Business Plan Merged

CONFIDENTIAL
Software for solar presentations that excite and win business
Prepared August 2014

Minor Updates March 2015
Contact Information
Michael Bishop
bishop@ongrid.net
510-712-6373
www.ongrid.net
426 17th Street
Oakland, CA 94612
OnGrid
Table of Contents
Executive Summary .................................................................................................................... 1
What is OnGrid ................................................................................................................... 1
What We Sell ....................................................................................................................... 1
Who We Sell To................................................................................................................... 1
Objective .............................................................................................................................. 2
The Company............................................................................................................................... 3
Company Overview ........................................................................................................... 3
Company History ................................................................................................................ 3
The Team .............................................................................................................................. 4
Professional Support .......................................................................................................... 5
Advisers ................................................................................................................................ 6
Core Values! ......................................................................................................................... 6
The Software ................................................................................................................................ 8
Current Products ................................................................................................................. 8
Competitors.......................................................................................................................... 9
The Market ................................................................................................................................. 12
i
CONFIDENTIAL - DO NOT DISSEMINATE. This business plan contains confidential, trade-secret
information and is shared only with the understanding that you will not share its contents or ideas with
third parties without the express written consent of the plan author.
OnGrid
The Solar Industry ............................................................................................................ 12

Market Needs .................................................................................................................... 13
Market Potential ............................................................................................................... 14
Our Key Customer ............................................................................................................ 15
Strategy ....................................................................................................................................... 16
Marketing Plan .................................................................................................................. 16
Sales Process ...................................................................................................................... 18
Strategic Alliances ............................................................................................................ 18
The Financials ............................................................................................................................ 21
Revenue Growth ............................................................................................................... 21
A Cautionary Story ........................................................................................................... 22
The Full Financial Picture ............................................................................................... 22
Glossary ...................................................................................................................................... 23
Appendix .................................................................................................................................... 24
ii
OnGrid
Executive Summary
What is OnGrid
OnGrid is the developer of software for Solar Pros, and is an aggregator of national
utility and solar incentive data. The Company was established in 2005, and is cash flow
positive and growing.
What We Sell
OnGrid sells subscriptions to the OnGrid Tool analysis and presentation software. The
OnGrid Tool helps Solar Pros give responsible presentations that excite and win
business, with minimal preparation time. The OnGrid Tool is both online and offline
software.
As trusted experts on solar financials, OnGrid also provides industry training.
Who We Sell To
OnGrid sells to:
Solar Pros at small-to-medium sized installation companies

Industry analysts (who explore new market opportunities)
Industry distributors (who confirm optimal system sizing)
Sungevity - a champion innovator for massive solar adoption
OnGrid gives the software free to:

All non-profits
All solar teachers and their students
1
OnGrid
Objective
OnGrid is currently raising capital to finalize the restructuring of the company and
position it for long-term growth and success.
2
OnGrid
The Company
Company Overview
OnGrid provides presentation software to Solar Pros at 220 U.S. installation companies
(and growing). The software is geared towards small-to-medium sized companies.
OnGrid uses a direct sales model. 70% of OnGrid's current user base is in California.
The company is based in Oakland, California at the SfunCube, a solar incubator for
technology companies that support the solar industry.
Company History
OnGrid was founded by Andy Black in 2005. Black had been selling solar directly to
homeowners since 2001 and developed the tool to model the financial impact of solar
systems. Michael Bishop joined the Company in 2006 and was charged with rewriting
the software for greater ease-of-use, depth, flexibility, and team collaboration. Jessica
Yip tackled the expansion of OnGrids national electric-rate database in 2011. That
database, combined with OnGrid's strong teaching presence at national conferences,
made OnGrid software known across the country.
OnGrid Meets the Cloud
In 2012, OnGrid brought the cloud to OnGrid users with OnGrid Sky. Through OnGrid
Sky, users could easily share customer data with colleagues and keep their data safely
backed up in online accounts. But unlike other solar sales software, users could still
access the OnGrid Tool offline.
After 6 years focused on the software, Michael took on all aspects of OnGrids business.
He regularly published press releases, pursued new partnerships, set up a new sales
and onboarding process.
3
OnGrid
The Team
The team includes Michael Bishop (President), Jessica Yip (Operations & Data
Manager), and Evan Nicoles (User Support & Software Development). Michael and
Jessica have been with OnGrid since 2006 and 2011 respectively. Evan joined the team
in 2015.
Michael Bishop
Jessica Yip
Evan Nicoles
Michael Bishop, President. Responsibilities include but aren't limited to:
Execute on business plan to achieve and surpass projected revenue growth

Pursue key industry partnerships
Ensure the team stays happy, inspired, and focused
Identify industry problems that OnGrid should solve
Ensure the company's core values are upheld
Pursue high-probability sales opportunities
Industry leadership through teaching, writing, and other engagement
Financial planning and risk management
Develop the OnGrid Tool software
Discover bright innovators to bring onto the team
Jessica Yip, Data & Operations. Responsibilities include but arent limited to:
Maintain OnGrid's electric-rate and incentive database
Manage users accounts and subscriptions
4
OnGrid
Software quality assurance

Evan Nicoles, User Support, Sales, & Software Development. Responsibilities include
but arent limited to:
Lead and manage user onboarding

Improve and expand OnGrid's self-service support resources
Lead OnGrid sales
Web development and design
Professional Support
OnGrid has engaged world-class professional service organizations.
Craig Tighe. Partner at DLA Piper (global law firm). Craig helps clean-tech startups
scale quickly and responsibly. He was designated one of San Francisco's Best Lawyers
by San Francisco magazine in 2012.
Steven Toomey. CEO of EvolveCFO (accounting, tax, and financial management).
Steven founded EvolveCFO to help entrepreneurs keep the financials solid and
streamlined. His team includes James Rainwater (CPA), who helps EvolveCFO clients
stay tax compliant.
5
OnGrid
Advisers
While the OnGrid team brings substantial experience and expertise, we definitely don't
have all the answers. Fortunately, we have a strong network of professionals who
believe in OnGrid and want to see us succeed. Theyve already helped us tremendously
with refining our direction and strategy. Well limit this list to 10.
OnGrid's Main Advisers:
Andy Black. Founder of OnGrid and an industry icon, Andy will continue to be
available to OnGrid as an adviser. Andy will mainly contribute with company
strategy and educational outreach.
Danny Kennedy. Co-founder of Sungevity and passionate energy activist,
Dannys guidance and support helps OnGrid think big.
Matt Schwartz. Matt created OnGrid Sky, and will help OnGrid navigate its
upcoming web-based developments.
Pam Seidenman. Pam advises OnGrid on business and marketing strategy. She
served as business development manager at Lawrence Berkeley National Lab
until recently leaving to join private industry.
Pamela Cargill of Chaolysti. As a strong proponent of the Lean methodology,
Pamela helps OnGrid work smarter by streamlining workflow.
Stephen Leist of Piedmont Partners Group. Investment fund managers active in
transactions up to $750 million, Stephen and Philip help OnGrid refine its growth
and fundraising strategies.
There are so many others in the solar industry that OnGrid can call on for advice. Were
very fortunate to have a strong network of accomplished people.
Core Values!
A value is core to a company if it absolutely won't be compromised. The core value must
be a pillar of the company's culture, and the entire team must subscribe to it. So it's with
great reverence that core values are stated here. We're keeping it to five, to avoid
diluting their power to guide the company.
6
OnGrid
Respect
Respect is taking every human interaction seriously. It's taking every persons effort to
meet needs and pursue happiness seriously. More broadly, respect is aspiring to place
company actions within the larger context of a living planet. This respect will be
reflected in all aspects of the software and company.
Simplicity
Simplicity doesn't require sacrificing depth or disempowering software users.
Simplicity is reducing unnecessary complexity, bringing pure depth as close to the
surface as possible. But we're over-complicating it. In Leonardo da Vinci words,
"Simplicity is the ultimate sophistication."
Accountability
OnGrid will never deny or deflect responsibility for a mistake we know we've made.
We'll own it, openly acknowledge it, and try to learn from it.
Discipline
A team that takes on too much won't do anything well. And a team without direction
will aimlessly wander. Substantial contribution requires dedication, focus, and a strong
urge to deliver value on schedule. OnGrid will stay committed to effective planning
and execution.
Balance (for Team)
OnGrid's culture should celebrate life, which includes honoring the short time every
team member has to live on this planet. Team members will sometimes work overtime
to complete a project on schedule. But schedules must be realistic, and undesirable
overtime must be the exception. A team member's role at a company is one of many
roles she holds. By default, the company will consider her role as family member to be
primary.
7
OnGrid
The Software
Current Products
The OnGrid Tool
The OnGrid Tool is offline/online presentation software. It's relied on by Solar Pros at
over 220 U.S.installation companies (and growing). It does a LOT for Solar Pros, but all
paths lead to helping them make professional and compelling presentations to
homeowners and business owners. Quickly and efficiently. Basically, the software is
here to help sell a ton of solar. And with an economic analysis that accurately
anticipates the real results, happy customers will enthusiastically carry the solar flag
through their neighborhoods and business conventions. As for the OnGrid Tool doing a
lot, here are some highlights:
Automatically creates customer proposals, pulling from a 100+ page library
Provides tools to help the user incorporate her own proposal designs from
scratch
Ties in an in-house national database of 1,400+ up-to-date electric rates under
190+ utilities
Accurately calculates electric-bill savings, moving rate complexity to the
background
Ties in a national database of solar incentive programs
Automatically sizes solar systems, taking everything into account
Provides a flexible platform for solar system pricing
Gives fine-tuned control of solar financing options (loan, line-of-credit, lease,
PPA)
Gives the user tremendous control and flexibility
OnGrid Sky
Apps that exist solely in the cloud are nice. But our users prefer to have the reliability
and lightning-fast calculations of an offline solution AND the collaboration and data8
OnGrid
backup features of a web app. OnGrid Sky (the web app) makes it easy for OnGrid Tool
(offline app) users to stay linked up and backed up. So managers can have full visibility,
and team members can quickly share project data for easy coordination. For the techies:
OnGrid Sky is based in Ruby on Rails, which is an elegantly-simple programming
language and platform.
It's worth mentioning that OnGrid Sky also makes things much easier on OnGrid's end.
We can manage user accounts and automate tasks just like any other web app provider.
Competitors
Several other solar sales-software companies have entered the market since OnGrid's
2005 arrival. OnGrid welcomes healthy competition, and encourages a new entrant to
do the web app right. That means creating a living and fluid space, instead of a series of
cobbled-together forms. A web app done right won't necessarily match the OnGrid
Tool's depth, and that's fine for simple residential PV systems.
Current Competitors:
CPF Tools
(-) Created by Clean Power Finance as a vehicle to sell their financing

(-) Expensive ($140/seat vs the OnGrid Tool's $50/seat)
(-) Limited functionality and limited control over output
(-) Customer service issues
(-) Not being improved
(+) CPF has capital, so could get serious with the software
(+) Incorporates their financing, for easy modeling and presentation
ModSolar
(-) Clunky
(-) Limited inputs, for limited accuracy
(-) Limited output options
9
OnGrid
(-) The founders have no experience selling solar

(+) Company is based on east coast, for better access to that growing market
(+) Quickly growing user base, especially among larger companies
Energy Periscope
(-) Outdated software design

(-) Questionable electric-rate data
(-) Limited inputs, for limited accuracy
(+) Detailed proposal includes explanations and assumptions
SolarNexus
(-) Poor marketing

(-) Harder to use than other web apps
(+) Vice President is a committed industry veteran
(+) Based in the SfunCube, with access to great minds and other resources
ENACT
(-) Weak / inaccurate financial modeling
(+) Friendly user interface
(+) Incorporates various local, state, and national solar financing options
Aurora
(-) TBD
(+) Good aesthetic
(+) 3D visualizations
QuickSolar
(-) Weak / inaccurate financial modeling
(+) Good system layout design
Energy Toolbase
10
OnGrid
(-) Functionality limitations

(-) Reportedly incorrect modeling
(+) Good aesthetic
(+) Business strategist is respected in industry
(+) Oriented towards commercial analysis
(+) Includes energy storage modeling
11
OnGrid
The Market
The Solar Industry
How long is 18 months? It's long enough for the solar installed in the U.S. to more than
double (July 2012 to December 2013).* It's also long enough for solar panel prices to
drop 60%.** The solar industry is moving forward at a lightening pace.
While still a small portion of the overall electricity mix, the current U.S. solar capacity
(14 GW) is enough to power two million homes. It would take over 20 centralized coal
plants to do the same. Solar is the country's energy future.
Given the democratic nature of distributed solar, conventional-utility profit margins are
at risk. The solar industry is already seeing utility retaliation (e.g. higher fixed monthly
charges). Which is fast-tracking lithium ion battery storage and other "smart grid"
technologies.
OnGrid will protect its niche as the industrys most sophisticated sales software by
keeping pace with the rapidly changing industry. OnGrid is in an excellent position to
lead small-to-medium size installation companies through the rapidly changing energyindustry landscape.
* Greentech Media's U.S. Solar Market Insight 2013

** PV Magazine (Sept 2013 issue)
12
OnGrid
Market Needs
The OnGrid Tool is the best solar sales tool on the market today. While it already has a
loyal user base, OnGrid will substantially expand that base by meeting needs better.
What Solar Pro needs aren't being met by the industry's best sales tool?
Quality of Presentation. With some exceptions, OnGrid proposals aren't exciting
enough. They're overly-focused on the nuts and bolts. Electric bill savings are soberly
noted in the middle of the proposal, instead of boldly exclaimed at the top. Their linear
storyline limits the reader's ability to steer the course and engage more deeply in areas
that spark his interest. The Solar Pro must be able to deliver stirring presentations to her
customers. OnGrid needs to make exciting presentations readily available.
Focus on Selling. The leading Solar Pros have mastered the craft of selling, and
everyone is best served when they can stay focused on their craft. These solar
professionals currently spend too much of their time gathering and entering customer
utility data (and other data). OnGrid needs to cut down presentation prep time.
Plentiful Training Resources. The OnGrid Tool has a learning curve. For those new to
the industry, the learning curve can be sharp. While that curve will be softened for all
users through ease-of-use improvements, there's inherent complexity in navigating any
new software and understanding its underlying concepts. OnGrid needs to expand its
library of training/educational videos and FAQs. And opportunities for learning can be
integrated into the OnGrid Tool's interface for immediate access. OnGrid needs to
provide plentiful training resources.
Resources for Tomorrow. The energy industry is undergoing dramatic changes. Very
fast. Some utilities are now allowing customers to offset multiple electric meters with a
single PV system. Recent advances in lithium-ion battery production and software
mean grid storage is here now. Utilities are experimenting with different ways to credit
solar value (or finding surreptitious ways to reduce solar value). Solar-powered electric
cars are on the streets. And other new innovations are shifting the course every day.
OnGrid can do more to lead its users into tomorrow's energy industry. OnGrid needs
to lead the industry.
13
OnGrid
Market Potential
The U.S. solar industry creates new jobs. It creates a staggering number of new jobs. It
grew 10 times faster than the national employment rate last year (19.9% vs 1.9%), and
currently employs over 140,000 people.* There are now 22,500 people in the 'Solar Sales
and Distribution' sector of the solar industry.
OnGrid's target market is estimated to include 3,000 Solar Pros. That's 7 times
OnGrid's current paid user base.
Here's the breakdown:
40% of former paid OnGrid Tool users (480). The OnGrid Tool's value proposition has
become much stronger, and we see huge improvements ahead. With campaigns to
pursue former users and demonstrate the new value, we could bring many former users
back into the OnGrid camp.
30% of former free-trial OnGrid Tool users (300). OnGrid is continuing to improve its
sales and onboarding processes. Many trial users who passed up paid subscriptions in
recent years could be converted now.
100% of current paid OnGrid Tool users (420). Our current user base is our most
important segment for future sales. We understand that actively supporting their use of
the software and generally ensuring their satisfaction is the most efficient way to
maintain and grow our revenue.
70% of Solar Pros who hold NABCEP's 'Technical Sales' certification or who sell for
SunPower dealers (800). We consider these two classes of Solar Pros to be
knowledgeable and detail oriented. The OnGrid Tool is the most advanced sales
software available, so we think they'd seriously consider using it. OnGrid has an active
partnership with NABCEP, and has been invited into an active partnership by
SunPower. Both partnerships provide great access to large pools of potential users.
5% of the overall 'Sales and Distribution' sector (1,000). This is a very rough estimate
of Solar Pros in the broader sector who would potentially subscribe to the OnGrid Tool.
14
OnGrid
* The Solar Foundation's 2013 National Solar Jobs Census
Our Key Customer

The flexibility of OnGrid software makes it directly relevant to a very broad set of solar
professionals. But if we had to define a single Key Customer:
Sells PV systems at an installation company with at least 3 other Solar Pros

Sells PV systems in a strong solar market (e.g. California)
Gives a cash-purchase option (doesn't just sell third-party financed systems)
Can confidently answer customer's technical and financial questions
Ensures accuracy of all presentations
15
OnGrid
Strategy
Marketing Plan
Our Position in a Nutshell
We're OnGrid. Our software helps Solar Pros give presentations that excite and win
business. And it helps Solar Pros spend more time pitching presentations and less time
preparing them.
Getting the Word Out

Call us cheap, but we think successful marketing is possible without much money.
Thanks to the Internet and a tightly-networked solar community, creative contributions
travel fast and far. A few of the cost-effective marketing strategies we'll pursue to reach
Solar Pros:
Teaching
The OnGrid name is so well known in part because of OnGrids renowned workshops
on solar economics, sales & marketing, and financing. Record-breaking enrollment for
our latest free online course effectively crashed SolarMOOC's training platform. We
love teaching, and OnGrid-presented workshops are in high demand. OnGrid plans to
teach a lot.
Writing
OnGrids solar economics articles are considered industry standard and our recent blog
post on the status of PV incentives got over 3,800 views at the Renewable Energy World
media site. Consistently providing rich content is a great way to reach a larger audience.
OnGrid plans to write a lot.
Social Media
There's nothing like social media to cultivate a nationwide community, while slyly
positioning one's company as an industry leader. Jessica creates and spreads a lot of
buzz on Twitter. Her recent tweets have been re-tweeted by industry heavies such as
16
OnGrid
VoteSolar, The Solar Foundation, Mosaic, and analyst Jigar Shaw. OnGrid plans to
tweet a lot.
Press Releases
When we add major value to the software, we want the whole solar world to know
about it. We're always quick to share big software news with our 14,000+ homegrown
opt-in contact list. OnGrid plans to push the software envelope, and tell everyone
about it.
Have Fun
Solar is a revolutionary industry, but the day-to-day is still work. Well-placed humor
and other light-hearted creativity can boost industry morale while eliciting smiles for
years to come. We've shared one of Affordable Solar's entertaining ads with countless
friends. Talk about effective marketing we're featuring them in our business plan!
OnGrid plans to have fun with its industry engagement!
Software Pricing
OnGrid made a splash in its 2006 market entry with direct and affordable subscription
pricing. And we haven't touched it since. Meanwhile, our product has morphed into a
cloud-integrated powerhouse.
OnGrid Tool subscriptions are $50 per user per month (with a $100-per-company
minimum).
By comparison:
OnGrid - $50
Energy Periscope - $55
SolarNexus - $89 for single user to , as $39 for 10+
CPF Tools - $140
ModSolar - $100
Energy Toolbase - $150 for single user to $100 for 10+ users
OnGrid is in a strong position to increase software pricing.

17
OnGrid
Distribution Channels
To date, OnGrid software has been distributed exclusively through our website. We've
had interesting conversations with PV equipment distributors, who could sell the
software through their channels. Given the trust and access they've earned in their
networks, we'll definitely explore this opportunity further.
Sales Process
OnGrid gives free fully-functional 30-day trials of its software. Once someone signs up
for a free trial:
They're invited by email to watch an introductory training video and schedule a
follow-up private Q&A session (with screen sharing).
They receive 5 weekly emails offering key tips and introducing different training
resources (such as twice-weekly conference calls).
They get two courtesy phone calls from OnGrid, to make sure they're up and
running and have all their questions answered.
Those that show significant interest get a final phone call from the OnGrid CEO
asking for their business.
Strategic Alliances
There's a thriving new landscape of solar software, and we're excited to help empower
the best while bringing new value to OnGrid and our users.
Our active partnerships:
NABCEP. OnGrid gives an ongoing 10% discount to all Solar Pros certified by the
foremost quality-assurance organization. NABCEP features OnGrid software at its
website and in publications. Given both NABCEP's and OnGrid's strong advocacy of
exceptional PV presentation and installation quality, it's an opportune partnership.
18
OnGrid
Admirals Bank. OnGrid software features Admirals Bank's solar loan options for
homeowners with lower FICO credit scores. Admirals in turn has featured OnGrid in
press releases, blog posts, and direct email communication with its Solar Pro network.
Your SolarMate. OnGrid has featured Your SolarMate's PV document processing
service in press releases, and anticipates loosely integrating their service into its
software. Your SolarMate offers a 15% discount to OnGrid software users. Your
SolarMate helps Solar Pros stay focused on selling solar, so we have a strong interest in
connecting their service to our users' processes.
The SfunCube. OnGrid makes its software free to anyone in the SfunCube solar
incubator. The SfunCube gives OnGrid tremendous opportunity to expand its network
and grow its value proposition.
Our top partnership opportunities:
UtilityAPI. The SfunCube-based startup is working to streamline the utility-data
collection process. With OnGrid software integration, what was once a convoluted
process for both Solar Pros and leads will become an afterthought. UtilityAPI and
OnGrid are excited to work together, and OnGrid considers this a great opportunity for
direct new revenue.
SunPower. SunPower is a leading PV manufacturer, with a national network of several
hundred reputable installation-company dealers. They support their dealer network
with a sophisticated PV production model called PVSim. OnGrid has outlined a plan
with SunPower to incorporate PVSim into OnGrid software. Once that happens,
SunPower will introduce OnGrid software to its dealer network (pending
authorization).
Mosaic. Mosaic is a platform for community-based solar financing (enabling
individuals to invest in local solar projects and earn 4-6% returns). We'd like to feature
Mosaic's loan options in our software, and Mosaic will let their installer network know
about it.
19
OnGrid
Genability. OnGrid and Genability have discussed opportunities for collaboration,

including incorporating Genability's bill-savings forecasts into OnGrid software.
OnGrid will navigate this partnership carefully, since Genability could become a direct
competitor.
So Many More! We're hearing about new forward-thinking solar software companies
all the time. A few new companies we're especially intrigued by are Solar Census
(online site analysis), Generaytor (solar social-media platform), and Folsom Labs (smart
solar design tools).
20
OnGrid
The Financials
Revenue Growth
OnGrid is confident that well grow revenue by at least 10% in our first year and at least 20% per
year in the remaining four years of our five-year projection.
This projected revenue growth is based in part on:
The assessed market opportunity

OnGrids software and reputation
Identified sources of new revenue
OnGrids 16% revenue growth over the last two years
Revenue Projections By Year

$800,000
$700,000
$600,000
$500,000
Net Revenue
EBITDA
$400,000
$300,000
$200,000
$100,000
$2015
2016
2017
2018
2019
EBITDA ~ Earnings Before Interest, Taxes, Depreciation, and Amortization
21
OnGrid
A Cautionary Story
OnGrids best year financially was 2009. At that point, OnGrid had no significant
competition. With a lax CEO and no sales and marketing plans, OnGrid was poorly
prepared for the entrance of four serious competitors. OnGrids revenue steadily
declined until Michael Bishop stepped into a leadership role in late 2012. OnGrid turned
around quickly, and revenue has grown 16% since then. More importantly, the
company underwent major internal reorganization, and is now better positioned than
ever to fast-track new revenue growth.
This story is an important reminder that effective management is critical to realizing our
growth projections. The solar industry is moving fast, and complacency isnt an option.
The Full Financial Picture

Please see the appendix for high-level monthly and annual income statements, balance
sheets, and cash flow statements. To view detailed statements with historical data,
please click here to download the source financial model (Excel spreadsheet). Please
note that, as with this business plan, the downloadable financial model is highly
confidential. Please share with professional financial advisers only after ensuring nondisclosure.
22
OnGrid
Glossary
App: An app is a software application thats either accessible online (web app) or is installed
directly on ones computer (offline app). Click to return.
Cloud: The cloud is an alternative term for internet or web. Its become increasingly
popular in recent years as a friendlier (less technical) name. Click to return.
Distributor: Distributors purchase PV system components from manufacturers and resell to
installation companies. This is usually more convenient for installation companies than trying to
purchase directly from manufacturers. Click to return.
Incubator: An organization designed to accelerate the growth and success of entrepreneurial
companies through an array of business support services and resources (entrepreneur.com). Click
to return. Click to return.
Installation Company: An installation company installs PV systems at customer sites. Most
installation companies handle the larger process of finding leads (through marketing), qualifying
and selling them (through a sales process), installation, utility interconnection, applying for
available incentives, and post-installation maintenance. Click to return.
Lead: A lead is a person or organization that has expressed interest in going solar. A Solar Pro
will contact the lead to qualify them and hopefully sell them a PV system. Click to return.
PV: PV is the acronym for photovoltaic, which is a method for generating solar electricity
from sunshine.
Solar Pro: A Solar Pro is someone who sells PV (solar-electric) systems to homeowners and
business owners. A true Solar Pro is committed to doing right for their customers and the solar
industry. Click to return.
Third-Party Financing: An increasingly-popular option where a third party owns the PV
system installed at a customers site. With this option, many customers can go solar with no
money down. The customers total electric-bill savings in this situation is typically 10-15%.
Click to return.
Qualify: To qualify means having a conversation with someone whos expressed interest in
going solar to make sure theyre serious about going forward with it, are in a financial position to
do so, and have adequate space and sunlight at their property. Click to return.
23
OnGrid
Appendix
The appendix includes these financial statements:
Monthly Income Statement (2015)

Monthly Comparative Balance Sheet (2015)
Monthly Cash Flow Statement (2015)
Annual Income Statement (2015 2019)
Annual Comparative Balance Sheet (2015 2019)
Annual Cash Flow Statement (2015 2019)
The full financial model is available here.
24
OnGrid - Monthly Income Statement

Projected
Year 2015
January
February
March
April
May
June
July
August
September
October
November
December
Total Net Revenue

Total Cost of Revenue
23,417
187
23,417
187
23,417
187
25,705
191
26,231
196
26,769
200
27,319
204
27,881
209
28,456
213
29,043
218
29,642
223
30,437
229
Gross Profit
Margin
23,229
99.2%
23,229
99.2%
23,229
99.2%
25,513
99.3%
26,035
99.3%
26,569
99.3%
27,115
99.3%
27,672
99.3%
28,242
99.2%
28,824
99.2%
29,420
99.2%
30,208
99.2%
Operating Expenses:
Total Personnel Expense
Margin
12,269
52.4%
17,269
73.7%
14,769
63.1%
12,269
47.7%
12,269
46.8%
12,269
45.8%
14,769
54.1%
12,269
44.0%
12,269
43.1%
12,269
42.2%
12,269
41.4%
12,269
40.3%
10,621
45.4%
921
3.9%
921
3.9%
921
3.6%
921
3.5%
921
3.4%
921
3.4%
921
3.3%
921
3.2%
921
3.2%
921
3.1%
921
3.0%
420
1.8%
420
1.8%
420
1.8%
420
1.6%
420
1.6%
420
1.6%
420
1.5%
420
1.5%
420
1.5%
420
1.4%
420
1.4%
420
1.4%
4,204
18.0%
1,204
5.1%
13,704
58.5%
1,204
4.7%
1,204
4.6%
13,704
51.2%
1,204
4.4%
1,204
4.3%
13,704
48.2%
1,204
4.1%
1,204
4.1%
13,704
45.0%
Total Professional Services

Margin
Total Sales and Marketing
Margin
Total General and Administrative
Margin
Total Operating Expenses
27,513
Operating Income (EBIT)

Margin
(4,284)
-18.3%
Total Interest Expense

Income Before Provision for Income Taxes
Total Provision for Income Taxes

Margin
Net Income
Margin
19,813
3,416
14.6%
29,813
14,813
14,813
(6,584)
-28.1%
10,700
41.6%
11,222
42.8%
27,313
17,313
14,813
(744)
-2.8%
9,802
35.9%
12,859
46.1%
27,313
929
3.3%
14,813
14,813
14,011
48.2%
14,606
49.3%
27,313
2,895
9.5%
5,660
5,634
8,407
5,581
5,553
8,326
5,498
5,470
8,241
5,412
5,382
8,152
(9,944)
(2,218)
(14,991)
5,119
5,669
(9,070)
4,304
7,390
(7,312)
8,599
9,224
(5,257)
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
(9,944)
-42.5%
(2,218)
-9.5%
(14,991)
-64.0%
5,119
19.9%
5,669
21.6%
(9,070)
-33.9%
4,304
15.8%
7,390
26.5%
(7,312)
-25.7%
8,599
29.6%
9,224
31.1%
(5,257)
-17.3%
OnGrid - Monthly Comparative Balance Sheet

Projected
Year 2015
Dec 31
Jan 31
Feb 28
Mar 31
Apr 30
May 31
Jun 30
Jul 31
Aug 31
Sep 30
Oct 31
Nov 30
Dec 31
Assets
Current Assets
Cash
65,000
53,216
49,132
44,749
35,449
39,171
53,127
30,429
35,788
63,917
32,928
40,034
82,629
500,000
500,000
500,000
500,000
500,000
500,000
500,000
500,000
500,000
500,000
500,000
500,000
500,000
565,000
553,216
549,132
532,249
535,449
539,171
528,127
530,429
535,788
526,417
532,928
540,034
532,629
1,840
1,866
1,893
1,919
1,947
1,974
2,002
2,030
2,059
2,088
2,118
2,148
2,178
Seller Loan - Non-Current Portion
398,160
396,294
394,401
392,482
390,535
388,561
386,559
384,528
382,469
380,381
378,263
376,116
373,937
Network Loan - Non-Current Portion
140,000
140,000
140,000
140,000
140,000
140,000
140,000
140,000
140,000
140,000
140,000
140,000
140,000
25,000
25,000
25,000
25,000
25,000
25,000
25,000
25,000
25,000
25,000
25,000
25,000
25,000
(9,944)
(12,161)
(27,152)
(22,033)
(16,364)
(25,434)
(21,130)
(13,741)
(21,053)
(12,453)
(3,229)
(8,487)
549,132
532,249
535,449
539,171
528,127
530,429
535,788
526,417
532,928
Fixed Assets
OnGrid Software
Less: Accumulated Depreciation
Total Assets
(12,500)
(25,000)
(37,500)
(50,000)
Liabilities
Current Liabilities
Seller Loan - Current Portion
Network Note - Current Portion
Non-Current Liabilities
Equity
Stockholder Equity
Paid-in Capital
Retained Earnings
Total Liabilities and Equity
565,000
553,216
540,034
532,629
OnGrid - Monthly Cash Flow

Projected
Year 2015
December
Net Annual Income (from P&L)

Add Back Depreciation
Subtract Debt Repayments
Beginning Balance
Annual Cash Change
Ending Balance
65,000
65,000
January
Beginning Balance
Annual Cash Change
Ending Balance
March
April
May
June
(9,944)
(1,840)
(2,218)
(1,866)
(14,991)
12,500
(1,893)
5,119
(1,919)
5,669
(1,947)
(9,070)
12,500
(1,974)
65,000
(11,784)
53,216
53,216
(4,084)
49,132
49,132
(4,384)
44,749
44,749
3,200
47,949
47,949
3,722
51,671
51,671
1,456
53,127
July

February
August
September
October
November
December
4,304
(2,002)
7,390
(2,030)
(7,312)
12,500
(2,059)
8,599
(2,088)
9,224
(2,118)
(5,257)
12,500
(2,148)
53,127
2,302
55,429
55,429
5,359
60,788
60,788
3,129
63,917
63,917
6,511
70,428
70,428
7,106
77,534
77,534
5,095
82,629
OnGrid - Income Statement

Projected >>
2015
2016
2017
2018
2019
Total Net Revenue

Total Cost of Revenue
321,733
2,446
388,480
2,935
467,776
3,523
562,131
4,227
670,557
5,072
Gross Profit
Margin
319,287
99.2%
385,544
99.2%
464,253
99.2%
557,904
99.2%
665,485
99.2%
Operating Expenses:
Total Personnel Expense
Margin
157,224
48.9%
189,286
48.7%
252,360
53.9%
268,690
47.8%
287,107
42.8%
20,750
6.4%
10,050
2.6%
10,251
2.2%
10,456
1.9%
10,665
1.6%
5,040
1.6%
9,041
2.3%
15,022
3.2%
16,222
2.9%
17,626
2.6%
67,444
21.0%
69,899
18.0%
81,475
17.4%
82,386
14.7%
83,458
12.4%
Total Professional Services

Margin
Total Sales and Marketing
Margin
Total General and Administrative
Margin
Total Operating Expenses
250,458
278,276
359,107
377,754
398,856
Operating Income (EBIT)

Margin
68,829
21.4%
107,269
27.6%
105,146
22.5%
180,150
32.0%
266,629
39.8%
Total Interest Expense
77,316
72,929
48,441
32,983
17,870
Income Before Provision for Income Taxes
(8,487)
34,339
56,705
147,167
248,759
Total Provision for Income Taxes

Margin
Net Income
Margin
0.0%
8,187
23.8%
14,189
25.0%
53,655
36.5%
102,256
41.1%
(8,487)
-2.6%
26,153
6.7%
42,516
9.1%
93,512
16.6%
146,503
21.8%
OnGrid - Comparative Balance Sheet

Projected
Dec 31, 2014
Dec 31, 2015
Dec 31, 2016
Dec 31, 2017
Dec 31, 2018
Dec 31, 2019
Assets
Current Assets
Cash
65,000
82,629
80,511
70,358
146,061
75,197
500,000
500,000
500,000
500,000
500,000
500,000
(50,000)
(100,000)
(150,000)
(200,000)
(250,000)
565,000
532,629
480,511
420,358
446,061
325,197
23,884
78,271
102,670
67,809
127,366
70,000
70,000
Seller Loan - Non-Current Portion
376,116
297,845
195,175
127,366
Network Loan - Non-Current Portion
140,000
140,000
140,000
70,000
70,000
25,000
25,000
25,000
25,000
25,000
25,000
(8,487)
17,666
60,183
153,695
300,197
480,511
420,358
446,061
325,197
Fixed Assets
OnGrid Software
Less: Accumulated Depreciation
Total Assets
Liabilities
Current Liabilities
Seller Loan - Current Portion
Network Note - Current Portion
Non-Current Liabilities
Equity
Stockholder Equity
Paid-in Capital
Retained Earnings
Total Liabilities and Equity
565,000
532,629
OnGrid - Cash Flow

Projected
2014
2015

Beginning Balance
Annual Cash Change
Ending Balance
65,000
65,000
2016
2017
2018
2019
(8,487)
50,000
(23,884)
26,153
50,000
(78,271)
42,516
50,000
(102,670)
93,512
50,000
(137,809)
65,000
17,629
82,629
82,629
(2,118)
80,511
80,511
(10,153)
70,358
70,358
5,703
76,061
146,503
50,000
(197,366)
76,061
(864)
75,197

Business Plan Merged

Enviado por

Dados do documento

Título original

Direitos autorais

Formatos disponíveis

Compartilhar este documento

Compartilhar ou incorporar documento

Opções de compartilhamento

Você considera este documento útil?

Este conteúdo é inapropriado?

Direitos autorais:

Formatos disponíveis

Business Plan Merged

Enviado por

Direitos autorais:

Formatos disponíveis

CONFIDENTIAL

Software for solar presentations that excite and win business

Prepared August 2014

The Solar Industry ............................................................................................................ 12

Solar Pros at small-to-medium sized installation companies

OnGrid gives the software free to:

Michael Bishop, President. Responsibilities include but aren't limited to:

Execute on business plan to achieve and surpass projected revenue growth

Software quality assurance

Lead and manage user onboarding

(-) Created by Clean Power Finance as a vehicle to sell their financing

(-) The founders have no experience selling solar

(-) Outdated software design

(-) Poor marketing

(-) Functionality limitations

* Greentech Media's U.S. Solar Market Insight 2013

* The Solar Foundation's 2013 National Solar Jobs Census

Our Key Customer

Sells PV systems at an installation company with at least 3 other Solar Pros

Getting the Word Out

OnGrid is in a strong position to increase software pricing.

Genability. OnGrid and Genability have discussed opportunities for collaboration,

The assessed market opportunity

Revenue Projections By Year

EBITDA ~ Earnings Before Interest, Taxes, Depreciation, and Amortization

The Full Financial Picture

Monthly Income Statement (2015)

The full financial model is available here.

OnGrid - Monthly Income Statement

Total Net Revenue

Total Professional Services

Operating Income (EBIT)

Total Interest Expense

Total Provision for Income Taxes

OnGrid - Monthly Comparative Balance Sheet

Seller Loan - Non-Current Portion

Network Loan - Non-Current Portion

Total Liabilities and Equity

OnGrid - Monthly Cash Flow

Net Annual Income (from P&L)

Net Annual Income (from P&L)

OnGrid - Income Statement

Total Net Revenue

Total Professional Services

Operating Income (EBIT)

Total Interest Expense

Income Before Provision for Income Taxes

Total Provision for Income Taxes

OnGrid - Comparative Balance Sheet

Dec 31, 2015

Dec 31, 2016

Dec 31, 2017

Dec 31, 2018

Dec 31, 2019

Seller Loan - Non-Current Portion

Network Loan - Non-Current Portion

Total Liabilities and Equity

OnGrid - Cash Flow

Net Annual Income (from P&L)

Você também pode gostar