New Energy Efficiency and Renewable Energy...

New Energy Efficiency and Renewable Energy Technologies Coming to the MarketSeptember 4, 2014

.

Renewable Energy on Institutional Property

Webinar SeriesJune through September 2014

www.ssfonline.org

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Gary DirksLightWorks

Arizona State University Edward SaltzbergSecurity and Sustainability Forum

SSF Archived Climate Solutions Webinar Series• Urbanization and Growth on a Finite Planet• International Environmental Security• National Climate Assessment • Water Management• Adaptation to Protect Security in a Changing Climate • Renewable Energy on Institutional Property

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Sign Up for Free SSF MembershipTo Access the Webinar Archives

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Renewable Energy on Institutional Property Webinar Series Register at: www.ssfonline.org Energy Tab

Archived Webinars in the Series• June 2nd – Renewable Energy Policy• June 26th Webinar #1 – The US Federal Agency Market: Meeting Energy Reduction and

Renewable Energy Mandates• July 10th Webinar #2 – Renewable Energy Technology Applicability • July 24th Webinar #3 – The Effective Marriage of Renewable Energy and Energy

Efficiency in an ESCO Contract for Municipalities, and Educational and Hospital Campuses• August 7th - Webinar #4 – The Intersection of the Microgrid, Renewable Energy, and

Storage• August 21st Webinar #5 – Public Private Partnerships (PPP)

• September 4th Webinar #6 – The Leading Edge of New Energy Efficiency and Renewable Energy Technologies Coming to the Market

Registration Open• September 18th Webinar #7 – Developing the RFP


SAVE THE DATE:

January 27-29, 2015

at the Hyatt Regency Crystal City near Washington, DCwww.ncseonline.org 3

http://www.ncseonline.org/

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http://www.thehorinkogroup.org/

http://www.thehorinkogroup.org/

http://www.cadmusgroup.com/

http://www.cadmusgroup.com/



http://www.brownfieldassociation.org/

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Series Sponsors5

http://asulightworks.com/

http://asulightworks.com/

Moderator6

Gary Dirks, Ph.D. is the Director of the Julie Ann Wrigley Global Institute of Sustainability and Director of LightWorks, an Arizona State University initiative that capitalizes on ASU's strengths in solar energy and other light-inspired research. Before joining ASU, he was the president of BP Asia-Pacific and the president of BP China.

Meet the Panelists

Graham Stevens, Navigant Consulting Associate Director

Graham specializes in energy technology with particular expertise in photo voltaics, new products, and due diligence. He works closely with the research staff at Navigant Research and will be reporting on the latest information about renewables & energy efficiency technology. [email protected]

Otto Van Geet, National Renewable Energy Laboratory Senior Engineer.

Otto’s work has been concentrated in the Federal Energy Management Program. His expertise includes renewables screening and assessment, passive solar building design, use of design tools, photovoltaic (PV) system design for on and off grid applications, energy audits, and minimizing energy use and GHG generation for building and communities. [email protected]

Chris Brown, Sail Capital Partners Partner and Chief Scientist

Chris is a scientist and entrepreneur with a business and technical background. His past experiences have spanned multiple verticals, including electronics, textiles, and telecommunications. His background and experience position him at the crossroads of business and technology. [email protected]

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mailto:[email protected]



Agenda

Introductions: Gary Dirks

Overview: Gary Dirks

Panel Briefings Graham Stevens, Navigant Consulting Otto Van Geet, National Renewable Energy Laboratory, DOE Chris Brown, Sail Capital Partners

Panel Discussion Audience Questions (submit through side panel)

(Please take the brief exit survey)

8

Overview

&

Insights

Gary Dirks,Director, Julie Ann Wrigley Global Institute of

Sustainability

Director, ASU LightWorks

Director, Algae Testbed Public-Private

Partnership

DISPUT E S & INVESTI GATI O N S • ECONOMI C S • F INAN CI A L ADVISO RY • MANAGEM E N T CONSULT I NG

©2014 Navigant Consulting

Confidential and proprietary. Do not distribute or copy.

September 4th 2014

The Leading Edge of New Energy Efficiency and Renewable Energy Technologies Coming to the Market

Webinar

11©2014 Navigant Consulting, Inc.


Table of Contents

1. » Navigant Introduction

2. » Emerging Renewable Technologies

3. » Emerging Energy Efficiency Technologies

4. » Payback and Market Penetration

5. » Favorable Emerging Technologies

6. » Navigant Offerings



Navigant Introduction » Global Presence

Navigant is a global consulting firm providing clients advisory services in the Energy, Healthcare, Construction and Financial industries.

• Publicly traded since 1996 (NYSE: NCI)

• Over 2,300 employees

• 50 offices globally and serving clients in more than 70 countries

• 2013 revenues of $835 million

• Headquartered in Chicago, IL

Management Consulting

Financial Advisory Disputes &

Investigations

• Energy• Healthcare• Construction• Financial Services• Government / Public

Service• Outsourced Claims

Services (PACE)

• Navigant Capital Advisors - US

• Navigant Capital Markets Advisers -Europe

• Valuation & Financial Risk Management Services - US

• Valuation Services -Europe

• Discovery Services

• Disputes

• Forensic Accounting,

• Global Investigations and Compliance

Economics

• Antitrust & Competition Analysis

• Auctions & Market Design

• Class Certification• Communications • Consumer Protection• Damages• Discrimination/Labor• Finance, Securities

Litigation and Valuation

• Healthcare & Pharmaceuticals

• Intellectual Property



Navigant Introduction » Energy Practice

Within this large firm, Navigant has one of the largest dedicated staffs to Energy in the industry.

SERVICESENERGY PRACTICE

PROFESSIONALS

• 350+ professionals• One of largest energy advisory services

FOCAL AREAS

• Renewable Energy

• Energy Efficiency

• Energy Storage

• Smart Grid

• Distribution Automation

• Transmission Planning

• Demand Side Management

• Natural Gas and Energy Generation

• Business Planning, Performance Improvement and Benchmarking

• Litigation, Regulatory and Markets

EMERGING TECHNOLOGIES

Distributed generation, storage, distribution automation, Smart Grid, new business models

ENERGY EFFICIENCY STRATEGY

Marketing & implementation, regulatory analysis/ support, program evaluation

TRANSMISSION & DISTRIBUTION

Smart Grid strategies, transmission planning, grid integration support

GENERATION STRATEGY

Renewable energy evaluation, business planning, due diligence, portfolio strategy, and M&A

ENERGY POLICY & REGULATION

Market design, regulatory compliance, emissions analysis, policy integration, market assessment

Oil & GAS

Market risks and assessments, transport strategies, and process improvements, price forecasting



Navigant Introduction » NavResearch

Navigant Research provides in-depth analysis of global energy technology markets.

RESEARCH PROGRAMS:Smart Energy

Smart Utilities

Smart Transportation

Smart Buildings

RESEARCH OFFERINGS:Research Reports

Subscription Research Services

Custom Market Research

• Custom Market Analysis

• Market Sizing and Forecasting

• Primary Research

• Go-to-Market Services

• Strategic Advisory Sessions

• Commercial Due Diligence

• Technology Evaluation

The team’s research methodology combines supply-side industry

analysis, end-user primary research and demand assessment, and

deep examination of technology trends to provide a comprehensive

view of the Smart Energy ecosystem.



Solar

Energy

Solar Electric

Solar Thermal

Wind

Biofuels

1st Generation

Cellulosic

Algae

Biopower

Energy

Storage

Batteries

Fuel Cells

Other

Microgrid

Hydro

Emerging Renewables Technologies »

From our market reports, mid term attractive opportunities include distributed PV and onshore wind.

SMART

ENERGYR&D Demo

Market Entry

Market Penetration

Market Maturity

Crystalline PV

CPV

Power Tower

Thin Film PV

Dish Sterling

Parabolic Trough

Fischer-Tropsch jetAlcohol to jet

Fermented RE jetPyrolysis to jet

Catalytic Hydrotherm

Green diesel

Hydrotreated RE jet

EthanolBiodiesel

BIPV DSC SteelOrganic

Micro-inverter

Cellulosic Ethanol

Distributed PVDC Optimizer

PEM

Lead-acidLithium Ion

Solid Oxide

Molten Carbonate

Flow Sodium Sulfur

Na Metal Halide

CAESPumped Hydro

Direct Drive Onshore Geared Drive OnshoreSmall Wind HAWT

Central/String Inverter

Off-shore Composite Blades

Isothermal CAES

Alkaline

Nano Lead-acid

Smart-inverterAC Modules

Anaerobic Digestion Dedicated/Co-fireBiorefinery Co-genMSW IncinerationLandfill Gas

HydrokineticWave

Tidal HydroOcean Thermal

Small Wind VAWTMet TowersRemote (Lidar/Sodar)

Ancillary ServicesFlywheel

Non-commercial CommercialBuilt Favorable

Thermal

UPS



Building Energy

Management

Sensors

Software

Building

Automation

HVAC Controls/

Security

EE LightingDevices /

Controls

Smart Building

Technology

HVAC / Envelope

/ Water / Hot

Water

Green Building

Smart Meter

Smart Grid

Demand

Response

Smart Cities

Smart Transport

Emerging Energy Efficiency Technologies »

Similarly, automated maintenance, ESCO energy efficiency, co-gen, ERV, and automated demand response seem most attractive.

Air Source HP

Geothermal HP

R&D DemoMarket Entry

Market Penetration

Market Maturity

Ind

ust

ryU

tili

tyS

mar

t B

uil

din

gs

2W Open ADR2.0 2W Automated DR 1W Direct Load Control

Non-commercial Commercial

ThermostatAir Conditioning

Electric Water Heat DRMS

OccupancyLight

CO2 Auto Fault Detection/PMDemand Ventilation

Temp/HumidityFire/IAQ:

LED

Var Air Vol

Fan/AH controller

HVAC system controls

Cloud SaaS Traditional SoftwareMobile Device

AMI

Distribution Automation (MV)Conserve VR / Var control / FLISR

1W Smart Meters2W Smart Meters

Security systems

Fire Detect / Suppress Controls

CFL

CoGen

Built Favorable

Substation Automation

DC Power/PoE

HybridNat GasAll ElectricFuel Cell

Halogen

OLED

Intelligent Controls

High Eff ic. HVAC

Daylighting

Low FlushZero Flush

Tankless HWSolar HW Insulation

Smart Glass

ESCO

E Harvest

Electric 2-wheel

EV ChargingWireless Charging

Gas Supply Line Leak Detection

HEM

Ductless HVAC

DEVAPUVGI ERV

CyberSecurity

Green Roof + PV

Res CHPSmart Appliances

Networks

Parking Smart Water



Payback and Market Penetration » Introduction

Navigant uses market penetration curves to assess how renewable and EE technologies are adopted over time.

• Market penetration curves (sometimes called S-curves) are well established tools for estimating diffusion or penetration of technologies into the market.

• A technology adoption curve provides the rate of adoption of technologies, as a function of the technology’s characteristics and market conditions.

• Navigant Consulting has gathered market data on the adoption of technologies over the past 120 years and fit the data using Fisher-Pry curves*.

• The Fisher-Pry technology substitution model predicts market adoption rate for an existing market of known size.

Sample Market Penetration Curves

*Source: Navigant Consulting, November 2008 as taken from Fisher, J.C. and R.H. Pry, A Simple Substitution Model of Technological Change, Technological Forecasting and Social Change, Vol 3, Pages 75 – 99, 1971 .

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

0 5 10 15 20 25 30 35 40R

ea

lize

d M

ark

et

Pe

ne

tra

tio

n [

%]

Years Since Introduction

Residential

Commercial



Payback and Market Penetration » Payback Curves in the Built Environment

In the built environment, our S curves are based on the following payback acceptance curves to model consumer behavior:

Pay-Back Acceptance Curves

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

0 2 4 6 8 10 12 14

Ultim

ate

Pe

ne

tra

tio

n [

%]

Payback Period (Years)

Residential

Commercial

Industrial

Curves assume 100% adoption is never

achieved due to unwillingness to change,

mistrust of a new technology,

incompatible building designs, etc. This is

based upon several prior Navigant

examinations of programs.

Source: Navigant based upon work for various utilities, federal government organizations, and state/local organizations. Thecurves were developed from customer surveys, mining of historical program data, and industry interviews.



Favorable Emerging Technologies » Renewables

Most renewable technology paybacks are 5-10 years, leading to up to 15% market penetration.

5-Year Projection of Renewable Technology Payback Period

TechnologyNear Term

(2-5 yr)Mid- Term

(5-10 yr)Long Term

(10+ yr)

Solar Energy

Solar ElectricDistributed PVMicro-Inverters (Res)

CPV BIPVAC Modules Organic

Solar ThermalParabolic Trough Dish Power Tower Sterling

WindOnshore Wind Small Scale Wind

Off-shore Wind

BiofuelsCellulosic Biofuels Ethanol Biodiesel

Algae-based Bio-fuels

Bio-powerDedicated/Co-fire Anaerobic Digestion

Landfill GasBio-refinery Co-genMSW Incineration

Energy

Storage

BatteriesLead AcidSodium Sulfur

Sodium Metal Hydride FlowLithium Ion Other

Fuel CellsMolten Carbonate PEMSolid Oxide Alkaline

OtherThermal FlywheelPumped Hydro

CAES

Micro-grid Ancillary Services

HydroHydro Ocean Hydrokinetic

Wave Tidal



Favorable Emerging Technologies » Energy Efficiency

EE paybacks are significantly lower in general, leading to higher market penetration for a number of technologies.

5-Year Projection of Energy Efficiency Payback Period

TechnologyNear Term

(2-5 yr)Mid- Term

(5-10 yr)Long Term

(10+ yr)

Building Energy

Management

SensorsAuto Fault DetectionTemp/Humidity Control

Demand VentilationOccupancy Sensors

Software Cloud SaaS / Mobile Device

Building AutomationHVAC Controls/

SecuritySensor E Harvest Separate HVAC controls Fire Detect/Suppress

EE LightingDevices /

ControlsLEDs Intelligent Control OLED

Smart Building

Technology

HVAC / Envelope

/ Water / Hot

Water

Low Flush UVGIInsulation ESCO

Zero Flush ERVTankless HW CoGen

Solar HW

Green BuildingDaylighting Ductless HVAC

Green Roof + PVSmart Glass

Smart Meter2W Smart Meters AMI Gas Supply

Leak Detect

Smart GridSubstation AutomationDistribution Automation

Demand Response 2W Automated DR 2W Open ADR 2.0

Smart CitiesSmart AppliancesRes CHP

Standardization

Smart TransportHybrid EV Charging

Electric VehicleFuel Cell



Navigant Offerings » Navigant Research and Navigant Energy

EMERGING TECHNOLOGIES

Distributed generation, storage, distribution automation, Smart Grid, new business models

ENERGY EFFICIENCY STRATEGY

Marketing & implementation, regulatory analysis/ support, program evaluation

TRANSMISSION & DISTRIBUTION

Smart Grid strategies, transmission planning, grid integration support

GENERATION STRATEGY

Renewable energy evaluation, business planning, due diligence, portfolio strategy, and M&A

ENERGY POLICY & REGULATION

Market design, regulatory compliance, emissions analysis, policy integration, market assessment

Oil & GAS

Market risks and assessments, transport strategies, and process improvements, price forecasting

INFORMATION COLLECTION

MARKET ANALYSIS

Primary Research Secondary Research

• Executive Interviews• Vendor Briefings• Product Demos and Tours

• Company News & Financials

• Technology & Product Specs

• Government Data• Economic, Demographic

Data

• Consumer Surveys• Business Leader Surveys

• Case Studies• Reference Customers

Qualitative Quantitative

• Business Models & Trends• Technology Issues• Policy & Regulatory

Factors• Competitive Landscape• Profiles of Key Players

• Market Sizing• Segmentation by

Technology, Geography, Application, etc.

• Market Share Analysis• Forecasts by Segment

KeyC O N T A C T S

©2010 Navigant Consulting, Inc.


KeyC O N T A C T S



KeyC O N T A C T S



KeyC O N T A C T S



Graham StevensAssociate DirectorMoscow, Idaho+1-280-310-5934 [email protected]




Glossary

1W One-way communication

2W Two-way communication

AC Alternating current

AH Air handler

AMI Advanced meter infrastructure

BIPV Building integrated photovoltaics

CAES Compressed air energy storage

Co-gen Co-generation

CPV Concentrating PV

DC Direct current

DEVAP Dessicant

DR Demand response

DSC Dye-sensitized cell

ERV Energy Recovery Ventilator

EV Electric vehicle

FLISR Fault location, isolation, and service restoration

HAWT Horizontal axis wind turbine

HEM Home energy management

HP Heat pump

HVAC Heating ventilating and air conditioning

IAQ Indoor air quality

Lidar Light detection and rangingMet Measurement towerMSW Municipal solid waste

MV Medium voltage

Na Sodium

Nat gas Natural gas

PEM Polymer electrolyte membrane

PM Preventative maintenance

PoE Power over EthernetPV Photovoltaic

RE Renewable

SaaS Software as a service

Sodar Sonic detection and ranging

Sodar Sonic detection and rangingUPS Uninterruptible power system

UVGI Ultraviolet germicidal irradiation

VAWT Vertical axis wind turbine

VR Voltage reduction

NREL is a national laboratory of the U.S. Department of Energy, Office of Energy Efficiency and Renewable Energy, operated by the Alliance for Sustainable Energy, LLC.

Renewable Energy Webinar #6: Buildings and Campus Carbon Neutral Strategies and Tools

September 4, 2014Otto Van Geet, PE



NREL Mission

• Develop renewable energy and energy efficiency technologies and practices

• Advance related science and engineering

• Transfer knowledge and innovations to address the nation's energy and environmental goals



NREL Program Portfolio

Energy EfficiencyVehicle Technologies

Building Technologies

Systems IntegrationGrid Infrastructure

– SmartGrid and RE Grid

Battery and

Thermal Storage

Strategic Analysis

Renewable ResourcesWind and Water

Solar

Biomass

Hydrogen

GeothermalFederal Energy Management; Integrated Deployment; International; Other Intergovernmental

Foundational Science



Governance

Staff: 2300 - Countries represented: 70+- Languages: 30+- Degrees: 1,100 BAs; 700 MAs; 450 PhDs

and JDs

South Table Mesa Campus

National Wind Technology Center

DOE Contractor Operated National Laboratory



Energy Efficiency then Renewable Energy (EERE)

All new buildings should be as efficient as possible with the goal of net zero annual energy.

Determine the energy use and energy cost of existing buildings and infrastructure

Reduce energy use by behavior, installing EE lighting, HVAC and controls and reducing plug loads

Install RE (Solar, Wind, Biofuels) to meet remaining energy needs



www.nrel.gov/applying_technologies/climate_neutral/



Identify Options for Buildings, Behavior & Policy, Transportation,

Energy Source, & Carbon Offsets

Decision Criteria & Analysis

Building a Climate

Action Portfolio

Measurement and

Validation

Climate Neutral Research Campuses

Implementation

See: http://www.nrel.gov/applying_technologies/climate_neutral/

Installation Master Planning Examples

Research campuses consume more energy per square foot than most facilities. They also have greater opportunities to reduce energy consumption, implement renewable energy systems, reduce greenhouse gas emissions, and set an example of climate neutrality.

The NREL Climate Neutral Research Campuses web site provides research campuses a five-step process to develop and implement climate action plans.

Determine Baseline Energy Consumption

Analyze Technology Options

Prepare a Plan and Set Priorities

Implement the Climate Action Plan

Measure & Evaluate Progress

Determine Baseline1

2

3

4

5

6



REopt Planning Tool

Planning tool to evaluate RE, EE, microgrid, and operational energy opportunities

Recommends a mix of technologies and an operating strategy that meets client goals at minimum lifecycle costConsiders interactions between multiple technologiesEstimates costs and energy savings

Draws on site data, NREL GIS resource data, DSIRE incentive

database, and RE technology info

Has been used to assess opportunities at ~800 sites

Technologies currently modeled:PVWindSolar hot waterSolar vent preheatBiomassWaste to energyLandfill gasDiesel and natural gas generatorsBattery storage

Robust and adaptable to meet client goals



Navy and Army: Project Portfolio Planning

Site Tech Size

1 C PV 100 kW

2 G Wind 1 MW

3 A LFG 2 MW

Site Tech Size

1 G Wind 1 MW

2 C PV 100 kW

3 A LFG 2 MW

Ranked List of Projects

Initial

Data

Run REop

t

Verify

results

and

data

Run REopt

Revised List of Projects

• Goalso Minimize lifecycle cost of energyo Achieve Net Zero at 50% of installations

• Identify and prioritize cost-effective projects to meet goals

• Estimate cost of meeting goals



Optimum Energy Mix for an Installation



Energy Generation, Integration and Reliability

Campus Energy

Integrating Tools


Confidential and proprietary. Do not distribute or copy. 35

[email protected]

NREL CAMPUS

SAIL Capital Partners LLCCalifornia | New York | Washington DC | New Orleans | Toronto

SAIL Capital Partners, LLC

Renewable Energy Webinar #6 The Leading Edge of New Energy Efficiency and Renewable

September 4, 2014

Chris Brown, PhDPrincipal

Table of Contents

37

I. Investment Landscape

II. Energy Efficiency at SAIL

III. Rating New Investment Opportunities

IV. SAIL Overview

I. Investment Landscape

38

Energy Efficiency Investment Landscape

39

DEALS: $639mm invested across 83 venture equity deals in 2014; 41 deals @ $269mm in second quarterTREND: Higher deal volumes and more capital-light deals Q1 THEME: Hardware focused building efficiency (lighting and windows) bringing in top deals; software solutions remain popular.Q2 THEME: Energy management systems from controls to energy dashboards experiencing high deal volume; energy efficiency financing platforms seeing interest from investors.

Energy Efficiency Deals

40

Home energy management companies received a lot of attention in the second quarter of 2014. Next Step Living, Cyclon Controls, and Energy Savvy saw huge investments, while large corporates teamed up with the likes of Lucibel, Wattio, and Panoramic Power for new partnerships. 2014 also saw larger growth equity deals go to makers of efficient building equipment, including View, and Phononic.

The Energy Efficiency sector has been in the spotlight lately with high profile IPOs and acquisitions, and the momentum is here to stay. The buzz around the “Smart Home” is a harbinger for a larger trend sweeping across the tech industry: the Internet of Things.

II. Energy Efficiency at SAIL

41

“Experts in airheater performance”

42

Paragon Airheater Technologies provides a suite of products and services that increase the efficiency of fossil fuel-fired powergeneration plants. The Company specializes in the service and manufacturing of high-performance seals and related replacement partsfor rotary, regenerative airheaters. The products maximize air preheater performance and efficiency through innovation, technology andquality service. Paragon’s products are one of the most important elements of energy efficiency in a typical power plant, contributing10‐15% to overall plant efficiency by recovering wasted flue gas heat and re‐using it to “pre‐heat” the external air pumped into theboiler during the combustion process. The seals reduce air leakage by an average of 35%, with a high-to-date reduction of 50%.

Business Overview

Paragon’s Value Proposition

• Lower emission and reduce carbon output by 2% - 3%

• Reduce fuel consumption by as much as 2%

• Extend the life of the Airheater

• Reduce maintenance cost

• Increase MW output

“World’s most efficient green motor”

43

SNTech is the fastest growing smart motor company in the world that develops low-cost, intelligent electric motors with enhancedefficiency. SNTech has several patents and develops an innovative product family of “smart” electric motors that deliver superiorperformance with 33-50% increased efficiency. These smart electric motors use up to 50% less electricity than high efficiency ACmotors. The Green Motor consumes 80% less energy and is the lowest heat emitting motor with 75% less heat generation. In2011, SNTech closed the acquisition of an electric motor product line from Regal Beloit Corporation. This move acceleratedSNTech’s entry into the fluid motor business.

Business Overview

Company Highlights

• Recurring revenue from over 100 customers in 2 years

• Sales growth from $1.2 million and 10,000 units in 2010 to over $21 million in 2012

• 3-year, $30M supply agreement with a Fortune 100 OEM

• Passed rigorous supplier testing and audits with major industry leader

• Advanced product development discussions with Top 5 HVAC OEM

• First-of-its-kind installation commissioned for a Fortune 100 company’s high efficiency data centers. The customer has asked SNTech to be their preferred vendor for smart motors

• Disruptive technology with 60+ Patents

• Finalized testing with DoD for Marine and Navy projects to fulfill energy efficiency mandates—recommended by expert consultant to US Navy

• Received its first multi-thousand unit order from a Fortune 100 OEM in Q2 2013

III. Rating New Investment Opportunities

44

The Rough Cut

45

MarketAre the market sizes compelling, and can the company economically scale to meet the demand that will arise?

ExecutivesDoes top management have a track record of success or is the advisory board strong?

AcceptanceHas the company identified the right customers, and does it understand why, when and how they buy?

TechnologyIs this technology disruptive and how much more time and cash are required to commercialize it?

QUANTIFY EVERYTHING

Market

46

Know the markets you want to enter.

• Compelling size, $B now or a market growing into it.

• Competition and alternatives.

• Market dynamics.

• Key customers and their power.

• Government regulations.

• Limiting factors, growth bottlenecks.

• Lead time to enter the market.

• Multiple market segments.

• Scaling with a cost structure that makes sense.

Executives

47

Build a team of leaders and advisors who know how to win.

• Management with a track record of success.

• Advisors with deep industry knowledge and contacts.

• Are the key positions properly filled? A founder is not always the best person to be CEO.

• Recalcitrant founders.

• A great advisory board validates strength of company and technology.

• Founders who understand trading ownership for value.

Acceptance

48

Know your customer and if they are really the right one.

• Who, what, when, where and why.

• The problem you are solving and how painful it is for them.

• Will they understand what you are trying to do?

• Who makes the buying decision?

• When do they buy and how long is the sales cycle?

• Just because the customer or market segment is the largest doesn’t mean it’s the right one starting point.

• Cash conversion is important; a small early adopter is worth more to a startup than a large late adopter.

• What metrics does my customer measure success by?

• Current backlog and pipeline.

Technology

49

Assess the strength of your technology versus others and over time.

• Is this technology game changing or just an iteration?

• Is this a platform technology?

• Has it been validated by a third party?

• How much development is left, at what cost and over what time?

• How much IP is currently there or coming? Is it broad based or just one application or material/molecule?

• Is the IP strong and defensible?

• Sustainable competitive advantage; will an alternative arise quickly?

• Validation by a 3rd party.

IV. SAIL Overview

50

-

$50

$100

$150

$200

$250

$300

$350

2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013P

SAIL Pre-Exit Acceleration I, LP

SAIL VP I, LP

SAIL VP II, LP

SAIL Sustainable Louisiana I & II, LP

Overview

51

SAIL was founded in 2002 as a pioneer in sustainable investment, with an emphasis on cleantech. Today it is recognized as a global leader with a unique combination of low loss experience and an innovative vision of technologies, markets and opportunities. SAIL invests in late stage growth companies with proven technologies, visionary leadership, and exciting growth potential.

• SAIL Venture Partners I, LP: Launched in 2003, 10 active portfolio companies

• SAIL Venture Partners II, LP: Launched in 2008, 13 active portfolio companies

• SAIL Sustainable Louisiana I & II, LP: Launched in 2011, first two closes successful, 5 Investments to date

• SAIL Pre-Exit Acceleration Fund , LP: Launched in Q4 2012, provides pre-exit capital to existing portfolio companies. Two companies taken public to date.

SAIL Total Assets Under Management (in $US millions)

3161 Michelson Dr., Suite 750Irvine, CA 92612949.398.5100 www.sailcapital.com

SAIL Capital Partners LLC

Panel Discussion

Within the realms of market, research, and investing, what are the top 5 most exciting opportunities that will unfold over the next 5 years?

What key trends will drive these innovations to market?

What are the key barriers to their commercialization?

53

Audience Questions

Graham Stevens, Navigant Consulting

[email protected]

Otto Van Geet, National Renewable Energy Laboratory

[email protected]

Chris Brown, Sail Capital Partners

[email protected]

54

Gary DirksLightWorks

Arizona State [email protected]





55

Sign Up for Free SSF MembershipTo Access the Webinar Archives

www.securityandsustainabilityforum.org

Renewable Energy on Institutional Property Webinar Series Register at: www.ssfonline.org Energy Tab

Archived Webinars in the Series• June 2nd – Renewable Energy Policy• June 26th Webinar #1 – The US Federal Agency Market: Meeting Energy Reduction and

Renewable Energy Mandates• July 10th Webinar #2 – Renewable Energy Technology Applicability • July 24th Webinar #3 – The Effective Marriage of Renewable Energy and Energy

Efficiency in an ESCO Contract for Municipalities, and Educational and Hospital Campuses• August 7th - Webinar #4 – The Intersection of the Microgrid, Renewable Energy, and

Storage• August 21st Webinar #5 – Public Private Partnerships (PPP)

• September 4th Webinar #6 – The Leading Edge of New Energy Efficiency and Renewable Energy Technologies Coming to the Market

Registration Open• September 18th Webinar #7 – Developing the RFP


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