki.cleantechopen.com/rating-your-mentor/

http://wiki.cleantechopen.com/rating-your-mentor/


Session 2: Overview of the Next Three Months

3:15pm – 4:00pm, PDT

MC: Rex Northen,Executive Director, Cleantech Open

http://www2.cleantechopen.org/wp-content/uploads/2013/03/225_Northen.jpg


Overview

• Congratulations on getting through the first half of the 2013 Accelerator

• Thank You for Attending the National Webinar Series – we hope the webinars were helpful

• Short survey (5-6 questions) will be sent to all of you the week of 9/16

• Webinar, Tuesday, October 22, 1:30pm – 2:30pm– Preparing for the Global Forum– Preparing your stage time at the Global Forum


2013 Accelerator Calendar (US)

JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC

Every Tue, Jul 9-Sep 3Webinars & RegionalBusiness Clinics& Seminars

Tue, Sep 10AcceleratorDeadline &Global Ideas CompetitionDeadline

Tue, Sep 24RegionalMock Judging

Tue-Fri, Oct 1-18Regional JudgingRegional Awards

Wed-Thu, Nov. 20-21Global Forum(Includes: National & Global Judging, Investor Connect, Expo, Awards Gala)

Feb/MarAccelerator Launches (by Region)

Mar/AprOrg Congress(by Division)

Tue, Jun 11Accelerator ParticipantWelcome Webinar

Fri-Sun, Jun 21-23National AcademyWest Coast

Thu-Fri, Jun 27 & 28National AcademyEast Coast

Tue, May 1Accelerator Application Deadline

Wed, May 24Accelerator Participant Announcement

Apr 24National Briefing

APPLICANT RECRUITMENT (OCT ‘12 – MAY ’13)

TRAINING (JUN– SEP)

NETWORK BRIEFINGS (JAN ‘13 – MAY ’13)


Mock Judging – September 24

• Presentation:– You will have 10 minutes to pitch - match the format of Second

Round Judging– You will be cut off at TEN (10) minutes, so practice your timing– OUR RECOMMENDATION - KEEP YOUR PRESENTATION TO ABOUT

EIGHT MINUTES to allow plenty of time for questions

• Check with your region for exact date(s) and location(s)

• Opportunity for you to pitch a panel of judges and receive real-time feedback


Regional Awards – First Half of October

• Each receives $10,000 in seed investment and in-kind services• Regional Finalists and Regional Sustainability Finalist will go to

the Finals at the Global Forum

• Check with your region for exact date(s) and location(s)

• Mandatory activity• Judging, meeting investors,

networking• Each region will select 2-5

Regional Finalists + 1 Sustainability Finalist


2013 Global Forum – November 19th – 21st “The Academy Awards of Cleantech”

• Mandatory activity for Regional Finalists & Sustainability Finalist

• Judging for finalists:– Finalists will go through 1 round

of judging – category finalists selected

– Category finalists will go through final round

– Grand prize winner selected from category finalists• For all semifinalists and finalists

– Expo– Investor Connect


2013 Global Forum – November 19th – 21st The San Jose Convention Center

• Brand new wing of the SJCC (opening October)• Downtown San Jose - Easy access to public transportation• Hotel across the street • www.cleantechopenglobalforum.org

http://www.cleantechopenglobalforum.org/


2 ½ Days of Activities, Speakers, Networking

Tuesday, November 19 | 2013 | Day 1 (NOTE: Private sessions for semifinalists and alumni only)12:30p: Registration. Networking.01:30p: Panel (Government and Private Labs as Technology Resources)02:15p: Investor Connect (strategic investors, VCs & angel investors meet our entrepeneurs)05:00p: Alumni Panel05:45p: ReceptionWednesday, November 20 | 2013 | Day 208:30a: Registration. Expo Open. Networking.09:30a: Keynotes and Technology Presentations12:00p: Lunch. Expo Open.01:00p: Keynotes02:00p: Category Judging Sessions (Attendees are invited to view live and on-stage judging). Expo Open.04:30p: Keynotes and Technology Presentations06:00p: Category winners for the day announced (these are the teams that will go on to the final judging for the Grand Prize)06:30p: Expo and Wine and Hors d’Oeuvres ReceptionThursday, November 21 | 2013 | Day 307:30a: Registration. Expo Open. Networking.08:15a: Keynote and Panel10:00a: Category Judging Sessions (Attendees are invited to view live and on-stage judging). Expo Open.12:00p: Lunch. Expo Open.01:00p: Technology Presentations and Category Awards02:00p: Finalist Judging Sessions (Attendees are invited to view live and on-stage judging). Expo Open.04:50p: Keynotes and Awards Ceremony07:00p: Expo and Wine and Hors d'Oeuvres Reception


Speakers

• Senator Shaheen, US Senator, NH • Anup Jacob, Dir, Partner Deutsche Bank Masdar(DBM) • Rick Needham, Google Ventures • Bertholt Leeftink, Deputy Secretary-General – Netherlands • David Rogers, GEF • Tom Steyer, Philanthropist & Environmentalist

Confirmed

Guy Kawasaki Special Advisor Motorola Business Unit of Google

David W. Orr Founder, The Oberlin Project

Bill Ritter Jr. Former Governor of Colorado

Craig Neyman VP & CFO, The David and Lucile Packard Foundation

Ira Ehrenpreis General Partner, Technology Partners

Chuck ReedMayor, City of San Jose, CA

Close to Confirmed

Jim SweeneyDir. Precourt Energy Efficiency Center – Stanford

Just Confirmed


Good luck!Have fun!

Participate!

Most of all …

Keep Calm and Carry On.