1. D.C. VeritasWeek 7: Revenue Model

3. Understand customer, influencers, motivations, problems, competitors

4. Form partnerships for maximum reach

5. Submit bids for city RFPs

6. Retrofit wind turbine for street and highway lamps.

7. Use competitive, local, renewable energy, strong green symbol

8. Diversify energy portfolio,

9. Fast payback than alternatives.

10. Cities

11. Lighting Companies

12. Utilities

13. 5 year maintenance and warranty

14. After 5 years, service charge

15. Utility to manage after warranty expiration

16. Extended warranty option

17. Environmental, bird, wildlife groups (regulations, publicity)

18. City councils (new regulations, permits).

19. Light manufacturers, installers to package product/services

20. Electricians, contractors, light maintenance for additional workforce

21. Cheap manufacturing process- Intellectual property

22. $1.5 MM of capital to start manufacturing and distribution for year 1 and 2

23. Endorsements by environmental groups, city consortiums for renewable energy, public utilities, city council planning department

24. Direct sales to the city or utility, and forming long term relationship for maintenance and replacements.

25. Cost-driven model to provide inexpensive, quality product

26. Manufacturing costs and customer acquisition costs.

27. May consider in-house leasing option, if upfront costs is large obstacle for customer and sufficient funding obtained.

28. Asset sales and service calls

30. Understand customer, influencers, motivations, problems, competitors

31. Form partnerships for maximum reach

32. Submit bids for city RFPs

33. Retrofit wind turbine for street and highway lamps.

34. Use competitive, local, renewable energy, strong green symbol

35. Diversify energy portfolio,

36. Fast payback than alternatives.

37. Cities

38. Lighting Companies

39. Utilities

40. County – State Level

41. 5 year maintenance and warranty

42. After 5 years, service charge

43. Utility to manage after warranty expiration

44. Extended warranty option

45. Environmental, bird, wildlife groups (regulations, publicity)

46. City councils (new regulations, permits).

47. Light manufacturers, installers to package product/services

48. Electricians, contractors, light maintenance for additional workforce

49. Cheap manufacturing process- Intellectual property

50. $1.5 MM of capital to start manufacturing and distribution for year 1 and 2

51. Endorsements by environmental groups, city consortiums for renewable energy, public utilities, city council planning department

52. Direct sales to the city or utility, and forming long term relationship for maintenance and replacements.

53. Cost-driven model to provide inexpensive, quality product

54. Manufacturing costs and customer acquisition costs.

55. May consider in-house leasing option, if upfront costs is large obstacle for customer and sufficient funding obtained.

56. Asset sales and service calls

59. Community Culture

60. State Mandates

61. City Budget PlanCity Values Planning Commission Technical Evaluation and Recommendation IDEA Back to the envelop metrics Request for Quote City Council Approval City Council “Pet-Project” Finance Approval

62. Archetypes – Decision Maker City Councilman Doug

63. Archetypes - Influencer Eric the Engineer

64. Archetypes – Influencer & Saboteur Christine, Director of Public Works

65. Competitors DIRECT COMPETITORS Urban Green Energy Hybridyne SouthWestWindpower Some pilot projects INDIRECT COMPETITORS Grid Other renewable options

66. Value Proposition Retrofit LOCAL – Renewable energy Cheaper compared to other alternatives Green symbol

67. Key Financial Metrics Pricing US $5,000

68. RISK 1-3 yrs 3-5 yrs Profit PPA ≈19% profit Leasing ≈15% profit Asset Sale ≈12% profit Risk

69. QUESTIONS ?