13 0911 session 1 & 2 webinars-all slides

Cleantech Open
2013 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

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 to
2:30pm
Business Model Canvas (Review)
2:45 to
4:00pm
LaunchPad Central (Review)
7/16
1:30 to
2:30pm
Product/Market Fit
2:45 to
4:00pm
Systems Review, PR 101
7/23
1:30 to
2:30pm
Markets and Getting to Them
2:45 to
4:00pm
Term Sheets
7/30
1:30 to
2:30pm
Product/Technology Validation
2:45 to
4:00pm
Alternative Sources of Funding - Grant Writing
/ Crowd Sourcing
8/6
1:30 to
2:30pm
Financials Analysis & Planning
2:45 to
4:00pm
Review of Worksheets to date
8/13
1:30 to
2:30pm
Legal Environment, Issues and Risks
2:45 to
4:00pm
Cap Tables
8/20
1:30 to
2:30pm
Management Team
2:45 to
4:00pm
Working with the Utilities
8/27
1:30 to
2:30pm
Sustainability
2:45 to
4:00pm
Tell 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 to
2:30pm
Investor Presentation
Mentor Assessment
2:45 to
4:00pm
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 Plano
Principal, Plano & Simple

Linda S Plano, PhD
Principal, Plano & Simple
Perfect Pitch

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 Slide
Overview
1. Why should I care? Customer, market size,
market pain
The Problem
Market 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 Product
Business 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 to
1. 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 SLIDE
Cleantech 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 Liu
F O U N D E R & C E O

Better trial data at lower cost
Alex Yu Liu
F O U N D E R & C EO
Presented to the Cleantech Open on September 11, 2013
alex@planoandsimple.com
857.230.0188
Seeking seed round of $250K

OVERVIEW SLIDE

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 PROBLEM

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/ GROWTH

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 hydrogen
1. (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 Energy
November 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 billion
worldwide market
(2005)
Proprietary –
Do Not Post
Courtesy J. Altman, President & CEO

Focus on $4.7B Lighting Control Market

THE SOLUTION

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 water
and ethanol
Fuel
reservoir
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

COMPETITION

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
Operating
Efficiency
Electric Rate
$/kWe-hr
Wilson’s super
turbine
$1500-2000
50%
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!!

TECHNOLOGY

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
Us
Them
Critical Area

PRODUCT

Product
How 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 MODEL

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
$$

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
Recurring
Revenue
Common Mistake:
Too Complex/ Not Focused
The Company
Recurring
Services
(All Clients)
Services
(Premium Clients)
One-Time
Fees
Transaction Fees
(Available to All
Clients)
Recurring
Revenue
One-Time
Fees
Note:
Not included
in Financials

TEAM

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 Doe
CEO
• Experience
• Experience
• Education
George Oscar
COO
• Experience
• Experience
• Education
Advisors
John Doe CEO, Bigshot Corp
Jill St. John, PhD Professor, Fancy University
Partner Logo Partner Logo
Grant
Provider Logo
Partner Logo

Management Team Template
Jane Doe
CEO
• Experience
• Experience
• Education
George Oscar
CTO
• Experience
• Experience
• Education
John Doe
VP, New Business
Development
• Experience
• Experience
• Education

Extended Team Template
Advisory Board
Michael Nesmith • Current title
• Relevant experience
Peter Tork • Current title
Davy Jones • Current title
Micky Dolenz • Current title
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

FINANCIALS

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
ompactors Units 24 29 40 80 120
Revenue 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$
ompactor Units 24 29 40 80 120
ervice Revenue 12,000$ 14,500$ 20,000$ 40,000$ 60,000$
Cumulative Revenue 12,000$ 26,500$ 46,500$ 86,500$ 146,500$
ontracts 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$
D Systems # Tanks 4 13 16 24 36
Revenue 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$
D # Tanks 4 13 16 24 36
ervice Revenue 20,000$ 65,000$ 80,000$ 120,000$ 180,000$
Cumulative Revenue 20,000$ 85,000$ 165,000$ 285,000$ 465,000$
ontracts 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$
otal 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$
ZERO WASTE ENERGY SYSTEMS PROFORMA P&L 2011 - 2015

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
0
5
10
15
20
25
30
35
2011 2012 2013 2014 2015
Product 2
Product 1
$1.7
$7.8
$5.2
$3.1
$2.8
EBITDA
$,000,000

Q9. “What will you do?” and
Q10: “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 & TOOLS

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

Compound Annual Growth Rate (CAGR)

Test Page
• 8 colors to specify  8 shapes
• Logo
• Text
Place Your Logo Here

Session 2 will start at 2:45pm PDT
3:45pm MDT, 4:45pm CDT, 5:45pm EDT

Session 2: Working With PARC (Palo Alto Research Center)
3:00pm – 3:15pm, PDT
Speaker:
Sean Garner
Manager, Energy Systems Group, Hardware
Systems Laboratory, PARC

Introduction to PARC
Sean Garner, Area Manager, Energy Systems
Sean.Garner@parc.com, (650) 812-4732

Focus Areas
Printed & Flexible
Electronics
Networking
& Distributed
Systems
Innovation
Services Optoelectronics
Health &
WellnessBig Data
Prototyping
Services
Cleantech
Digital Design &
ManufacturingEnergy

Case: SolFocus
Cleantech 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 customers
PARC | 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 Portfolio
Batteries
Solar
Adaptive Energy Management
Other Energy Enablers
Co-Extruded
Battery
Printed Integral
Battery
Fiber-Optic
Battery Sensors
Silicon
Processing
Organic PV Optical
Enhancement
Data
Centers
Power
Systems
Grid-Tied
Assets
Direct Carbon
Fuel Cell
Enhanced
Geothermal
Power
Converters
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 detector
Fiber
collimator
Linear variable
filter
Split
detector
Electronics
Version with integrated electronics
Fiber
collimator
Linear variable
filter
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 Systems
Sean.Garner@parc.com, (650) 812-4732

Session 2: Evaluating Your Mentors
2:45pm – 3:00pm, PDT
Speaker:
Paul deGive
National 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

Session 2: Overview of the Next Three Months
3:15pm – 4:00pm, PDT
MC:
Rex Northen,
Executive Director, Cleantech Open

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 3
Webinars & Regional
Business Clinics
& Seminars
Tue, Sep 10
Accelerator
Deadline &
Global Ideas
Competition
Deadline
Tue, Sep 24
Regional
Mock Judging
Tue-Fri, Oct 1-18
Regional Judging
Regional Awards
Wed-Thu, Nov. 20-21
Global Forum
(Includes: National &
Global
Judging, Investor
Connect,
Expo, Awards Gala)
Feb/Mar
Accelerator Launches
(by Region)
Mar/Apr
Org Congress
(by Division)
Tue, Jun 11
Accelerator
Participant
Welcome Webinar
Fri-Sun, Jun 21-23
National Academy
West Coast
Thu-Fri, Jun 27 & 28
National Academy
East Coast
Tue, May 1
Accelerator
Application
Deadline
Wed, May 24
Accelerator
Participant
Announcement
Apr 24
National
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

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 Panel
05:45p: Reception
Wednesday, November 20 | 2013 | Day 2
08:30a: Registration. Expo Open. Networking.
09:30a: Keynotes and Technology Presentations
12:00p: Lunch. Expo Open.
01:00p: Keynotes
02:00p: Category Judging Sessions (Attendees are invited to view live and on-stage judging). Expo Open.
04:30p: Keynotes and Technology Presentations
06:00p: 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 Reception
Thursday, November 21 | 2013 | Day 3
07:30a: Registration. Expo Open. Networking.
08:15a: Keynote and Panel
10:00a: 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 Awards
02:00p: Finalist Judging Sessions (Attendees are invited to view live and on-stage judging). Expo Open.
04:50p: Keynotes and Awards Ceremony
07:00p: 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, Technolo
gy Partners
Chuck Reed
Mayor, City of
San Jose, CA
Close to Confirmed
Jim Sweeney
Dir. Precourt
Energy
Efficiency
Center –
Stanford
Just
Confirmed

Good luck!
Have fun!
Participate!
Most of all …
Keep Calm and Carry On.

13 0911 session 1 & 2 webinars-all slides

13 0911 session 1 & 2 webinars-all slides

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