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13 0911 session 1 & 2 webinars-all slides

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13 0911 session 1 & 2 webinars-all slides

  1. 1. Cleantech Open 2013 Webinar Series Wednesday, September 11, 2013
  2. 2. 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
  3. 3. 3 Cleantech Open Confidential Information – All Rights Reserved Global Partner
  4. 4. 4 Cleantech Open Confidential Information – All Rights Reserved National Sponsors
  5. 5. 5 Cleantech Open Confidential Information – All Rights Reserved Thank You To All Our Sponsors!
  6. 6. 6 Cleantech Open Confidential Information – All Rights Reserved 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
  7. 7. 7 Cleantech Open Confidential Information – All Rights Reserved 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
  8. 8. 8 Cleantech Open Confidential Information – All Rights Reserved Session 1: The Perfect Pitch 1:30pm – 2:30pm, PDT Speaker: Linda Plano Principal, Plano & Simple
  9. 9. Linda S Plano, PhD Principal, Plano & Simple Perfect Pitch
  10. 10. About Me • PhD Stanford, BS MIT • Career entrepreneur • Experienced manager • Dedicated coach & “yenta” © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 10
  11. 11. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 11
  12. 12. Perfect Pitch Philosophy: Why Pitch? • Get the Next Meeting • Get the Next Meeting • GET THE NEXT MEETING! © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 12
  13. 13. Perfect Pitch Philosophy: Know Your Audience • Pitch, Don’t Teach • Make Them Want More • Tune for “Perfect Pitch” © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 13 Talk about what the audience wants to hear, NOT what you want to talk about
  14. 14. 10 Simple Questions Every Pitch Should Answer © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 14 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
  15. 15. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 15
  16. 16. TITLE SLIDE Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 16
  17. 17. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 17
  18. 18. 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!
  19. 19. Alex Yu Liu F O U N D E R & C E O
  20. 20. 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
  21. 21. OVERVIEW SLIDE Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 21
  22. 22. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 22 If you don’t get their attention here, you won’t get their check later!
  23. 23. It’s a pitch, not a history lesson! © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 23
  24. 24. Highlight the value proposition © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 24
  25. 25. THE PROBLEM Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 25
  26. 26. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 26
  27. 27. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 27
  28. 28. MARKET SIZE/ GROWTH Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 28
  29. 29. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 29
  30. 30. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 30
  31. 31. 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
  32. 32. 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
  33. 33. Focus on $4.7B Lighting Control Market © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 33
  34. 34. THE SOLUTION Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 34
  35. 35. 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) © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 35 If you don’t have their attention by now, you’re dead!
  36. 36. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 36 *In language I can understand!
  37. 37. Pressure Volume The Technology Charged water and ethanol Fuel reservoir piston 2 1 1 2 ESS Courtesy Dr. B. Ahern, Catalyzed Combustion
  38. 38. 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
  39. 39. piston Current Technology Courtesy Dr. B. Ahern, Catalyzed Combustion
  40. 40. piston CCA Technology: Cleaner, Cheaper CWF: Charged Water Fumigation Courtesy Dr. B. Ahern, Catalyzed Combustion
  41. 41. COMPETITION Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 41
  42. 42. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 42
  43. 43. 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 © 2013 Plano & Simple | www.PlanoAndSimple.com 43
  44. 44. P&S Competition Template #1 © 2013 Plano & Simple | www.PlanoAndSimple.com 44 Benefit 1 Benefit 2 Benefit 3 Benefit 4 Your Company Logo     Business as Usual     Direct Competition     Indirect Competition     Emerging Competition    
  45. 45. 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
  46. 46. P&S Competition Template #2 less affordable more affordable less desirable more desirable Them 3 Them 4 Them 1 Them 2 © 2013 Plano & Simple | www.PlanoAndSimple.com 46 Us
  47. 47. 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 © 2013 Plano & Simple | www.PlanoAndSimple.com 47 “All lawyers cost the same in the end.” – Sharon Ballard
  48. 48. I AM NOT AN ATTORNEY!!!!! CAVEAT © 2012 Plano & Simple | www.PlanoAndSimple.com 48
  49. 49. 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!!
  50. 50. TECHNOLOGY Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 50
  51. 51. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 51
  52. 52. 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 © 2013 Plano & Simple | www.PlanoAndSimple.com 52
  53. 53. Pitching Mistakes: Too Much Information • Jargon & Acronyms • Detailed Technical Descriptions • Overwhelming Amounts of Data © 2013 Plano & Simple | www.PlanoAndSimple.com 53
  54. 54. Pitching Mistake: TMI Us Them Critical Area © 2013 Plano & Simple | www.PlanoAndSimple.com 54
  55. 55. PRODUCT Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 55
  56. 56. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 56
  57. 57. © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 57
  58. 58. © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 58
  59. 59. © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 59
  60. 60. © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 60
  61. 61. BDR Technology is Capital Efficient Pump Vessel Methanol Feedstock Catalyst Reactants Glycerin BioDiesel 61
  62. 62. BUSINESS MODEL Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 62
  63. 63. 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…” © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 63
  64. 64. 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 © 2013 Plano & Simple | www.PlanoAndSimple.com 64
  65. 65. The Value Chain CustomerTechnology $$ © 2013 Plano & Simple | www.PlanoAndSimple.com 65
  66. 66. Your Value Chain Pepp- Mato
  67. 67. Keep It Simple! Suppliers [YourCo Logo] Decision Makers End Users Don’t Forget: • Production • Sales & Marketing • Distribution • Service © 2013 Plano & Simple | www.PlanoAndSimple.com 67
  68. 68. 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
  69. 69. 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
  70. 70. TEAM Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 70
  71. 71. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 71
  72. 72. 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 © 2013 Plano & Simple | www.PlanoAndSimple.com 72
  73. 73. 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 © 2013 Plano & Simple | www.PlanoAndSimple.com 73 Partner Logo Partner Logo Grant Provider Logo Partner Logo
  74. 74. Management Team Template Jane Doe CEO • Experience • Experience • Education George Oscar CTO • Experience • Experience • Education John Doe VP, New Business Development • Experience • Experience • Education © 2013 Plano & Simple | www.PlanoAndSimple.com 74
  75. 75. 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. © 2013 Plano & Simple | www.PlanoAndSimple.com 75 Big Mfg Co Logo Fancy University Logo Supplier Heaven Logo CustomerCo Logo
  76. 76. FINANCIALS Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 76
  77. 77. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 77
  78. 78. 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 © 2013 Plano & Simple | www.PlanoAndSimple.com 78
  79. 79. Pitching Mistake: Too Much $ Detail © 2013 Plano & Simple | www.PlanoAndSimple.com 79 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
  80. 80. Income Statement Example © 2013 Plano & Simple | www.PlanoAndSimple.com 80 (,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
  81. 81. Confusing, but complete © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 81
  82. 82. © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 82
  83. 83. Revenues and EBITDA 0 5 10 15 20 25 30 35 2011 2012 2013 2014 2015 Product 2 Product 1 © 2013 Plano & Simple | www.PlanoAndSimple.com 83 $1.7 $7.8 $5.2 $3.1 $2.8 EBITDA $,000,000
  84. 84. 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 © 2013 Plano & Simple | www.PlanoAndSimple.com 84
  85. 85. P&S Development Plan & Ask Template © 2013 Plano & Simple | www.PlanoAndSimple.com 85 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
  86. 86. 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
  87. 87. 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
  88. 88. 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
  89. 89. Key Performance Indicators • Examples – Churn rate – Mean Time Between Failure – Etc. • SMART – Specific – Measurable – Achievable – Relevant – Time-Phased © 2013 Plano & Simple | www.PlanoAndSimple.com 89
  90. 90. TIPS & TOOLS Cleantech Open Pitch Deck © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 90
  91. 91. 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 © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 91
  92. 92. 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! © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 92
  93. 93. For the 10 Questions… Good Luck!! © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 93 www.PlanoAndSimple.com
  94. 94. Compound Annual Growth Rate (CAGR) © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 94
  95. 95. Test Page • 8 colors to specify  8 shapes • Logo • Text © 2011 - 2013 Plano & Simple | www.PlanoAndSimple.com 95 Place Your Logo Here
  96. 96. Session 2 will start at 2:45pm PDT 3:45pm MDT, 4:45pm CDT, 5:45pm EDT
  97. 97. 97 Cleantech Open Confidential Information – All Rights Reserved 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
  98. 98. Introduction to PARC Sean Garner, Area Manager, Energy Systems Sean.Garner@parc.com, (650) 812-4732
  99. 99. Focus Areas Printed & Flexible Electronics Networking & Distributed Systems Innovation Services Optoelectronics Health & WellnessBig Data Prototyping Services Cleantech Digital Design & ManufacturingEnergy
  100. 100. PARC | 100 Who We Work With
  101. 101. 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
  102. 102. 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
  103. 103. 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
  104. 104. PARC | 104 Cleantech Open Sponsorship
  105. 105. 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
  106. 106. 106 Cleantech Open Confidential Information – All Rights Reserved Session 2: Evaluating Your Mentors 2:45pm – 3:00pm, PDT Speaker: Paul deGive National Curriculum Chair, Cleantech Open
  107. 107. 107 Cleantech Open Confidential Information – All Rights Reserved 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
  108. 108. 108 Cleantech Open Confidential Information – All Rights Reserved Session 2: Overview of the Next Three Months 3:15pm – 4:00pm, PDT MC: Rex Northen, Executive Director, Cleantech Open
  109. 109. 109 Cleantech Open Confidential Information – All Rights Reserved 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
  110. 110. 110 Cleantech Open Confidential Information – All Rights Reserved 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)
  111. 111. 111 Cleantech Open Confidential Information – All Rights Reserved 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
  112. 112. 112 Cleantech Open Confidential Information – All Rights Reserved 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
  113. 113. 113 Cleantech Open Confidential Information – All Rights Reserved 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
  114. 114. 114 Cleantech Open Confidential Information – All Rights Reserved 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
  115. 115. 115 Cleantech Open Confidential Information – All Rights Reserved 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
  116. 116. 116 Cleantech Open Confidential Information – All Rights Reserved 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
  117. 117. 117 Cleantech Open Confidential Information – All Rights Reserved Good luck! Have fun! Participate! Most of all … Keep Calm and Carry On.

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