13 0723 session 1 & 2 webinars

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  • Cleantech Open 2013 Webinar Series Tuesday, July 23, 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
  • 3 Cleantech Open Confidential Information All Rights Reserved Global Partner
  • 4 Cleantech Open Confidential Information All Rights Reserved National Sponsors
  • 5 Cleantech Open Confidential Information All Rights Reserved Thank You To All Our Sponsors!
  • 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 IP Licensing from 3rd Parties 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) (9/11) 1:30 to 2:30pm Investor Presentation Mentor Assessment 2:45 to 4:00pm Mock Judging, Regional Awards, Global Forum
  • 7 Cleantech Open Confidential Information All Rights Reserved Session 1: Markets and Getting to Them 1:30pm 2:30pm, PDT 30 year technology industry veteran, having run global businesses based in USA and Asia With University of Phoenix for 30 years Currently a practitioner Lead Faculty for Strategy in the School of Business Speaker: Niraj Kohli President, CSC
  • Cleantech Open Markets and Getting to Them By Niraj Kohli - University of Phoenix
  • Cleantech Open Webinar 3 Markets and Getting to Them KEY TRENDS MARKET FORCES MACRO- ECONOMIC FORCES Copyright 2013 University of phoenix. All rights reserved. Reproduction in copies, distribution to others, preparation of modified or derivative works, or sublicensing others without express written consent of University Phoenix is prohibited. University of Phoenix webinars include content from: businessmodelgeneration.com and from Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers [ISBN: 978-0-470- 87641-1] by Alexander Osterwalder and Yves Pigneur, (hereafter referred to as the Work). Copyright 2010 by Alexander Osterwalder and Yves Pigneur. All rights reserved. Used by arrangement with John Wiley & Sons, Inc. Unless John Wiley and Sons, Inc.s (Publisher) express prior written permission is obtained, it is prohibited to (a) remove or alter the authors name, Publishers copyright notices, or other means of identification or disclaimers as they appear in the Work; (b) make electronic copies of the Work other than as permitted pursuant to Section 1.1 of Agreement between Publisher and Apollo Group, Inc. (Apollo); (c) mount or distribute any part of the Work on any electronic network (including without limitation, the Internet and the World Wide Web) other than the Sites; (d) use all or any part of the Work for the purposes of monetary reward by means of sale, resale, loan, transfer, hire, or other form of distribution of the Work; (e) distribute the whole or any part of the Work to anyone other than Authorized Registrants (as defined in the Agreement between Publisher and Apollo; (f) publish, distribute, or make available the Work, works based on the Work or which combine it with any other material, other than on the Sites as expressly permitted in this Agreement between Publisher and Apollo.
  • This webinar is a 60-minute meeting presented as part of the Cleantech Open, which focuses specifically on the Markets and Getting to Them Cleantech Open Webinar by University of Phoenix
  • Agenda o Value Creation from Factory to Field through AKA 15 minutes o Mapping Customer Buying Process 10 minutes o Market Size and Growth Rate Near and Long Term along with Market Infrastructure Discovery 15 minutes o Pilot Customer Development and Repeatable Sales Model 10 minutes o Questions 10 minutes Cleantech Open Webinar 3 Markets and Getting to Them
  • Cleantech Open Webinar 3 Markets and Getting to Them Markets and Getting to Them Worksheet and Judging Criteria Worksheets Customer Buying Process o Current Solutions? o Purchase Decision Process? o Partners? Channels? Influencers? Market Size and Growth Rate Near and Long Term Market Infrastructure Discovery o Competitors, Alternative Solutions o Forces, Trends Affecting Growth Pilot Customer Development Repeatable Sales Model Judging Criteria Is the sequence of target markets and the path to them clear and defensible, and is the potential market large enough for a successful startup to have a major environmental and economic impact? Does the cumulative size of the target markets represent an attractive opportunity appropriate to the funding strategy?
  • Value Creation through Markets and Getting to Them Focus on Factory to Field and Awareness, Knowledge and Action (AKA) What is 50/30/20 rule? Cleantech Open Webinar 3 Markets and Getting to Them
  • (VP) VALUE PROPOSITIONS (CH) CHANNELS (CR) CUSTOMER RELATIONSHIPS (CS) CUSTOMER SEGMENTS (R$) REVENUE STREAMS(C$) COST STRUCTURE (KP) KEY PARTNERSHIPS (KR) KEY RESOURCES (KA) KEY ACTIVITIES Customer view Front StageOperations view- Back Stage Economics view Business Performance Stage businessmodelgeneration.com Cleantech Open Webinar 3 Markets and Getting to Them
  • Value Propositions Customer Segments Cleantech Open Webinar 3 Markets and Getting to Them
  • Cleantech Open Webinar by University of Phoenix Markets and Getting to Them Mapping Customer Buying Process
  • Copyright 2013 EcoFactor. All Rights Reserved. Confidential Inefficiency Throughout The Day, Everyday slide #6
  • Copyright 2013 EcoFactor. All Rights Reserved. Confidential Existing utility partner Comcast coverage Current Customers and Their Service Territory 530K customers 6th largest municipal utility in the U.S. 2.4M total customers 2.2M electricity customers 23M customers Access to distribute EcoFactor services to 30M+ customers 1M customers in Texas slide #3
  • Copyright 2013 EcoFactor. All Rights Reserved. Confidential Customers announced: Revenue model SaaS Monthly service fees Ten (10) patents and issued, many more pending VC funded: $17M to date, founded in 2006 About EcoFactor slide #2
  • Cleantech Open Webinar 3: Markets and Getting to Them Are there any questions?
  • Cleantech Open Webinar by University of Phoenix Markets and Getting to Them Market Size and Growth Rate Near and Long Term Market Infrastructure Discovery
  • Cleantech Open Webinar 3: Markets and Getting to Them KEY TRENDS MARKET FORCES INDUSTRY FORCES MACRO- ECONOMIC FORCES http://www.businessmodelgeneration.com/
  • Cleantech Open Webinar 3: Markets and Getting to Them Market Forces MARKET SEGMENTS NEEDS AND DEMANDS MARKET ISSUES SWITCHING COSTS REVENUE ATTRACTIVENESS MARKET FORCES - Market Analysis - http://www.businessmodelgeneration.com/
  • Cleantech Open Webinar 3: Markets and Getting to Them Economic Infrastructure Describes the economic infrastructure of the market in which your business operates
  • Cleantech Open Webinar 3: Markets and Getting to Them Global Market Conditions Example: The Recovery Act The Recovery Act provides appropriations for projects and activities that are related to transitioning the economy to clean energy with a total investment of over $90 billion.
  • Cleantech Open Webinar 3: Markets and Getting to Them Industry Forces SUPPLIERS AND OTHER VALUE CHAIN ACTORS STAKEHOLDERS COMPETITORS (INCUMBENTS) NEW ENTRANTS (INSURGENTS) SUBSTITUE PRODUCTS AND SERVICES INDUSTRY FORCES - Competitive Analysis - http://www.businessmodelgeneration.com/
  • Cleantech Open Webinar 3: Markets and Getting to Them Competitors (Incumbents) Identifies incumbent