CleanTech WebLog

CleanTech WebLog focuses on two primary communities:

* corporate executives who want to reap the benefits of “going green”
* businesspeople involved in bringing cleantech products to market

Corporations “Going Green”
Our sustainability commentary focuses on tips, information and best practices for corporate executives who are trying to sort out which environmental issues deserve management attention and resources, and which are merely distractions. We help navigate the “green biz buzz” (the flood of media coverage and information that can overwhelm a busy executive) and share knowledge about how to get started and how to move forward with a coherent sustainability plan. Our philosophy is that a clear environmental sustainability strategy and implementation plan will enable corporations to “do well while doing good” and reap the benefits of reduced costs, improved reputation and increased topline results.

CleanTech Success – From Concept to Revenue to Marketplace Traction
Topics are aimed at entrepreneurs, executives, investors and service providers involved in the cleantech industry. We define cleantech as technology that enables or facilitates efficient use, re-use, recycling or conservation of natural resources. This definition encompasses not only alternative energy and energy efficiency, but also technologies supporting sustainable building, industry and agriculture, water conservation, clean air and waste recycling.

We apply the sales, marketing and business principles we know through our own experience and also share the knowledge of other experts in this rapidly developing industry. We explore issues of how cleantech companies are similar and different from other technology companies, and which marketing and sales practices have worked for those cleantech organizations that are experiencing success. Other topic areas include strategies to generate revenue and gain market traction, choosing sales channels, knowing your market, opportunities and pitfalls in promoting cleantech products, pricing your products and winning against the competition.

About the Authors
The authors of the blog, Kathleen Gilligan and Karen “KJ” Janowski, have lived and worked in Silicon Valley for many years, helping technology companies launch their products, increase their market share, and create dependable, predictable revenue streams. We share a long-time interest in the environment and sustainability. We are the co-founders of EcoStrategy Group, a consultancy focused on helping companies to develop and implement sustainability plans that create economic advantage.

Kathleen Gilligan

For over 25 years, Kathleen’s leadership approach has built successful organizations. During her career, Kathleen has consistently demonstrated an ability to drive revenue and gain market share in very competitive environments, ranging from early stage, venture backed start-ups to public companies.

Kathleen is a founding member of Array Partners, a consultancy formed in 2006 to help companies bring their products to market and create rapid paths to revenue. Kathleen heads the clean technology practice area. Other areas of focus for Array Partners are media and wireless communications, information technology, and market launch for companies entering the United States.

Kathleen’s past experience includes executive positions at Symantec, AMR Research and OnDemand, as well as deep experience in enterprise and channel sales, marketing, and communications. She has managed teams as small as two and as large as sixty. Kathleen has long had an interest in environmental issues, and the emergence of technology solutions to planetary issues has provided a great opportunity to merge personal and professional interests.

In the past, Kathleen has worked as an executive coach and mentor through the Growth and Leadership Center and Small Business Incubator. She served as a member of the board of directors for Kurant Corporation from 1999-2001. Recently, she completed an assignment as an interim-CEO for an enterprise software company. Kathleen is the Alumni Chair for the California Cleantech Open, a premier cleantech business plan competition. She mentored one of 2007’s finalist teams.

Karen “KJ” Janowski

During her more than 25-year career, KJ has launched over 30 technology products that collectively generated over $500 million in revenue from both business and consumer markets. She has worked with a wide range of technology clients of all sizes, from startups such as Adaptive Planning, LoopNet (now public), Nextance and Siperian, to larger public companies like Plantronics, Logitech, Cisco and Adobe.

Most recently, KJ served as the Managing Director of Evidence-Based Marketing, a consultancy focused on improving the business impact of marketing and “connecting the dots” between marketing activities and business outcomes. Previously, she was founder and principal of marketing consultancy, KJ & Co. KJ’s prior background includes 12 years in VP Marketing roles for Quantum, Resumix, VideoStream, and Electronic Arts. She has been a member of four pre-IPO startup management teams.

KJ’s interest in sustainability dates back to the first Earth Day in 1970, when she was inspired to help establish a recycling center at her high school (before curbside recycling pickup was invented). She is a pragmatic environmentalist and strongly believes in balancing the conservation of natural resources with economic development. She volunteers with Sustainable Silicon Valley, a collaboration of businesses, governments and NGOs identifying and addressing environmental pressures in the Valley. She is currently studying environmental sciences.

KJ earned a BS from the University of California at Berkeley and an MBA from Stanford University.

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