1. 1 Cleantech Open Confidential Information – All Rights Reserved
Webinar Q & A Session –Product /Market Validation-
Worksheet 4
Tuesday, July 30, 2013

2. 2 Cleantech Open Confidential Information – All Rights Reserved
Q & A Session 1- Product/Market Validation
• Q 1. How did EcoFactor get a meeting with Comcast?
– A. Through CTO network. You have to elaborate your network. Your mentors are happy to give
introductions.
• Q 2. What would EcoFactor presentation have looked like before they had VC funding or major
customers?
– A. It was based on the premise that there was a market opportunity. EcoFactor was projecting the
future need of Comcast. They understood that once there is Wifi at homes, that enables to monitor
devices.
• Q 3. So what was the value proposition to Comcast?
– A. Comcast has a revenue stream of cable tv, but needs other sources of revenue, since people are
using more and more smart phones. Comcast can get customer information: when they are at
home, who is home etc. so they will have useful information and do their business on that.
EcoFactor was projecting out. They can provide the analytics of homes (what time of the day people
are home, in which rooms, how many etc) for Comcast.
• Q 4. Did EcoFactor have to demonstrate to Comcast primary customer demand?
– A. No they did not have to demonstrate that. Comcast had that already.
• Q 5. Is there an equivalent of SCC filing for a company operating on a non-US base company for a non-
US market?
– A. Please send an e-mail to Niraj Kohli. (nkohli@aol.com)

3. 3 Cleantech Open Confidential Information – All Rights Reserved
Q & A Session 1- Product/Market Validation
• Q 6. How did ARI (Atmosphere Recovery) determine their share of the market?
– A. They are a new entrant in the market, and their market is what they believe they can capture.
• Q 7. All our direct competitors are very small and no data is available on them other than what appears
on their websites. What to do?
– A. Talk to customers, look at the existing participants, look at the larger landscape, those who play
in that market place, this will give you information. Any one source of data is not the only solution,
you have to look at several sources. Don’t get lost in the details! Cooperate with the company that
is close by, like EcoFactor is cooperating with Comcast.
– Small competitors - may be able to get RMA (Robert Morris Associates) data used by banks for
lending. All financial stuff, but can get key data like margins.
• Q 8. Most industry reports from top research firms are very expensive. Are there any affordable
alternatives? How do you obtain analyst information without spending a fortune?
– A. These analyses might be very prices. Investments firms can also give out research.
• Q 9. How can we get information about competitors that have failed?
– A. Customers and suppliers might tell you.
• Q 10. Can you do both direct and partnered channels?
– A. Yes you can