CleanTechies Podcast

<p>#287 CleanTechies Pod: David Reasenberg | Heliene | U.S. Solar Manufacturing & Policy-Driven Sales</p><p>How Heliene is leveraging "commercial curiosity," open-book pricing, and deep policy knowledge to scale a massive domestic solar supply chain.</p><p><strong>Listen on:</strong> <a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">Apple Podcasts</a> <strong>|</strong> <a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">Spotify</a> <strong>|</strong> <a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">YouTube</a> <strong>|</strong> <a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">Pocket Casts</a></p><p>About This Episode</p><p>In the world of solar modules, price has become the main factor for many buyers. The products have nearly all become commodities. However, things changed when the Foreign Entity of Concern regulations were passed under the IRA.</p><p>Now, domestic producers are heavily favored. However, it’s not an automatic sale. There is still a lot of nuance that goes into how you sell your product, even when you are a US-Based manufacturer.</p><p>Our goal today is to learn those tricks from our guest, <a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">David Reasenberg</a>. The Chief Commercial Officer at <a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">Heliene</a>. One of (if not <em>the</em>) leading solar module manufacturers in the U.S. They have 1.3 GW of capacity, which has created hundreds of jobs.</p><p>Today we cover how they have become so good at ‘policy cycle’ driven selling, opening their books, and hiring and motivating a team that can stick around during the ups and downs of the solarcoaster.</p><p>Any company in CleanTech will get some value out of this discussion on how to build a kick-ass sales team.</p><p>🤝 Our Sponsors</p><p><a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915"><strong>Lehmann’s Terms</strong></a><strong>:</strong> Clear, concise media and communications training to help climate tech founders nail high-stakes moments with investors, on stage, or on TV.</p><p><a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915"><strong>Climate Finance Solutions (CFS)</strong></a><strong>:</strong> A global consulting firm helping climate tech companies navigate the full funding lifecycle. CFS has secured over $1.6B in government grants with a 90%+ success rate.</p><p><a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915"><strong>ErthSearch</strong></a><strong>:</strong> Fast, accurate, and affordable CleanTech recruiting. Leverage a deep network to find specialized sales, engineering, and executive talent on a guaranteed placement basis.</p><p>⏱️ Key Timestamps</p><p><strong>00:00</strong> – Intro & The CleanTechies AI Chatbot</p><p><strong>04:38</strong> – David’s background & Heliene’s North American manufacturing history</p><p><strong>07:16</strong> – Scaling to 1.3 GW capacity & navigating multi-gigawatt deals</p><p><strong>10:03</strong> – How the IRA & Foreign Entity of Concern rules shifted the solar policy landscape</p><p><strong>13:50</strong> – Building a sales engine built around the "capital stack"</p><p><strong>19:24</strong> – Hiring for “commercial curiosity” and high-agency sales management</p><p><strong>22:42</strong> – Breaking silos and building open-source knowledge floors for reps</p><p><strong>34:30</strong> – Policy-driven sales cycles & IRS Safe Harbor rules</p><p><strong>41:19</strong> – The transparency moat: Why "open-book" pricing builds trust</p><p><strong>45:57</strong> – Training teams on adjacent experience over pre-existing Rolodexes</p><p><strong>51:20</strong> – Macro outlook: AI data centers and rising grid demands</p><p><strong>Connect with us:</strong></p><p><a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">Connect with Silas on LinkedIn</a></p><p><a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">Follow CleanTechies on LinkedIn</a></p><p><a target="_blank" href="https://cleantechies.substack.com/publish/post/198803915">Subscribe to our YouTube channel</a></p><p><em>Disclaimer: This podcast is NOT investment advice. Do your homework and due diligence before investing in anything discussed.</em></p> <br/><br/>This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit <a href="https://cleantechies.substack.com/subscribe?utm_medium=podcast&#38;utm_campaign=CTA_2">cleantechies.substack.com/subscribe</a>

<p>Here is a scannable, engaging show description tailored for your RSS feed based on the episode details:</p><p>#286 A Media Training Expert Gives Away His Most Powerful Secrets | Michael Lehmann (Lehmann's Terms)</p><p>In clean tech, building a groundbreaking solution is only half the battle—you also have to know how to explain it clearly when it matters most. Whether you are pitching investors, taking the stage at a conference, or presenting on Capitol Hill, a wordy explanation can cost you massive opportunities.</p><p>In this episode, we sit down with <strong>Michael Lehmann</strong>, founder of <a target="_blank" href="https://ltmediatraining.com/"><strong>Lehmann’s Terms</strong></a>, a premier climate communications and media training firm. Michael has prepared leaders for hundreds of national media appearances and navigated high-stakes political landscapes. He shares his ultimate playbook on how founders can deliver potent, concise messages, avoid the "PhD-level explanation trap," and frame climate tech in a way that wins bipartisan support.</p><p>📝 Key Topics Covered:</p><p><strong>00:00</strong> – Intro & Special Announcement: The CleanTechies AI Chatbot.</p><p><strong>03:58</strong> – Getting to know Michael Lehmann and the origin of Lehmann’s Terms.</p><p><strong>09:21</strong> – Core Messaging: Why clarity and being concise are your ultimate weapons.</p><p><strong>13:06</strong> – Panel Tactics: Talk less, be potent, and stop reading bulleted lists.</p><p><strong>16:04</strong> – Bipartisan Growth: Why alienating half the political aisle prevents your startup from scaling.</p><p><strong>21:18</strong> – Adapting your framing for different audiences without losing your authenticity.</p><p><strong>31:08</strong> – The TV Formula: Hitting the 45-second sweet spot with a headline and a punchy close.</p><p><strong>36:29</strong> – Pitching Investors: Stop reading your slides and avoid the “PhD level” explanation trap.</p><p><strong>41:21</strong> – Surviving Capitol Hill: How to navigate lawmakers and defuse hostile questions.</p><p><strong>55:06</strong> – The ultimate bipartisan hook: Lowering emissions while making money and boosting American business.</p><p><strong>01:01:01</strong> – Optimism over Doom: Why building the future is a better pitch than climate fear.</p><p>🔗 Helpful Links:</p><p><strong>Connect with the Guest:</strong> Connect with <a target="_blank" href="https://www.linkedin.com/in/michael-lehmann-b939b5126/?skipRedirect=true"><strong>Michael Lehmann</strong></a> or visit <a target="_blank" href="https://ltmediatraining.com/"><strong>Lehmann's Terms</strong></a> to elevate your next media or pitch opportunity.</p><p><strong>Connect with Silas:</strong> Follow <a target="_blank" href="https://www.linkedin.com/in/silasmahner/"><strong>Silas Mähner on LinkedIn</strong></a>.</p><p><strong>Follow the Show:</strong> Join the community on the <a target="_blank" href="https://www.linkedin.com/company/clean-techies/"><strong>CleanTechies LinkedIn Page</strong></a> and subscribe to our <a target="_blank" href="https://www.youtube.com/channel/UCvjpEzgBthUX81FWG76CKJg"><strong>YouTube Channel</strong></a>.</p><p>🤝 Check Out Our Sponsors:</p><p><a target="_blank" href="https://www.climatefinancesolutions.com/"><strong>Climate Finance Solutions (CFS)</strong></a><strong>:</strong> A global consulting firm that has helped climate tech companies secure over $1.6 billion in government grant funding with a 90%+ success rate.</p><p><a target="_blank" href="https://erthsearch.com/"><strong>ErthSearch</strong></a><strong>:</strong> Fast, accurate, and affordable CleanTech recruiting. Leverage an unparalleled network to find specialized engineering, sales, and executive talent with a guaranteed placement model.</p><p><strong>Disclaimer:</strong> This podcast is NOT investment advice. Do your homework and due diligence before investing in anything discussed on this podcast.</p> <br/><br/>This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit <a href="https://cleantechies.substack.com/subscribe?utm_medium=podcast&#38;utm_campaign=CTA_2">cleantechies.substack.com/subscribe</a>

<p>00:00 – Intro & Sponsors: Lehmann's Terms, Climate Finance Solutions, and EarthSearch.</p><p>03:27 – Robert’s background: 30+ years in semiconductors to 3D printing batteries.</p><p>06:59 – Reinventing additive manufacturing: Printing multi-material active devices.</p><p>14:27 – Addressing the 5 battery pillars: Safety, cost, performance, longevity, and recyclability.</p><p>20:24 – The economics: Cutting production costs by 60% and waste to under 1%.</p><p>24:01 – Sakuu's asset-light business model and equipment licensing.</p><p>32:14 – Gigafactory vs. Microfactory: The extreme flexibility of 3D printing.</p><p>41:42 – Re-industrializing America and making onshoring a bipartisan issue.</p><p>52:19 – Team building: Why you should hire for attitude and train your replacement.</p> <br/><br/>This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit <a href="https://cleantechies.substack.com/subscribe?utm_medium=podcast&#38;utm_campaign=CTA_2">cleantechies.substack.com/subscribe</a>

<p><strong>00:00</strong> – Intro & Sponsors: Lehmann's Terms, Climate Finance Solutions, and EarthSearch.</p><p><strong>03:19</strong> – The Origin of Reservoir: Why target the water heater?</p><p><strong>06:33</strong> – The Data: Why heating water uses more energy than driving an EV.</p><p><strong>16:06</strong> – The Innovator's Dilemma: Why legacy appliance companies struggle to innovate beyond incremental updates.</p><p><strong>20:20</strong> – Pricing Strategy: How vertical integration allows Reservoir to stay cost-competitive while offering a premium product.</p><p><strong>25:16</strong> – Smart Features: Predictive recirculation (no-wait showers), freeze protection, and leak mitigation.</p><p><strong>36:08</strong> – "Party Mode": How an inline booster heater gives a 50-gallon tank the capacity of a 150-gallon tank.</p><p><strong>40:58</strong> – The Faucet Remote Control: Using an ultrasonic flow meter to operate your water heater by simply tapping your sink faucet.</p><p><strong>44:24</strong> – Building a Hardware Team: The Formlabs Mafia and why every startup employee needs the "take out the trash" mentality.</p><p><strong>49:56</strong> – Thermal Batteries & VPPs: How connecting 50,000 smart water heaters equals the capacity of a data center.</p> <br/><br/>This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit <a href="https://cleantechies.substack.com/subscribe?utm_medium=podcast&#38;utm_campaign=CTA_2">cleantechies.substack.com/subscribe</a>

<p><strong>00:00</strong> – Intro & Sponsors: Lehmann's Terms, Climate Finance Solutions, and EarthSearch.</p><p><strong>03:48</strong> – What is Dreamstar Lines?: Bringing overnight sleeper trains to the LA-SF route.</p><p><strong>04:39</strong> – The Strategy: Using existing Union Pacific tracks to bypass the nightmare of building new rail infrastructure.</p><p><strong>08:03</strong> – The Bottleneck: Why building new rail in the US is a million-variable problem.</p><p><strong>14:38</strong> – Making Trains Sexy: Why you must start with a premium product to change consumer behavior (The Tesla Model).</p><p><strong>26:29</strong> – Customer Discovery: Why they added an auto-ferry service and pet-friendly private accommodations.</p><p><strong>31:28</strong> – The Autonomous Future: How Robotaxi fleets will solve the last-mile problem for train travelers.</p><p><strong>39:40</strong> – Regulation vs. Innovation: Why the US needs a new generation of "builder" legislators.</p><p><strong>46:52</strong> – Zoning is Anti-American: The housing crisis and the case for creating special economic zones for experimentation.</p><p><strong>55:09</strong> – Sustainability: The carbon emissions of rail vs. flying, and the future of hybridized rail tech.</p> <br/><br/>This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit <a href="https://cleantechies.substack.com/subscribe?utm_medium=podcast&#38;utm_campaign=CTA_2">cleantechies.substack.com/subscribe</a>