We are now entering the early growth stages of what will surely become a giant global industry - energy storage - which

will both support and compete with conventional generation, transmission and distribution resources. The evolution of

the industry will lead to new business models and the creation of new companies that make, apply and operate storage

assets to help the grid work more reliably and cost-effectively, while decreasing unwanted environmental impacts.

While in North America right now most grid-scale applications lack the right mix of regulatory support, costs, revenues

and other attributes to be economically viable opportunities, some applications can and will generate an attractive return

on investment today and represent a sizable and accessible market. These applications include frequency regulation, T&D

deferral and/or substitution, renewable integration, and building energy management (BEM).

At just over 300 pages, this comprehensive new report pinpoints the most promising energy storage applications,

geographic markets and market segments, and discusses the best business models and competitive strategies. The report

also profiles over 150 companies that are active in the North American storage industry, including 25 that are particularly

well positioned to succeed.

Grid-Scale enerGy StoraGe in north america 2013: Applications, Technologies and Suppliers Chet Lyons, Consultant

Leaders (15 of 25) Innovators (15 of 72) Seekers (15 of 22) Supporters (15 of 18) Disruptors (15 of 22)

Source: GTM Research

table of contentS

1. Executive Summary

2. Introduction and Overview

2.1 Why This Report?

2.2 What is in This Report and How to Use it

3. Key Lessons Learned

3.1 What’s Working

3.2 What Isn’t Working

3.3 What CEOs Think About Key Issues

3.4 The Best Grid-Scale Storage Applications

3.5 The Most Promising Markets and Segments

3.6 Business Strategies That Can Win

3.7 Market Predictions

3.8 Game Changers

3.9 Summary and Recommendations

4. Regulatory and Public Policy Market Drivers

4.1 Regulatory Reform is Key to Large-Scale

Market Demand

4.2 FERC Regulations

4.3 State Policy and Legislation

4.4 Federal Policy and Legislation

5. Other Industry Market Drivers

5.1 Renewables Integration

5.2 Improved Cost Performance

5.3 Understanding of Storage Benefits is Improving

5.4 Industry Lobbying and Education

6. Market and Industry Constraints

6.1 More Regulatory Push Needed to Create

Market Demand

6.2 Balance Sheets Will Play a Defining Role

6.3 Project Financing for Grid-Scale Storage

6.4 Fragmented Regulations Increase Market

Entry Costs

6.5 Utility Industry Culture

6.6 Manufacturing Capacity Shortage

7. What Storage Company CEOs Think About Key Issues

7.1 Cost of Storage

7.2 The Future of Li-Ion Batteries

7.3 Power Versus Energy Applications

7.4 Regulatory and Policy Intervention

7.5 Transitional Business Strategies

7.6 Foreign Markets

7.7 Safety and Environmental Concerns

7.8 Impact of Natural Gas Pricing

7.9 Disruptive Technologies

7.10 Project Financing

8. The Best Grid-Scale Energy Storage Applications

8.1 Fast Response Frequency Regulation

8.2 Renewables Energy Balancing for Grid Stability

8.3 Transmission and Distribution Deferral/

Substitution

8.4 Peak Power Substitution

8.5 Building Energy Management

9. The Best Geographic Markets and Segments

9.1 Organized RTOs/ISOs

9.2 California

99.3 Texas

9.4 Islands and Small and/or Weak Grids

9.5 Municipal Utilities and Cooperatives

9.6 Federal and State Government

9.7 Military Microgrids

10. Case Study on Beacon Power Corporation

10.1 Overview

10.2 Events that Led to Beacon’s Bankruptcy

and Sale

10.3 Was the DOE’s Investment in Beacon in the

National Interest?

11. Business Strategies That Can Win

11.1 Be a Low-Cost Provider

11.2 Pursue Niche Applications and Markets

11.3 Deliver Safety as A Defining Differentiator

11.4 Bring Project Financing Into the Picture

11.5 Become A Merchant Project Developer

11.6 Enter Fast-Growth Markets Early

11.7 Leverage Niche Distribution Channels

11.8 Be Disruptive

11.9 Recruit Corporate Strategic Partners

11.10 Deploy Internationally

11.11 Transitional Strategies

11.12 Fast Follower Market Entry

12. Strategy Principles and Avoiding Common Failure Patterns

12.1 Deliver Total Customer Value

12.2 Adapt to Long Project and Sales Lead Times

12.3 Make Technologies and Companies Bankable

12.4 Avoid the Trap of Multiple Value Streams

12.5 Focus on Applications with Proven Market

Demand

12.6 Use Partners to Deploy in Multiple Markets

12.7 Rethink Approaches to Capital Formation

13. The Future of The Energy Storage Industry

13.1 Emerging Grid-Scale Applications

13.2 Disruptive Technologies

14. Industry Segmentation

14.1 GTM Research’s Categorization of Industry

Players

14.2 Classic Segmentation View of Players

14.3 25 Companies Well Positioned for Success

15. Company Profiles

15.1 Leaders

15.2 Innovators

15.3 Seekers

15.4 Disruptors

15.5 Supporters

16. Appendix

16.1 Storage Applications Overview

16.2 Storage Technologies Overview

16.3 History of Beacon Power Corporation

16.4 Index of Companies by Industry Segment

16.5 Index of Storage Companies by

Technology Type

16.6 Comprehensive Index of 150 Companies

(Alphabetical List)

16.7 Industry Associations

16.8 Department Of Energy

16.9 Key State and Municipal Agencies

16.10 Utility and Related Organizations

16.11 Federal Energy Regulatory Commission

16.12 North American Electric Reliability Corporation

16.13 The Essential Grid-Scale Energy Storage Library

16.14 Acronyms

16.15 Other Resources

companieS covered

• 1Energy Systems

• 24M

• A123 Systems

• ABB

• AES Energy Storage

• Altairnano

• Amber Kinetics

• Ambri

• American Electric Power

• American Vanadium

• Amprius

• Apex Compressed Air Energy Storage

• Aquion

• Arista Power

• Arizona Public Service

• Ashlawn Energy

• Axion Power International

• BASF

• Beacon Power

• Beckett Energy Systems

• Black & Veatch

• Boeing Research and Technology

• Bosch Energy Storage Solutions

• Braemar Energy Ventures

• Bright Energy Storage Technologies

• BYD America

• C&D Technologies

• CALMAC

• Cellstrom-Gildemeister

• Chevron Technology Ventures

• Chrysalix Energy Venture Capital

• City University of New York Energy Institute

• CODA Energy

• Con Edison

• Convergent Energy + Power

• Corvus Energy

• Cubit Power Systems

• Dayton T. Brown, Inc.

• Deeya Energy

• Demand Energy

• Dow Kokam

• Dresser-Rand

• Duke Energy Renewables

• Dynapower

• EaglePicher Technologies

• East Penn Manufacturing

• Eaton Corporation

• eCamion

• Edison International

• Electrovaya

• EnerDel

• Energy Cache

• Energy Strategies Group

• Energy Technology Ventures

• EnerSys

• EnerVault

• EnStorage

• Eos Energy Storage

• Exergonix

• Fiamm Energy Storage Solutions

• Flextronics Energy

• Fluidic Energy

• Foresight Renewables Solutions

• Gaelectric

• GE Transportation

• General Compression

• Google.org

• Gravity Power

• Greensmith Energy Management Systems

• Growing Energy Labs, Inc. (GELI)

• Halotechnics

• Highview Power Storage

• Hitachi Maxell

• IBM

• Ice Energy

• Intertek

• Ionex Energy Storage Systems

• Isentropic

• Johnson Controls Power Solutions

• Khosla Ventures

• Kleiner Perkins Caufield & Byers

• Kokam Co., Ltd.

• Ktech Corporation

• LeChase Construction

• LG Chem, Ltd.

• LightSail Energy

• Long Island Power Authority

• Megawatt Storage Farms

• National Grid

• NAVITASMAX

• NextEra Energy Resources

• NGK Insulators

• Northern Power Systems

• NRG Energy

• NRstor

• O’Brien & Gere

• Pacific Gas & Electric

• Panasonic / Sanyo

• Parker Hannifin

• Pellion

• PolyPlus Battery Co.

• Power Tree Corp.

• Presidio Venture Partners

• Primus Power

• Princeton Power

• Prudent Energy

• Public Service Corporation of New Mexico

• QuantumScape

• RedFlow

• RES Americas

• RockPort Capital Partners

• S&C Electric

• Saft America

• Samsung Energy Solutions

• San Diego Gas & Electric

• Schneider Electric

• Seeo

• Sharp Laboratories of America

• Siemens

• Silent Power

• Sion Power Corporation

• Solar Grid Storage

• SolarCity

• Sony Corporation of America

• Southern California Edison

• Starwood Energy Group Global

• Steffes

• Stem

• Sumitomo Corp. of America

• SunEdison

• Sunverge Energy

• SuperPower

• SustainX

• TAS Energy

• Temporal Power

• Third Power (formerly Triple Point Energy)

• Toshiba International Corporation

• UniEnergy Technologies

• United Technologies

• Urban Electric Power

• Valence Technology

• VantagePoint Capital Partners

• Viridity Energy

• ViZn Energy Systems (formerly Zinc Air)

• VYCON

• Xtreme Power

• ZBB Energy Corporation

Co

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Grid-Scale enerGy StoraGe in north america 2013: Applications, Technologies and Suppliers Chet Lyons, Consultant