1. 1 Cleantech Open Confidential Information – All Rights Reserved
Webinar Q & A Session –Management Team-
Worksheet 7
Tuesday, August 20, 2013

2. 2 Cleantech Open Confidential Information – All Rights Reserved
Q & A Session 1- Management Team
• Q 1. How does a startup attract top talent when they don't have resources yet?
– You can attract top talent with your vision. People get attracted to the idea that can be realized.
You need to have a good vision of what is possible then people come to you. Also, an opportunity is
to include a person as a co-founder, not as a team member.
• Q2. Are there any tax auditors and other staffing companies who work with start-ups to get contract
and waive off some fees. If not, how do you negotiate?
– Talk to your mentors and ask for their help. Search for resources in your area, also do networking
and ask! Do not be shy about asking. Demonstrate that you are willing to share your success with
them when they are helping you now. Also, be ready to answer a lot of question.
• Q3. What guidelines do you have for allocating equity among the early risk takers?
– I guess if it comes down to allocate equity, each company would be different depending what is the
Business. And obviously, 100% from 0 is 0. So if you are not able to scale the idea or make the
Business, that is not good. If you build a core team, the objective is the business that is important. If
two people fund the company, they split is evenly. You have to be very fair. I can’t give you a
generic guidelines, it should be review as a specific case.
• Q4. If we have selected a dream management team which is willing to jump onboard once we get
funding, should we present this team in our business plan and presentation material?
– Management team is a key in any presentation. They are the people who are really helping to sell,
so yes, you should do that.

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Q & A Session 1- Working with the Utilities
• Q 1. What are the technologies your utilities are most interested in including in programs today? What
markets do they cover (residential, commercial)?
– Building automation systems, whole building approach for heat saving, individual technologies, which automate
energy management, technologies that are helping to provide information to our customers, which are motivating
energy conservancy.
•
Q2. Does PG&E look at any new technologies to improve their generation fleet?
– Mananya is mostly focused on energy efficiency, but this topic is directed to power generation group. Please send
the question to Mananya at M7CE@pge.com
•
Q3. Have any of these utilities been involved in distribution of renewable natural gas? Where can we
find information on precedents for putting waste-sourced natural gas into the pipeline (and perhaps
earning a premium on it)?
– You have to send e-mail to Robyn at Robyn.Zander@sce.com and she will answer the question. Robyn is an expert
on energy efficiency but not on renewables, which is totally different issue.
•
Q4. Should we assume that internal usage to utility operations (such as fleet vehicles) is a different
path for consideration direct with the respective department?
– Again, these questions are more focused on fleet vehicles, not on energy efficiency. Please send an e-mail the
question and Robyn will direct it to the right person and department.

4. 4 Cleantech Open Confidential Information – All Rights Reserved
Q & A Working with the Utilities
• Q5. Are the utilities' programs across the country connected in any way so that if we go through a
demonstration program with one, those results are shared? If no, which of the utilities are the best starting
points for market size & ease of engagement?
– There are many different ways we coordinate our new technologies. Electric Power Research Institute
could for example be one option. From an energy efficiency standpoint, there are few groups we (Edison,
PG&E and National Grid) all belong to, that might be of some help, although they do not do RD, there is
still a way we can exchange information among ourselves. One of these is Consortium for Energy Efficiency
in Boston and they are looking for technologies that are almost ready for market or services.
– There are also regional working groups for National Grid on East Coast. In California, there is the Emerging
Technology Coordination Council. In Massachusetts state, there is Massachusetts Technology Advisory
Group. In NY state - Energy Research and Development Authority, they have funding to explore emerging
technology and they are good at sharing that information with other states.
• Q 6. Can my company join the CHP and distributed generation program in Mass? If so can I contact you?
– You can email Tom at Thomas.Coughlin@nationalgrid.com for more information.