Clean start Clean energy Ultimate objective of any

Clean start Clean energy

Ultimate objective of any business Win customers Hire and motivate people Finance the growth of the business Improve your product

Clean start The engineers and salesforce become more skilled over time and so they become move productive along their learning curve as they get to know the market Selling high value product into commercial customers Substantial initial capital from friends and family

“In general, people don’t learn about complex issues by being told, they learn by actively participating in the process, ” says John Sterman, a professor at the MIT Sloan School of Management in Cambridge, Mass.

Human resource How you treat them How they gain experience Job attractiveness Their expertise Their productivity Your people will drive the process and in turn increase your ability to win customers

Customers Acquiring customers is a long sales process that requires a lot of resources Start up company = No brand recognition Gaining customers = Time Process of being a prospect customer to an actual customer Many will drop out or go for competitors offering along the way Even when gained they may be poached by another business

Product Time Money The product improves over time as does the quality of your people But it takes resources for that to happen so there is a delay in the ROI So, we need to focus on the salesforce by getting them out on the field to convince businesses that they need clean energy

Conclusion Does not reflect real life Targets – What gets measured gets achieved Real life situation – VC Data sheets easily ignored – Focused on net income graph Initial capital not always available