Industry with a Wind in its Sails

Ron Loch
May 25th, 2010

A hot wind is blowing in Dallas and it has nothing to do with the 90+ temperatures.  I’m at WINDPOWER 2010 and there’s no mistaking an industry on the move.  

This year’s conference has 200 more exhibitors than last year’s and attendance is expected to approach 20,000. Conversations on the floor are consistent with the Wind Industry Monitor poll – the industry in the U.S. needs a boost from a clear energy policy. There is particular support of a Renewable Electricity Standard

However, judging by the booths and traffic, companies are not taking a “wait-and-see” attitude.  They are obviously investing in sales and marketing judging by the size and complexity of the booths.  

Balancing the need for energy policy advocacy and immediate sales seems to be the most pressing communications issue they face.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

Greentech: Engine vs. Bandwagon Jumper

Ron Loch
May 19th, 2010

Michael Kanellos at Greentech Media wrote a great perspective earlier this month, “Why There is No Google of Green,” where he provides eight reasons why the greentech revolution is different than the Internet. 

While he’s spot-on about the reasons why there’s a difference, the fact he felt compelled to write the piece has me concerned.  

He writes that not a week goes by that someone doesn’t ask the question, “Where is the Google of green?”  Couple that with statements by corporate executives and venture capitalists that greentech will be “larger than the Internet” – and greentech has the hallmarks of a bandwagon.  

The greentech and renewable energy space is decades old, and it’s certainly seen its share of advancements and setbacks.  In fact, few people realize that in the early 1900s electric cars outnumbered gasoline automobiles.

What’s currently fueling the excitement among market watchers are recent developments, including the approval of the first U.S. large scale, offshore wind farm, the proposed Senate climate and energy bill, and a worldwide recognition that we must control carbon emissions.

That’s great because it attracts more investment. But, on the flip-side, you inevitably have an influx of service providers looking to exploit early stage enthusiasm to maximize short-term income.   

As new technologies approach commercialization, they often get a second look by the supply chain which can lead to a “too-good-to-be-true” narrative.

Companies in the greentech space need partners – whether lawyers, business consultants or communications agencies – that can navigate them through the challenges that inevitably follow launch to ensure they prosper and succeed.

After all, every bandwagon will have its share of jumpers, but they do nothing to move the float forward.  For that, you need an engine.  

That’s the thinking behind the recent announcement from Gibbs & Soell about our new greentech and sustainability practice. It’s an engine powered by a depth of client experience with clean technologies and sustainable practices.

Check us out, and contact me at rloch@gibbs-soell.com or (847) 519-9150 to learn more about our work.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

A Blooming Good Launch Strategy

Ron Loch
February 28th, 2010

Last week, Bloom Energy Corporation officially introduced its much anticipated “Bloom Box” fuel cell technology.  We got a preview of the technology on Sunday when Leslie Stahl of 60 Minutes ran a story about K.R. Sridhar, the CEO of Bloom Energy and his promising technology. 

In it, Stahl calls Sridhar an “idealist” because he believes that his technology will be in every home in America, to which he responds, “It’s about seeing the world as what it can be, not what it is.” 

That forest-for-the -trees thinking is not only refreshing, but also necessary for innovation to thrive.  However, from a communications standpoint, it often has a very short shelf-life.  It captures attention and inspires hope, but then it can quickly expire to be replaced by skepticism which may even turn to derision. 

Forget “what have you done for me lately,” we have become a “what are you doing for me now society.”  This makes launching new technology extremely difficult.  Launch too soon and you risk inviting an avalanche of skepticism about price, scalability and performance.  Launch too late and you risk losing financing or a competitive advantage.

Bloom seems to have taken a good approach.  Their official coming out party featured a list of impressive customers including eBay, Google, Bank of America, Fed-Ex.  Too often new technology companies, particularly in the greentech arena, launch at the concept or prototype stage to great fanfare only to find that their technology isn’t commercially scalable.  Maybe Bloom’s financial backer, Kleiner Perkins Caulfield & Byers, learned an important lesson from the launch of Segway, which it also funded. 

Segway garnered nearly the same amount of media interest as Bloom at launch, but had no customers, was seen as an “expensive high-tech scooter” and was relying on communities to change their pedestrian laws to ensure market penetration.  Subsequently, Segway is looked at as an interesting niche technology that never lived up to the hype.  Bloom’s fuel cell is also expensive and high tech, but by keeping quiet until it proved its concept with major brand owners before launch, it hits the stage with a level of credibility that can blunt skepticism that typically accompanies major technology launches. 

The inspiration for the Bloom fuel cell technology was an oxygen-producing device Sridhar invented for NASA to help future astronauts breathe on Mars.  That proposed Mars mission involved a layover on the Moon.  It appears Bloom is taking a similar layover strategy by having first established a base with large businesses before venturing on to the consumer market. That too will be a long expensive and perilous journey, but at least they’ve had a successful launch.  I think it’s a model other greentech startups should consider.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations.)