{"version":"1.0.0","segments":[{"speaker":"John Witchel","startTime":50.78,"endTime":54.2,"body":"If you call this"},{"speaker":"John Witchel","startTime":50.78,"endTime":54.2,"body":"up and said, Hey, I'm an EPC"},{"speaker":"John Witchel","startTime":54.2,"endTime":60.32,"body":"developer, and I have a REIT"},{"speaker":"John Witchel","startTime":54.2,"endTime":60.32,"body":"that has a bunch of multi tenant"},{"speaker":"John Witchel","startTime":60.32,"endTime":63.980000000000004,"body":"buildings, and they are excited"},{"speaker":"John Witchel","startTime":60.32,"endTime":63.980000000000004,"body":"to to build, but they don't know"},{"speaker":"John Witchel","startTime":63.980000000000004,"endTime":68.0,"body":"how we're a great partner to do"},{"speaker":"John Witchel","startTime":63.980000000000004,"endTime":68.0,"body":"that. And we can do that on a"},{"speaker":"John Witchel","startTime":68.0,"endTime":71.08,"body":"white label basis. We can do"},{"speaker":"John Witchel","startTime":68.0,"endTime":71.08,"body":"that in partnership. We can do"},{"speaker":"John Witchel","startTime":71.08,"endTime":74.32,"body":"that in any configuration that"},{"speaker":"John Witchel","startTime":71.08,"endTime":74.32,"body":"you want to work with."},{"speaker":"intro","startTime":74.68,"endTime":77.56,"body":"Are you speeding the"},{"speaker":"intro","startTime":74.68,"endTime":77.56,"body":"energy transition here at the"},{"speaker":"intro","startTime":77.56,"endTime":81.1,"body":"Clean Power Hour, our host, Tim"},{"speaker":"intro","startTime":77.56,"endTime":81.1,"body":"Montague, bring you the best in"},{"speaker":"intro","startTime":81.1,"endTime":84.94,"body":"solar, batteries and clean"},{"speaker":"intro","startTime":81.1,"endTime":84.94,"body":"technologies every week. Want to"},{"speaker":"intro","startTime":84.94,"endTime":89.08,"body":"go deeper into decarbonization."},{"speaker":"intro","startTime":84.94,"endTime":89.08,"body":"We do too. We're here to help"},{"speaker":"intro","startTime":89.08,"endTime":92.16,"body":"you understand and command the"},{"speaker":"intro","startTime":89.08,"endTime":92.16,"body":"commercial, residential and"},{"speaker":"intro","startTime":92.16,"endTime":96.36,"body":"utility, solar, wind and storage"},{"speaker":"intro","startTime":92.16,"endTime":96.36,"body":"industries. So let's get to it"},{"speaker":"intro","startTime":96.6,"endTime":99.24000000000001,"body":"together. We can speed the"},{"speaker":"intro","startTime":96.6,"endTime":99.24000000000001,"body":"energy transition"},{"speaker":"Tim Montague","startTime":101.03999999999999,"endTime":104.16,"body":"today on the Clean"},{"speaker":"Tim Montague","startTime":101.03999999999999,"endTime":104.16,"body":"Power Hour, multi tenant,"},{"speaker":"Tim Montague","startTime":104.16,"endTime":110.64,"body":"commercial solar. This is a hot"},{"speaker":"Tim Montague","startTime":104.16,"endTime":110.64,"body":"topic. 90% of the real estate,"},{"speaker":"Tim Montague","startTime":111.06,"endTime":114.98,"body":"the commercial real estate in"},{"speaker":"Tim Montague","startTime":111.06,"endTime":114.98,"body":"North America is third party"},{"speaker":"Tim Montague","startTime":115.04,"endTime":118.94,"body":"occupied. Okay, so listen up,"},{"speaker":"Tim Montague","startTime":115.04,"endTime":118.94,"body":"solar professionals, this is"},{"speaker":"Tim Montague","startTime":118.94,"endTime":122.6,"body":"going to be a zinger for you."},{"speaker":"Tim Montague","startTime":118.94,"endTime":122.6,"body":"You can now unlock so much real"},{"speaker":"Tim Montague","startTime":122.6,"endTime":126.44,"body":"estate with King energy. My"},{"speaker":"Tim Montague","startTime":122.6,"endTime":126.44,"body":"guest today is John witchell. He"},{"speaker":"Tim Montague","startTime":126.44,"endTime":130.04000000000002,"body":"is the CEO and founder of a"},{"speaker":"Tim Montague","startTime":126.44,"endTime":130.04000000000002,"body":"company called King energy that"},{"speaker":"Tim Montague","startTime":130.04000000000002,"endTime":134.44,"body":"is tackling this space in 12"},{"speaker":"Tim Montague","startTime":130.04000000000002,"endTime":134.44,"body":"markets. So if you work in one"},{"speaker":"Tim Montague","startTime":134.44,"endTime":138.82,"body":"of the better solar markets for"},{"speaker":"Tim Montague","startTime":134.44,"endTime":138.82,"body":"DG solar, and you know the this"},{"speaker":"Tim Montague","startTime":138.82,"endTime":142.42000000000002,"body":"is the usual suspects,"},{"speaker":"Tim Montague","startTime":138.82,"endTime":142.42000000000002,"body":"California, Colorado, Illinois,"},{"speaker":"Tim Montague","startTime":142.42000000000002,"endTime":146.68,"body":"Minnesota, New Jersey, New York,"},{"speaker":"Tim Montague","startTime":142.42000000000002,"endTime":146.68,"body":"Massachusetts and so forth, then"},{"speaker":"Tim Montague","startTime":146.86,"endTime":149.07999999999998,"body":"you are keen to learn about"},{"speaker":"Tim Montague","startTime":146.86,"endTime":149.07999999999998,"body":"this. And of course, that"},{"speaker":"Tim Montague","startTime":149.14,"endTime":154.14,"body":"territory will grow as markets"},{"speaker":"Tim Montague","startTime":149.14,"endTime":154.14,"body":"come online, but welcome to the"},{"speaker":"Tim Montague","startTime":154.14,"endTime":155.88,"body":"show. John witchell, so happy to"},{"speaker":"Tim Montague","startTime":154.14,"endTime":155.88,"body":"have you"},{"speaker":"John Witchel","startTime":155.88,"endTime":158.4,"body":"here. Thank you"},{"speaker":"John Witchel","startTime":155.88,"endTime":158.4,"body":"very much. It's great to be here"},{"speaker":"John Witchel","startTime":159.24,"endTime":159.9,"body":"this. This"},{"speaker":"Tim Montague","startTime":159.9,"endTime":162.6,"body":"is a topic that is"},{"speaker":"Tim Montague","startTime":159.9,"endTime":162.6,"body":"so near and dear to my heart,"},{"speaker":"Tim Montague","startTime":162.6,"endTime":165.72,"body":"because when I was a DG solar"},{"speaker":"Tim Montague","startTime":162.6,"endTime":165.72,"body":"developer. Now I just look over"},{"speaker":"Tim Montague","startTime":165.72,"endTime":168.9,"body":"the shoulder of DG projects with"},{"speaker":"Tim Montague","startTime":165.72,"endTime":168.9,"body":"my clients who are EPCs, but"},{"speaker":"Tim Montague","startTime":168.9,"endTime":172.28,"body":"when I was developing projects,"},{"speaker":"Tim Montague","startTime":168.9,"endTime":172.28,"body":"you know, I ran into a lot of"},{"speaker":"Tim Montague","startTime":172.28,"endTime":177.26,"body":"multi multi family or multi"},{"speaker":"Tim Montague","startTime":172.28,"endTime":177.26,"body":"tenant, third party owned real"},{"speaker":"Tim Montague","startTime":177.26,"endTime":180.02,"body":"estate projects, you know,"},{"speaker":"Tim Montague","startTime":177.26,"endTime":180.02,"body":"warehouses, for example, or"},{"speaker":"Tim Montague","startTime":180.02,"endTime":184.88,"body":"malls, and generally speaking, I"},{"speaker":"Tim Montague","startTime":180.02,"endTime":184.88,"body":"walked slowly away, even though"},{"speaker":"Tim Montague","startTime":184.88,"endTime":188.78,"body":"it was a juicy big roof, many"},{"speaker":"Tim Montague","startTime":184.88,"endTime":188.78,"body":"times with the big load, it was"},{"speaker":"Tim Montague","startTime":188.78,"endTime":191.8,"body":"just very complicated because of"},{"speaker":"Tim Montague","startTime":188.78,"endTime":191.8,"body":"what You call the split"},{"speaker":"Tim Montague","startTime":191.8,"endTime":195.46,"body":"incentive. And so I think we're"},{"speaker":"Tim Montague","startTime":191.8,"endTime":195.46,"body":"gonna get a little background on"},{"speaker":"Tim Montague","startTime":195.46,"endTime":199.66,"body":"you, but very first I want to"},{"speaker":"Tim Montague","startTime":195.46,"endTime":199.66,"body":"explain. I want you to explain."},{"speaker":"Tim Montague","startTime":199.96,"endTime":203.62,"body":"What is the split incentive?"},{"speaker":"Tim Montague","startTime":199.96,"endTime":203.62,"body":"What is the problem with third"},{"speaker":"Tim Montague","startTime":203.62,"endTime":206.5,"body":"party occupied real estate? Oh,"},{"speaker":"Tim Montague","startTime":203.62,"endTime":206.5,"body":"that's"},{"speaker":"John Witchel","startTime":206.5,"endTime":208.78,"body":"a great question,"},{"speaker":"John Witchel","startTime":206.5,"endTime":208.78,"body":"Tim. And I think a lot of people"},{"speaker":"John Witchel","startTime":208.78,"endTime":211.5,"body":"may have heard of the expression"},{"speaker":"John Witchel","startTime":208.78,"endTime":211.5,"body":"split incentive problem, but"},{"speaker":"John Witchel","startTime":211.56,"endTime":214.62,"body":"it's an interesting problem that"},{"speaker":"John Witchel","startTime":211.56,"endTime":214.62,"body":"exists in multi tenant"},{"speaker":"John Witchel","startTime":214.62,"endTime":218.22,"body":"properties, and in particular"},{"speaker":"John Witchel","startTime":214.62,"endTime":218.22,"body":"multi tenant commercial"},{"speaker":"John Witchel","startTime":218.22,"endTime":222.48,"body":"properties, and the split"},{"speaker":"John Witchel","startTime":218.22,"endTime":222.48,"body":"incentive is goes like this, in"},{"speaker":"John Witchel","startTime":222.48,"endTime":226.68,"body":"a multi tenant building, the"},{"speaker":"John Witchel","startTime":222.48,"endTime":226.68,"body":"where each tenant is"},{"speaker":"John Witchel","startTime":226.74,"endTime":230.52,"body":"individually metered, the"},{"speaker":"John Witchel","startTime":226.74,"endTime":230.52,"body":"landlord has no incentive to"},{"speaker":"John Witchel","startTime":230.52,"endTime":237.44,"body":"build solar on the building. And"},{"speaker":"John Witchel","startTime":230.52,"endTime":237.44,"body":"so he doesn't and correct. The"},{"speaker":"John Witchel","startTime":237.5,"endTime":242.48,"body":"tenants have no incentive to"},{"speaker":"John Witchel","startTime":237.5,"endTime":242.48,"body":"build solar on a building they"},{"speaker":"John Witchel","startTime":242.48,"endTime":246.86,"body":"don't own. So neither party"},{"speaker":"John Witchel","startTime":242.48,"endTime":246.86,"body":"builds on multi tenant"},{"speaker":"John Witchel","startTime":246.86,"endTime":249.56,"body":"buildings. And if you sort of"},{"speaker":"John Witchel","startTime":246.86,"endTime":249.56,"body":"sit back and you think, Oh,"},{"speaker":"John Witchel","startTime":249.62,"endTime":253.66,"body":"well, I live in an apartment,"},{"speaker":"John Witchel","startTime":249.62,"endTime":253.66,"body":"why would I spend money in a you"},{"speaker":"John Witchel","startTime":253.66,"endTime":256.78,"body":"know, on my apartment building"},{"speaker":"John Witchel","startTime":253.66,"endTime":256.78,"body":"owner, and my apartment building"},{"speaker":"John Witchel","startTime":256.78,"endTime":258.94,"body":"owner says, Hey, I'm like, I"},{"speaker":"John Witchel","startTime":256.78,"endTime":258.94,"body":"don't really care about this"},{"speaker":"John Witchel","startTime":258.94,"endTime":261.94,"body":"guy's energy bill, so I'm not"},{"speaker":"John Witchel","startTime":258.94,"endTime":261.94,"body":"building so, so nobody does."},{"speaker":"John Witchel","startTime":262.3,"endTime":267.28,"body":"Interestingly, everybody's known"},{"speaker":"John Witchel","startTime":262.3,"endTime":267.28,"body":"what the solution to the split"},{"speaker":"John Witchel","startTime":267.28,"endTime":271.86,"body":"incentive problem is, and that's"},{"speaker":"John Witchel","startTime":267.28,"endTime":271.86,"body":"third party ownership, right?"},{"speaker":"John Witchel","startTime":271.91999999999996,"endTime":276.06,"body":"But when you look closely at"},{"speaker":"John Witchel","startTime":271.91999999999996,"endTime":276.06,"body":"what it takes to do third party"},{"speaker":"John Witchel","startTime":276.06,"endTime":280.2,"body":"ownership effectively and its"},{"speaker":"John Witchel","startTime":276.06,"endTime":280.2,"body":"scale, it turns out that it is"},{"speaker":"John Witchel","startTime":280.26,"endTime":283.38,"body":"is a very complicated problem to"},{"speaker":"John Witchel","startTime":280.26,"endTime":283.38,"body":"solve, and that's that's what"},{"speaker":"John Witchel","startTime":283.38,"endTime":285.06,"body":"King energy set out to do,"},{"speaker":"Tim Montague","startTime":285.72,"endTime":290.46000000000004,"body":"frankly, the only"},{"speaker":"Tim Montague","startTime":285.72,"endTime":290.46000000000004,"body":"time I ran into solar that"},{"speaker":"Tim Montague","startTime":290.46000000000004,"endTime":295.82,"body":"worked on like warehouses, where"},{"speaker":"Tim Montague","startTime":290.46000000000004,"endTime":295.82,"body":"very seldom is the tenant the"},{"speaker":"Tim Montague","startTime":295.82,"endTime":299.53999999999996,"body":"the building owner, but there"},{"speaker":"Tim Montague","startTime":295.82,"endTime":299.53999999999996,"body":"are some tenants that have deep"},{"speaker":"Tim Montague","startTime":299.53999999999996,"endTime":303.56,"body":"relationships, like clothing"},{"speaker":"Tim Montague","startTime":299.53999999999996,"endTime":303.56,"body":"companies, where they have so"},{"speaker":"Tim Montague","startTime":303.56,"endTime":306.2,"body":"many warehouses around the"},{"speaker":"Tim Montague","startTime":303.56,"endTime":306.2,"body":"country and they just have a"},{"speaker":"Tim Montague","startTime":306.2,"endTime":309.79999999999995,"body":"very tight relationship with"},{"speaker":"Tim Montague","startTime":306.2,"endTime":309.79999999999995,"body":"their facility owners. And then"},{"speaker":"Tim Montague","startTime":309.79999999999995,"endTime":312.1,"body":"the facility owner would go, Oh,"},{"speaker":"Tim Montague","startTime":309.79999999999995,"endTime":312.1,"body":"sure, you could put a solar"},{"speaker":"Tim Montague","startTime":312.1,"endTime":315.34000000000003,"body":"array on my building and then"},{"speaker":"Tim Montague","startTime":312.1,"endTime":315.34000000000003,"body":"offset your load. I will let you"},{"speaker":"Tim Montague","startTime":315.34000000000003,"endTime":318.22,"body":"do that. And then the building"},{"speaker":"Tim Montague","startTime":315.34000000000003,"endTime":318.22,"body":"owner doesn't own the solar, the"},{"speaker":"Tim Montague","startTime":318.22,"endTime":320.38,"body":"tenant owns the solar, and"},{"speaker":"Tim Montague","startTime":318.22,"endTime":320.38,"body":"they're making an upgrade"},{"speaker":"Tim Montague","startTime":320.38,"endTime":323.20000000000005,"body":"because they're making a long"},{"speaker":"Tim Montague","startTime":320.38,"endTime":323.20000000000005,"body":"term commitment to be in bed"},{"speaker":"Tim Montague","startTime":323.20000000000005,"endTime":326.86,"body":"together in the same facility."},{"speaker":"Tim Montague","startTime":323.20000000000005,"endTime":326.86,"body":"But those are very rare cases,"},{"speaker":"Tim Montague","startTime":327.4,"endTime":332.15999999999997,"body":"so having a platform like King"},{"speaker":"Tim Montague","startTime":327.4,"endTime":332.15999999999997,"body":"energy is vital. So why don't"},{"speaker":"Tim Montague","startTime":332.15999999999997,"endTime":337.08000000000004,"body":"you just give us that what"},{"speaker":"Tim Montague","startTime":332.15999999999997,"endTime":337.08000000000004,"body":"exactly is King energy? And when"},{"speaker":"Tim Montague","startTime":337.08000000000004,"endTime":340.02,"body":"did you start doing this? Sure,"},{"speaker":"John Witchel","startTime":340.26,"endTime":343.5,"body":"I think, like a"},{"speaker":"John Witchel","startTime":340.26,"endTime":343.5,"body":"lot of solar developers, I was"},{"speaker":"John Witchel","startTime":343.5,"endTime":346.79999999999995,"body":"out in the world looking around"},{"speaker":"John Witchel","startTime":343.5,"endTime":346.79999999999995,"body":"and, you know, you drive by a,"},{"speaker":"John Witchel","startTime":347.46000000000004,"endTime":353.6,"body":"you know, a large shopping mall,"},{"speaker":"John Witchel","startTime":347.46000000000004,"endTime":353.6,"body":"or, um. You know, you'll drive"},{"speaker":"John Witchel","startTime":353.6,"endTime":357.44000000000005,"body":"by a large shopping mall and"},{"speaker":"John Witchel","startTime":353.6,"endTime":357.44000000000005,"body":"you'll see the roof partially"},{"speaker":"John Witchel","startTime":357.44000000000005,"endTime":360.38,"body":"filled with solar, and that's"},{"speaker":"John Witchel","startTime":357.44000000000005,"endTime":360.38,"body":"exactly what you're identifying."},{"speaker":"John Witchel","startTime":360.38,"endTime":366.62,"body":"You're saying, hey, REI has roof"},{"speaker":"John Witchel","startTime":360.38,"endTime":366.62,"body":"rights. They have 15 years"},{"speaker":"John Witchel","startTime":366.62,"endTime":368.9,"body":"remaining on their on their"},{"speaker":"John Witchel","startTime":366.62,"endTime":368.9,"body":"lease. They went ahead and"},{"speaker":"John Witchel","startTime":368.9,"endTime":372.15999999999997,"body":"installed solar for their own"},{"speaker":"John Witchel","startTime":368.9,"endTime":372.15999999999997,"body":"benefit. But what about the"},{"speaker":"John Witchel","startTime":372.22,"endTime":376.17999999999995,"body":"pizza parlor? What about the"},{"speaker":"John Witchel","startTime":372.22,"endTime":376.17999999999995,"body":"yoga studio? What about the"},{"speaker":"John Witchel","startTime":376.17999999999995,"endTime":380.38,"body":"salad shop that's immediately"},{"speaker":"John Witchel","startTime":376.17999999999995,"endTime":380.38,"body":"adjacent to REI? All of those"},{"speaker":"John Witchel","startTime":380.44000000000005,"endTime":383.79999999999995,"body":"companies are excluded from from"},{"speaker":"John Witchel","startTime":380.44000000000005,"endTime":383.79999999999995,"body":"being able to participate in"},{"speaker":"John Witchel","startTime":383.79999999999995,"endTime":387.64,"body":"solar because they don't have"},{"speaker":"John Witchel","startTime":383.79999999999995,"endTime":387.64,"body":"roof rights or or the ability to"},{"speaker":"John Witchel","startTime":387.64,"endTime":389.86,"body":"negotiate for those roof rights."},{"speaker":"John Witchel","startTime":387.64,"endTime":389.86,"body":"So they don't, they're, they're"},{"speaker":"John Witchel","startTime":389.86,"endTime":392.88,"body":"literally excluded from some of"},{"speaker":"John Witchel","startTime":389.86,"endTime":392.88,"body":"the benefits of renewable"},{"speaker":"John Witchel","startTime":392.88,"endTime":397.20000000000005,"body":"energy. I was flying into LAX"},{"speaker":"John Witchel","startTime":392.88,"endTime":397.20000000000005,"body":"and I was looking out the"},{"speaker":"John Witchel","startTime":397.20000000000005,"endTime":403.26,"body":"window, and as and as, as you as"},{"speaker":"John Witchel","startTime":397.20000000000005,"endTime":403.26,"body":"many people do you see the"},{"speaker":"John Witchel","startTime":403.26,"endTime":406.62,"body":"approach when you come into the"},{"speaker":"John Witchel","startTime":403.26,"endTime":406.62,"body":"LA basin, and I looked out, and"},{"speaker":"John Witchel","startTime":406.62,"endTime":411.17999999999995,"body":"you see all these great, big,"},{"speaker":"John Witchel","startTime":406.62,"endTime":411.17999999999995,"body":"flat, beautiful, white roofs,"},{"speaker":"John Witchel","startTime":411.36,"endTime":415.58000000000004,"body":"and you're like, how, how in the"},{"speaker":"John Witchel","startTime":411.36,"endTime":415.58000000000004,"body":"world is this part of the"},{"speaker":"John Witchel","startTime":415.58000000000004,"endTime":418.82000000000005,"body":"country not completely covered"},{"speaker":"John Witchel","startTime":415.58000000000004,"endTime":418.82000000000005,"body":"in solar? There's tons of"},{"speaker":"John Witchel","startTime":418.82000000000005,"endTime":421.46000000000004,"body":"sunshine. It's a relatively"},{"speaker":"John Witchel","startTime":418.82000000000005,"endTime":421.46000000000004,"body":"progressive part of the country."},{"speaker":"John Witchel","startTime":421.70000000000005,"endTime":425.41999999999996,"body":"This should be a done deal. And"},{"speaker":"John Witchel","startTime":421.70000000000005,"endTime":425.41999999999996,"body":"if you look closely, what you're"},{"speaker":"John Witchel","startTime":425.41999999999996,"endTime":428.96000000000004,"body":"really looking at is exactly"},{"speaker":"John Witchel","startTime":425.41999999999996,"endTime":428.96000000000004,"body":"what you identified, which is,"},{"speaker":"John Witchel","startTime":428.96000000000004,"endTime":431.14,"body":"they're all multi tenant"},{"speaker":"John Witchel","startTime":428.96000000000004,"endTime":431.14,"body":"buildings, and energy"},{"speaker":"Tim Montague","startTime":431.14,"endTime":434.08000000000004,"body":"is expensive, my"},{"speaker":"Tim Montague","startTime":431.14,"endTime":434.08000000000004,"body":"goodness. I mean, that's why"},{"speaker":"Tim Montague","startTime":434.08000000000004,"endTime":437.67999999999995,"body":"solar happened in California."},{"speaker":"Tim Montague","startTime":434.08000000000004,"endTime":437.67999999999995,"body":"First, it is progressive. And"},{"speaker":"Tim Montague","startTime":437.67999999999995,"endTime":440.86,"body":"there, there was an off grid"},{"speaker":"Tim Montague","startTime":437.67999999999995,"endTime":440.86,"body":"like marijuana industry that was"},{"speaker":"Tim Montague","startTime":440.86,"endTime":443.98,"body":"a very early adopter of"},{"speaker":"Tim Montague","startTime":440.86,"endTime":443.98,"body":"batteries and solar, but, but"},{"speaker":"Tim Montague","startTime":443.98,"endTime":446.55999999999995,"body":"for the most part, where"},{"speaker":"Tim Montague","startTime":443.98,"endTime":446.55999999999995,"body":"electricity is expensive, you're"},{"speaker":"Tim Montague","startTime":446.55999999999995,"endTime":451.62,"body":"highly incentivized to install"},{"speaker":"Tim Montague","startTime":446.55999999999995,"endTime":451.62,"body":"solar or wind and now batteries,"},{"speaker":"Tim Montague","startTime":451.91999999999996,"endTime":455.64,"body":"and it's so interesting that"},{"speaker":"Tim Montague","startTime":451.91999999999996,"endTime":455.64,"body":"California is, is that market is"},{"speaker":"Tim Montague","startTime":455.64,"endTime":459.53999999999996,"body":"in turmoil because of net"},{"speaker":"Tim Montague","startTime":455.64,"endTime":459.53999999999996,"body":"metering 3.0 but we won't dwell"},{"speaker":"Tim Montague","startTime":459.53999999999996,"endTime":463.79999999999995,"body":"too much on that. I mean, I"},{"speaker":"Tim Montague","startTime":459.53999999999996,"endTime":463.79999999999995,"body":"don't know is there does, does"},{"speaker":"Tim Montague","startTime":463.79999999999995,"endTime":466.08000000000004,"body":"nem 3.0 affect your business?"},{"speaker":"John Witchel","startTime":467.03999999999996,"endTime":472.94000000000005,"body":"It does nem 3.0"},{"speaker":"John Witchel","startTime":467.03999999999996,"endTime":472.94000000000005,"body":"essentially limited? Are, you"},{"speaker":"John Witchel","startTime":472.94000000000005,"endTime":476.05999999999995,"body":"know, the economics on a multi"},{"speaker":"John Witchel","startTime":472.94000000000005,"endTime":476.05999999999995,"body":"tenant building. There's still a"},{"speaker":"John Witchel","startTime":476.05999999999995,"endTime":479.72,"body":"pretty terrific opportunity for"},{"speaker":"John Witchel","startTime":476.05999999999995,"endTime":479.72,"body":"for new buildings, new"},{"speaker":"John Witchel","startTime":479.72,"endTime":483.08000000000004,"body":"construction. And there are"},{"speaker":"John Witchel","startTime":479.72,"endTime":483.08000000000004,"body":"corner cases where, where it"},{"speaker":"John Witchel","startTime":483.08000000000004,"endTime":487.15999999999997,"body":"works. Those corner cases are"},{"speaker":"John Witchel","startTime":483.08000000000004,"endTime":487.15999999999997,"body":"substantial, but you really, you"},{"speaker":"John Witchel","startTime":487.15999999999997,"endTime":490.15999999999997,"body":"have to stay on the big picture,"},{"speaker":"John Witchel","startTime":487.15999999999997,"endTime":490.15999999999997,"body":"right? It's California's was the"},{"speaker":"John Witchel","startTime":490.15999999999997,"endTime":493.72,"body":"early adopter. They'll continue"},{"speaker":"John Witchel","startTime":490.15999999999997,"endTime":493.72,"body":"to be opportunity in in solar,"},{"speaker":"John Witchel","startTime":493.72,"endTime":497.32000000000005,"body":"in California. But when you look"},{"speaker":"John Witchel","startTime":493.72,"endTime":497.32000000000005,"body":"at Maryland and jersey and"},{"speaker":"John Witchel","startTime":497.32000000000005,"endTime":500.5,"body":"Massachusetts and Colorado and"},{"speaker":"John Witchel","startTime":497.32000000000005,"endTime":500.5,"body":"Illinois and all the rest of the"},{"speaker":"John Witchel","startTime":500.86,"endTime":505.24,"body":"the states that are really, you"},{"speaker":"John Witchel","startTime":500.86,"endTime":505.24,"body":"know, really, really following,"},{"speaker":"John Witchel","startTime":505.53999999999996,"endTime":508.72,"body":"you know, following in the"},{"speaker":"John Witchel","startTime":505.53999999999996,"endTime":508.72,"body":"California footsteps, it's an"},{"speaker":"John Witchel","startTime":508.72,"endTime":509.79999999999995,"body":"enormous opportunity"},{"speaker":"Tim Montague","startTime":510.88,"endTime":516.0,"body":"and but so your"},{"speaker":"Tim Montague","startTime":510.88,"endTime":516.0,"body":"basic business model is to"},{"speaker":"Tim Montague","startTime":516.36,"endTime":522.9,"body":"install solar on on, say, a"},{"speaker":"Tim Montague","startTime":516.36,"endTime":522.9,"body":"mall, and then you're selling a"},{"speaker":"Tim Montague","startTime":522.9,"endTime":526.14,"body":"solar PPA to that facility"},{"speaker":"Tim Montague","startTime":522.9,"endTime":526.14,"body":"owner. Is that right? That's"},{"speaker":"John Witchel","startTime":526.14,"endTime":529.2,"body":"right. So it's"},{"speaker":"John Witchel","startTime":526.14,"endTime":529.2,"body":"really simple. We we call up a"},{"speaker":"John Witchel","startTime":529.2,"endTime":532.82,"body":"property owner, or REIT or a"},{"speaker":"John Witchel","startTime":529.2,"endTime":532.82,"body":"large somebody who owns, you"},{"speaker":"John Witchel","startTime":532.82,"endTime":536.36,"body":"know, hundreds of buildings, and"},{"speaker":"John Witchel","startTime":532.82,"endTime":536.36,"body":"say, hey, you know, we want to"},{"speaker":"John Witchel","startTime":536.36,"endTime":539.96,"body":"rent the roof. And they say, oh,"},{"speaker":"John Witchel","startTime":536.36,"endTime":539.96,"body":"yeah, we've heard that before."},{"speaker":"John Witchel","startTime":540.02,"endTime":542.18,"body":"And the answer is like, no, we"},{"speaker":"John Witchel","startTime":540.02,"endTime":542.18,"body":"want to rent the roof. We're"},{"speaker":"John Witchel","startTime":542.42,"endTime":546.08,"body":"going to install own and operate"},{"speaker":"John Witchel","startTime":542.42,"endTime":546.08,"body":"the solar and battery systems"},{"speaker":"John Witchel","startTime":547.16,"endTime":550.58,"body":"and and we're going to pay you a"},{"speaker":"John Witchel","startTime":547.16,"endTime":550.58,"body":"flat rental fee period, no"},{"speaker":"John Witchel","startTime":550.58,"endTime":553.24,"body":"complexity. It's a five page"},{"speaker":"John Witchel","startTime":550.58,"endTime":553.24,"body":"lease agreement. It looks like"},{"speaker":"John Witchel","startTime":553.24,"endTime":558.88,"body":"every other lease agreement."},{"speaker":"John Witchel","startTime":553.24,"endTime":558.88,"body":"It's a straight noi to you. So,"},{"speaker":"John Witchel","startTime":558.88,"endTime":563.38,"body":"so what we do with that energy"},{"speaker":"John Witchel","startTime":558.88,"endTime":563.38,"body":"is, is not really your concern."},{"speaker":"John Witchel","startTime":563.38,"endTime":566.0799999999999,"body":"Then the landlord says, Well,"},{"speaker":"John Witchel","startTime":563.38,"endTime":566.0799999999999,"body":"that's exactly what I was"},{"speaker":"John Witchel","startTime":566.0799999999999,"endTime":568.36,"body":"looking for. I just really, I'm"},{"speaker":"John Witchel","startTime":566.0799999999999,"endTime":568.36,"body":"in the I'm in the rental"},{"speaker":"John Witchel","startTime":568.36,"endTime":571.38,"body":"business, and they say, Okay,"},{"speaker":"John Witchel","startTime":568.36,"endTime":571.38,"body":"well, just tell me, how are you"},{"speaker":"John Witchel","startTime":571.38,"endTime":573.54,"body":"going to make money? And the"},{"speaker":"John Witchel","startTime":571.38,"endTime":573.54,"body":"answer is, well, we're going to"},{"speaker":"John Witchel","startTime":573.54,"endTime":575.9399999999999,"body":"sell this energy to our to your"},{"speaker":"John Witchel","startTime":573.54,"endTime":575.9399999999999,"body":"tenants, we're going to sell it"},{"speaker":"John Witchel","startTime":575.9399999999999,"endTime":578.16,"body":"to you, and we're going to sell"},{"speaker":"John Witchel","startTime":575.9399999999999,"endTime":578.16,"body":"it to your tenants, and we're"},{"speaker":"John Witchel","startTime":578.16,"endTime":581.4599999999999,"body":"going to sell it to you at 10%"},{"speaker":"John Witchel","startTime":578.16,"endTime":581.4599999999999,"body":"below what you would have paid"},{"speaker":"John Witchel","startTime":581.4599999999999,"endTime":584.4599999999999,"body":"and what your tenants would have"},{"speaker":"John Witchel","startTime":581.4599999999999,"endTime":584.4599999999999,"body":"paid if they had pulled it off"},{"speaker":"John Witchel","startTime":584.4599999999999,"endTime":588.18,"body":"the grid. So no matter what,"},{"speaker":"John Witchel","startTime":584.4599999999999,"endTime":588.18,"body":"your energy is always going to"},{"speaker":"John Witchel","startTime":588.18,"endTime":591.4399999999999,"body":"be cheaper, period, and your"},{"speaker":"John Witchel","startTime":588.18,"endTime":591.4399999999999,"body":"your tenants energy is always"},{"speaker":"John Witchel","startTime":591.4399999999999,"endTime":594.68,"body":"going to be cheaper, and that's"},{"speaker":"John Witchel","startTime":591.4399999999999,"endTime":594.68,"body":"a that's a pretty terrific value"},{"speaker":"John Witchel","startTime":594.68,"endTime":598.6999999999999,"body":"proposition for the landlords"},{"speaker":"John Witchel","startTime":594.68,"endTime":598.6999999999999,"body":"who don't have to lay out any"},{"speaker":"John Witchel","startTime":598.6999999999999,"endTime":601.3399999999999,"body":"capital, and they enjoy the"},{"speaker":"John Witchel","startTime":598.6999999999999,"endTime":601.3399999999999,"body":"benefits of reduced cost of"},{"speaker":"John Witchel","startTime":601.3399999999999,"endTime":604.6999999999999,"body":"energy, and they're able to pass"},{"speaker":"John Witchel","startTime":601.3399999999999,"endTime":604.6999999999999,"body":"some of that value to their to"},{"speaker":"John Witchel","startTime":604.6999999999999,"endTime":608.18,"body":"their to their tenants. And it's"},{"speaker":"John Witchel","startTime":604.6999999999999,"endTime":608.18,"body":"a terrific value to the tenants"},{"speaker":"John Witchel","startTime":608.48,"endTime":611.5,"body":"who are completely excluded from"},{"speaker":"John Witchel","startTime":608.48,"endTime":611.5,"body":"being able to participate in"},{"speaker":"John Witchel","startTime":611.5,"endTime":615.64,"body":"solar when you when you don't"},{"speaker":"John Witchel","startTime":611.5,"endTime":615.64,"body":"have roof rights, like I said,"},{"speaker":"John Witchel","startTime":615.64,"endTime":618.28,"body":"when you're in the yoga studio"},{"speaker":"John Witchel","startTime":615.64,"endTime":618.28,"body":"or the salad shop or the"},{"speaker":"John Witchel","startTime":618.28,"endTime":622.06,"body":"pizzeria or the, you know, the"},{"speaker":"John Witchel","startTime":618.28,"endTime":622.06,"body":"tutoring the tutoring studio,"},{"speaker":"John Witchel","startTime":622.24,"endTime":622.6,"body":"right?"},{"speaker":"Tim Montague","startTime":622.66,"endTime":626.68,"body":"And then the"},{"speaker":"Tim Montague","startTime":622.66,"endTime":626.68,"body":"tenant has the option to opt in"},{"speaker":"Tim Montague","startTime":626.68,"endTime":628.12,"body":"or opt out. Is that right?"},{"speaker":"John Witchel","startTime":628.48,"endTime":631.92,"body":"They do, and so we"},{"speaker":"John Witchel","startTime":628.48,"endTime":631.92,"body":"do not. We do not require that"},{"speaker":"John Witchel","startTime":631.92,"endTime":635.4599999999999,"body":"the landlord modify their lease"},{"speaker":"John Witchel","startTime":631.92,"endTime":635.4599999999999,"body":"agreements. Right? Which is,"},{"speaker":"John Witchel","startTime":635.4599999999999,"endTime":638.16,"body":"which is a lot of unnecessary"},{"speaker":"John Witchel","startTime":635.4599999999999,"endTime":638.16,"body":"pressure. That's like asking the"},{"speaker":"John Witchel","startTime":638.16,"endTime":640.68,"body":"landlord, hey, I want you to"},{"speaker":"John Witchel","startTime":638.16,"endTime":640.68,"body":"modify your lease agreement and"},{"speaker":"John Witchel","startTime":640.68,"endTime":643.14,"body":"require that everybody buy a cup"},{"speaker":"John Witchel","startTime":640.68,"endTime":643.14,"body":"of coffee when they come into"},{"speaker":"John Witchel","startTime":643.14,"endTime":646.1999999999999,"body":"the lobby at my coffee shop."},{"speaker":"John Witchel","startTime":643.14,"endTime":646.1999999999999,"body":"It's just a from the landlord's"},{"speaker":"John Witchel","startTime":646.1999999999999,"endTime":649.74,"body":"point of view. It's a strange"},{"speaker":"John Witchel","startTime":646.1999999999999,"endTime":649.74,"body":"ask. They just want to rent"},{"speaker":"John Witchel","startTime":649.74,"endTime":654.14,"body":"their route. They just want."},{"speaker":"John Witchel","startTime":649.74,"endTime":654.14,"body":"Rent their property. And so part"},{"speaker":"John Witchel","startTime":654.14,"endTime":658.3399999999999,"body":"of the advantage of saying, hey,"},{"speaker":"John Witchel","startTime":654.14,"endTime":658.3399999999999,"body":"it's just 10% discount, is it's"},{"speaker":"John Witchel","startTime":658.3399999999999,"endTime":661.3399999999999,"body":"it's free market, it's"},{"speaker":"John Witchel","startTime":658.3399999999999,"endTime":661.3399999999999,"body":"capitalism. People, people will"},{"speaker":"John Witchel","startTime":661.3399999999999,"endTime":661.64,"body":"always,"},{"speaker":"Tim Montague","startTime":661.64,"endTime":664.28,"body":"everybody wants to"},{"speaker":"Tim Montague","startTime":661.64,"endTime":664.28,"body":"save money. Universal view,"},{"speaker":"John Witchel","startTime":664.52,"endTime":666.92,"body":"there is, and the"},{"speaker":"John Witchel","startTime":664.52,"endTime":666.92,"body":"simple truth of the matter is,"},{"speaker":"John Witchel","startTime":666.92,"endTime":670.3399999999999,"body":"is, you know, they're pulling a"},{"speaker":"John Witchel","startTime":666.92,"endTime":670.3399999999999,"body":"significant portion of their"},{"speaker":"John Witchel","startTime":670.3399999999999,"endTime":674.14,"body":"energy off the grid. They'll"},{"speaker":"John Witchel","startTime":670.3399999999999,"endTime":674.14,"body":"continue to do so, so they don't"},{"speaker":"John Witchel","startTime":674.14,"endTime":677.1999999999999,"body":"have reliability issues. There's"},{"speaker":"John Witchel","startTime":674.14,"endTime":677.1999999999999,"body":"no concern. We deliver the"},{"speaker":"John Witchel","startTime":677.1999999999999,"endTime":682.9599999999999,"body":"energy to the tenants. They save"},{"speaker":"John Witchel","startTime":677.1999999999999,"endTime":682.9599999999999,"body":"money. That's it. There's not"},{"speaker":"John Witchel","startTime":682.9599999999999,"endTime":684.3399999999999,"body":"there's no complexity here,"},{"speaker":"Tim Montague","startTime":685.06,"endTime":690.64,"body":"yep. So let's talk"},{"speaker":"Tim Montague","startTime":685.06,"endTime":690.64,"body":"a little bit about how you got"},{"speaker":"Tim Montague","startTime":690.64,"endTime":694.14,"body":"into this space. What was your"},{"speaker":"Tim Montague","startTime":690.64,"endTime":694.14,"body":"aha moment? And what did you do"},{"speaker":"Tim Montague","startTime":694.14,"endTime":695.28,"body":"before King energy?"},{"speaker":"John Witchel","startTime":695.88,"endTime":699.3,"body":"Sure. So I've been"},{"speaker":"John Witchel","startTime":695.88,"endTime":699.3,"body":"doing software most of my life."},{"speaker":"John Witchel","startTime":699.3,"endTime":703.5,"body":"I was the co founder and chief"},{"speaker":"John Witchel","startTime":699.3,"endTime":703.5,"body":"technology officer for a company"},{"speaker":"John Witchel","startTime":703.5,"endTime":708.6,"body":"called prosper back in the early"},{"speaker":"John Witchel","startTime":703.5,"endTime":708.6,"body":"2000s which was an early FinTech"},{"speaker":"John Witchel","startTime":708.6,"endTime":713.48,"body":"company, and I really learned"},{"speaker":"John Witchel","startTime":708.6,"endTime":713.48,"body":"how to write software at scale"},{"speaker":"John Witchel","startTime":713.48,"endTime":717.92,"body":"for financing systems. How to"},{"speaker":"John Witchel","startTime":713.48,"endTime":717.92,"body":"write software to allow people"},{"speaker":"John Witchel","startTime":717.92,"endTime":722.54,"body":"to lend money, collect money,"},{"speaker":"John Witchel","startTime":717.92,"endTime":722.54,"body":"invoice, move money, and and I"},{"speaker":"John Witchel","startTime":722.54,"endTime":725.24,"body":"went and did some other things,"},{"speaker":"John Witchel","startTime":722.54,"endTime":725.24,"body":"but I really got into renewables"},{"speaker":"John Witchel","startTime":725.24,"endTime":728.9599999999999,"body":"in 2014 when a company mine was"},{"speaker":"John Witchel","startTime":725.24,"endTime":728.9599999999999,"body":"acquired by solar city, and my"},{"speaker":"John Witchel","startTime":728.9599999999999,"endTime":732.76,"body":"group went on to to build what"},{"speaker":"John Witchel","startTime":728.9599999999999,"endTime":732.76,"body":"became the FinTech platform for"},{"speaker":"John Witchel","startTime":732.76,"endTime":736.42,"body":"SolarCity, and the software that"},{"speaker":"John Witchel","startTime":732.76,"endTime":736.42,"body":"we designed and wrote manages"},{"speaker":"John Witchel","startTime":736.42,"endTime":741.3399999999999,"body":"all the loan lease and PPAs of"},{"speaker":"John Witchel","startTime":736.42,"endTime":741.3399999999999,"body":"Solar City, and I stayed on that"},{"speaker":"John Witchel","startTime":741.3399999999999,"endTime":745.0,"body":"company did about three years"},{"speaker":"John Witchel","startTime":741.3399999999999,"endTime":745.0,"body":"there, left with the Tesla"},{"speaker":"John Witchel","startTime":745.0,"endTime":748.06,"body":"acquisition, and that software"},{"speaker":"John Witchel","startTime":745.0,"endTime":748.06,"body":"is still running and will"},{"speaker":"John Witchel","startTime":748.06,"endTime":751.3199999999999,"body":"continue to run for another 20"},{"speaker":"John Witchel","startTime":748.06,"endTime":751.3199999999999,"body":"years. And and did some other"},{"speaker":"John Witchel","startTime":751.3199999999999,"endTime":754.38,"body":"stuff, but really missed the"},{"speaker":"John Witchel","startTime":751.3199999999999,"endTime":754.38,"body":"solar industry. I just, I love"},{"speaker":"John Witchel","startTime":754.38,"endTime":756.78,"body":"the industry. I love being on"},{"speaker":"John Witchel","startTime":754.38,"endTime":756.78,"body":"the right side of history. I"},{"speaker":"John Witchel","startTime":756.78,"endTime":759.6,"body":"love participating, you know,"},{"speaker":"John Witchel","startTime":756.78,"endTime":759.6,"body":"being a helper and being a"},{"speaker":"John Witchel","startTime":759.6,"endTime":763.56,"body":"solution and to climate change."},{"speaker":"John Witchel","startTime":759.6,"endTime":763.56,"body":"And thought, well, how can I use"},{"speaker":"John Witchel","startTime":763.56,"endTime":768.78,"body":"my software skills to to"},{"speaker":"John Witchel","startTime":763.56,"endTime":768.78,"body":"continue to help? And so when I"},{"speaker":"John Witchel","startTime":768.78,"endTime":772.04,"body":"started looking around for"},{"speaker":"John Witchel","startTime":768.78,"endTime":772.04,"body":"opportunities, I was surprised"},{"speaker":"John Witchel","startTime":772.04,"endTime":774.86,"body":"that nobody had really tackled"},{"speaker":"John Witchel","startTime":772.04,"endTime":774.86,"body":"the split incentive problem head"},{"speaker":"John Witchel","startTime":774.86,"endTime":777.1999999999999,"body":"on. And I said, Well, that's"},{"speaker":"John Witchel","startTime":774.86,"endTime":777.1999999999999,"body":"actually a problem I understand"},{"speaker":"John Witchel","startTime":777.1999999999999,"endTime":780.1999999999999,"body":"very well. I understand how to"},{"speaker":"John Witchel","startTime":777.1999999999999,"endTime":780.1999999999999,"body":"solve that kind of a problem."},{"speaker":"John Witchel","startTime":780.1999999999999,"endTime":782.9599999999999,"body":"Because, again, if you look"},{"speaker":"John Witchel","startTime":780.1999999999999,"endTime":782.9599999999999,"body":"closely at the split incentive"},{"speaker":"John Witchel","startTime":782.9599999999999,"endTime":788.8399999999999,"body":"problem, it's actually not a"},{"speaker":"John Witchel","startTime":782.9599999999999,"endTime":788.8399999999999,"body":"hardware problem, per se. It's"},{"speaker":"John Witchel","startTime":788.8399999999999,"endTime":793.8399999999999,"body":"really a billing and crediting"},{"speaker":"John Witchel","startTime":788.8399999999999,"endTime":793.8399999999999,"body":"problem. How do you allocate"},{"speaker":"John Witchel","startTime":793.8399999999999,"endTime":797.4399999999999,"body":"energy and charge for that"},{"speaker":"John Witchel","startTime":793.8399999999999,"endTime":797.4399999999999,"body":"energy and collect money from"},{"speaker":"John Witchel","startTime":797.4399999999999,"endTime":800.74,"body":"that energy when you have"},{"speaker":"John Witchel","startTime":797.4399999999999,"endTime":800.74,"body":"hundreds or maybe 1000s or 10s"},{"speaker":"John Witchel","startTime":800.74,"endTime":805.48,"body":"of 1000s of of off takers of all"},{"speaker":"John Witchel","startTime":800.74,"endTime":805.48,"body":"different shapes and sizes and"},{"speaker":"John Witchel","startTime":805.48,"endTime":811.02,"body":"different load profiles? Turns"},{"speaker":"John Witchel","startTime":805.48,"endTime":811.02,"body":"out that's something I was very"},{"speaker":"John Witchel","startTime":811.02,"endTime":814.02,"body":"uniquely suited to solve because"},{"speaker":"John Witchel","startTime":811.02,"endTime":814.02,"body":"you can solve that with"},{"speaker":"John Witchel","startTime":814.02,"endTime":815.1,"body":"software. Yeah,"},{"speaker":"Tim Montague","startTime":815.4,"endTime":818.3399999999999,"body":"and this is kind"},{"speaker":"Tim Montague","startTime":815.4,"endTime":818.3399999999999,"body":"of a geeky question, but my"},{"speaker":"Tim Montague","startTime":818.3399999999999,"endTime":822.6,"body":"solar installer listeners will"},{"speaker":"Tim Montague","startTime":818.3399999999999,"endTime":822.6,"body":"appreciate this. So you know"},{"speaker":"Tim Montague","startTime":822.6,"endTime":827.88,"body":"you've got today, let's say that"},{"speaker":"Tim Montague","startTime":822.6,"endTime":827.88,"body":"tenants are all being sub"},{"speaker":"Tim Montague","startTime":827.88,"endTime":833.0,"body":"metered, so you've got these"},{"speaker":"Tim Montague","startTime":827.88,"endTime":833.0,"body":"huge meter banks, and tomorrow?"},{"speaker":"Tim Montague","startTime":833.0,"endTime":835.6999999999999,"body":"Does that infrastructure have to"},{"speaker":"Tim Montague","startTime":833.0,"endTime":835.6999999999999,"body":"change substantially?"},{"speaker":"John Witchel","startTime":836.0,"endTime":840.14,"body":"No, we don't. We"},{"speaker":"John Witchel","startTime":836.0,"endTime":840.14,"body":"don't come in and provide new"},{"speaker":"John Witchel","startTime":840.14,"endTime":843.86,"body":"hardware or unique hardware."},{"speaker":"John Witchel","startTime":840.14,"endTime":843.86,"body":"There are, there are a few"},{"speaker":"John Witchel","startTime":843.86,"endTime":846.74,"body":"people out there who are trying"},{"speaker":"John Witchel","startTime":843.86,"endTime":846.74,"body":"to tackle the split incentive"},{"speaker":"John Witchel","startTime":846.74,"endTime":851.4399999999999,"body":"problem at that level. We think"},{"speaker":"John Witchel","startTime":846.74,"endTime":851.4399999999999,"body":"that that is challenging and"},{"speaker":"John Witchel","startTime":851.4399999999999,"endTime":854.0799999999999,"body":"it's difficult to scale. And you"},{"speaker":"John Witchel","startTime":851.4399999999999,"endTime":854.0799999999999,"body":"know, if you're going to install"},{"speaker":"John Witchel","startTime":854.0799999999999,"endTime":857.14,"body":"a unique piece of hardware"},{"speaker":"John Witchel","startTime":854.0799999999999,"endTime":857.14,"body":"that's not widely deployed, you"},{"speaker":"John Witchel","startTime":857.14,"endTime":859.6,"body":"need to count on servicing, and"},{"speaker":"John Witchel","startTime":857.14,"endTime":859.6,"body":"you need to count on that"},{"speaker":"John Witchel","startTime":859.6,"endTime":864.76,"body":"property, but on that device"},{"speaker":"John Witchel","startTime":859.6,"endTime":864.76,"body":"being serviceable for 20 plus"},{"speaker":"John Witchel","startTime":864.76,"endTime":868.3,"body":"years, we think it's an easier"},{"speaker":"John Witchel","startTime":864.76,"endTime":868.3,"body":"solution to come in for a"},{"speaker":"John Witchel","startTime":868.3,"endTime":872.04,"body":"software solution and just divvy"},{"speaker":"John Witchel","startTime":868.3,"endTime":872.04,"body":"up the energy, essentially at"},{"speaker":"John Witchel","startTime":872.04,"endTime":875.52,"body":"the at the at the bill level,"},{"speaker":"John Witchel","startTime":872.04,"endTime":875.52,"body":"rather than down at the the"},{"speaker":"John Witchel","startTime":875.52,"endTime":877.1999999999999,"body":"electron level. Yeah."},{"speaker":"Tim Montague","startTime":877.56,"endTime":880.14,"body":"But when you're"},{"speaker":"Tim Montague","startTime":877.56,"endTime":880.14,"body":"designing that solar facility,"},{"speaker":"Tim Montague","startTime":880.74,"endTime":885.6,"body":"you have to know what the total"},{"speaker":"Tim Montague","startTime":880.74,"endTime":885.6,"body":"load of the facility is. Do you"},{"speaker":"Tim Montague","startTime":885.6,"endTime":890.22,"body":"need to get the granular tenant"},{"speaker":"Tim Montague","startTime":885.6,"endTime":890.22,"body":"meter info on the front end?"},{"speaker":"John Witchel","startTime":890.4,"endTime":893.3,"body":"You do. And that's"},{"speaker":"John Witchel","startTime":890.4,"endTime":893.3,"body":"that's part of our job. We do"},{"speaker":"John Witchel","startTime":893.3,"endTime":896.66,"body":"that top to bottom, beginning"},{"speaker":"John Witchel","startTime":893.3,"endTime":896.66,"body":"middle and end. So you go to the"},{"speaker":"John Witchel","startTime":896.66,"endTime":898.9399999999999,"body":"landlord. They don't know"},{"speaker":"John Witchel","startTime":896.66,"endTime":898.9399999999999,"body":"anything about their own meters."},{"speaker":"John Witchel","startTime":898.9399999999999,"endTime":901.22,"body":"They don't want to know anything"},{"speaker":"John Witchel","startTime":898.9399999999999,"endTime":901.22,"body":"about their own meters. So you"},{"speaker":"John Witchel","startTime":901.22,"endTime":904.76,"body":"have that huge meter bank."},{"speaker":"John Witchel","startTime":901.22,"endTime":904.76,"body":"There's an engineer somewhere in"},{"speaker":"John Witchel","startTime":904.76,"endTime":907.8199999999999,"body":"the building that does know, but"},{"speaker":"John Witchel","startTime":904.76,"endTime":907.8199999999999,"body":"the building owner doesn't know"},{"speaker":"John Witchel","startTime":907.8199999999999,"endTime":912.4,"body":"or care, right? And so we so we"},{"speaker":"John Witchel","startTime":907.8199999999999,"endTime":912.4,"body":"come in, we take care of all of"},{"speaker":"John Witchel","startTime":912.4,"endTime":916.48,"body":"that, and and our systems look"},{"speaker":"John Witchel","startTime":912.4,"endTime":916.48,"body":"very much like a community solar"},{"speaker":"John Witchel","startTime":916.6,"endTime":919.48,"body":"system that's built on the roof."},{"speaker":"John Witchel","startTime":916.6,"endTime":919.48,"body":"If you know, we have all this,"},{"speaker":"John Witchel","startTime":919.48,"endTime":921.64,"body":"the same things that everybody"},{"speaker":"John Witchel","startTime":919.48,"endTime":921.64,"body":"else would have. We have weather"},{"speaker":"John Witchel","startTime":921.64,"endTime":926.92,"body":"meters and inverters and and"},{"speaker":"John Witchel","startTime":921.64,"endTime":926.92,"body":"John's all the usual stuff. You"},{"speaker":"John Witchel","startTime":926.92,"endTime":929.5,"body":"know, a solar developer like"},{"speaker":"John Witchel","startTime":926.92,"endTime":929.5,"body":"yourself would walk on any one"},{"speaker":"John Witchel","startTime":929.5,"endTime":931.74,"body":"of our systems. Look around and"},{"speaker":"John Witchel","startTime":929.5,"endTime":931.74,"body":"go, yeah, that just looks like a"},{"speaker":"John Witchel","startTime":931.74,"endTime":932.64,"body":"pretty plain vanilla."},{"speaker":"Tim Montague","startTime":932.8199999999999,"endTime":937.0799999999999,"body":"So let's, let's"},{"speaker":"Tim Montague","startTime":932.8199999999999,"endTime":937.0799999999999,"body":"take a step further in here. So"},{"speaker":"Tim Montague","startTime":937.38,"endTime":942.9599999999999,"body":"from before to after, I'm the"},{"speaker":"Tim Montague","startTime":937.38,"endTime":942.9599999999999,"body":"yoga studio in the mall now gets"},{"speaker":"Tim Montague","startTime":942.9599999999999,"endTime":947.9399999999999,"body":"a king energy solar facility on"},{"speaker":"Tim Montague","startTime":942.9599999999999,"endTime":947.9399999999999,"body":"the roof, and I sign up for that"},{"speaker":"Tim Montague","startTime":947.9399999999999,"endTime":952.16,"body":"10% discount. Am I still"},{"speaker":"Tim Montague","startTime":947.9399999999999,"endTime":952.16,"body":"getting? Up the traditional"},{"speaker":"Tim Montague","startTime":952.16,"endTime":955.5799999999999,"body":"power bill, or am I getting a"},{"speaker":"Tim Montague","startTime":952.16,"endTime":955.5799999999999,"body":"power bill now from from the"},{"speaker":"Tim Montague","startTime":955.5799999999999,"endTime":956.18,"body":"landlord?"},{"speaker":"John Witchel","startTime":957.3199999999999,"endTime":959.3,"body":"No, you're not"},{"speaker":"John Witchel","startTime":957.3199999999999,"endTime":959.3,"body":"getting a power bill from the"},{"speaker":"John Witchel","startTime":959.3,"endTime":963.56,"body":"landlord, because we worked very"},{"speaker":"John Witchel","startTime":959.3,"endTime":963.56,"body":"hard to not put any burden onto"},{"speaker":"John Witchel","startTime":963.56,"endTime":967.16,"body":"the landlord that that that any"},{"speaker":"John Witchel","startTime":963.56,"endTime":967.16,"body":"other tenant would have. So the"},{"speaker":"John Witchel","startTime":967.16,"endTime":971.0799999999999,"body":"so the landlord is not an active"},{"speaker":"John Witchel","startTime":967.16,"endTime":971.0799999999999,"body":"participant in the in the"},{"speaker":"John Witchel","startTime":971.0799999999999,"endTime":975.64,"body":"monthly billing the yoga studio,"},{"speaker":"John Witchel","startTime":971.0799999999999,"endTime":975.64,"body":"but you're identifying an"},{"speaker":"John Witchel","startTime":975.64,"endTime":980.26,"body":"important problem is that the"},{"speaker":"John Witchel","startTime":975.64,"endTime":980.26,"body":"yoga studio doesn't want two"},{"speaker":"John Witchel","startTime":980.26,"endTime":985.06,"body":"bills. They don't want, no, they"},{"speaker":"John Witchel","startTime":980.26,"endTime":985.06,"body":"don't they don't want a headache"},{"speaker":"John Witchel","startTime":985.48,"endTime":989.3199999999999,"body":"being energy and a bill from"},{"speaker":"John Witchel","startTime":985.48,"endTime":989.3199999999999,"body":"from the utility for two"},{"speaker":"John Witchel","startTime":989.3199999999999,"endTime":992.1999999999999,"body":"reasons, because paying bills is"},{"speaker":"John Witchel","startTime":989.3199999999999,"endTime":992.1999999999999,"body":"annoying. Nobody wants to do it,"},{"speaker":"John Witchel","startTime":992.1999999999999,"endTime":994.26,"body":"and they certainly don't pay a"},{"speaker":"John Witchel","startTime":992.1999999999999,"endTime":994.26,"body":"second one. Don't pay a second"},{"speaker":"John Witchel","startTime":994.26,"endTime":998.52,"body":"one. But more importantly, it's"},{"speaker":"John Witchel","startTime":994.26,"endTime":998.52,"body":"very difficult to see the value"},{"speaker":"John Witchel","startTime":998.52,"endTime":1003.0799999999999,"body":"of solar when you used to get"},{"speaker":"John Witchel","startTime":998.52,"endTime":1003.0799999999999,"body":"one bill from the utility, and"},{"speaker":"John Witchel","startTime":1003.0799999999999,"endTime":1006.8,"body":"now you're getting two bills,"},{"speaker":"John Witchel","startTime":1003.0799999999999,"endTime":1006.8,"body":"one of which is lower, and the"},{"speaker":"John Witchel","startTime":1006.86,"endTime":1010.3399999999999,"body":"AG, the combined value of the"},{"speaker":"John Witchel","startTime":1006.86,"endTime":1010.3399999999999,"body":"two bills is net lower, like"},{"speaker":"John Witchel","startTime":1010.3399999999999,"endTime":1013.24,"body":"that, even even saying that out"},{"speaker":"John Witchel","startTime":1010.3399999999999,"endTime":1013.24,"body":"loud, conceptually, you're like,"},{"speaker":"John Witchel","startTime":1013.24,"endTime":1016.12,"body":"Okay, I kind of get it. But God,"},{"speaker":"John Witchel","startTime":1013.24,"endTime":1016.12,"body":"you know what? I don't want to"},{"speaker":"John Witchel","startTime":1016.12,"endTime":1019.36,"body":"do it. I don't, you know. So"},{"speaker":"John Witchel","startTime":1016.12,"endTime":1019.36,"body":"instead, what we do, and a big"},{"speaker":"John Witchel","startTime":1019.36,"endTime":1022.8399999999999,"body":"part of our software, is what we"},{"speaker":"John Witchel","startTime":1019.36,"endTime":1022.8399999999999,"body":"call one bill, right? We do? We"},{"speaker":"John Witchel","startTime":1022.8399999999999,"endTime":1030.34,"body":"combine the utility bill and our"},{"speaker":"John Witchel","startTime":1022.8399999999999,"endTime":1030.34,"body":"bill onto one bill, and very"},{"speaker":"John Witchel","startTime":1030.34,"endTime":1034.44,"body":"clearly show the savings. And so"},{"speaker":"John Witchel","startTime":1030.34,"endTime":1034.44,"body":"you'll see two lines on our"},{"speaker":"John Witchel","startTime":1034.44,"endTime":1039.84,"body":"bill. One bill, one line says"},{"speaker":"John Witchel","startTime":1034.44,"endTime":1039.84,"body":"the utility is owed $100 the"},{"speaker":"John Witchel","startTime":1039.84,"endTime":1044.16,"body":"other one line says, you know,"},{"speaker":"John Witchel","startTime":1039.84,"endTime":1044.16,"body":"King energy is owed $100 King"},{"speaker":"John Witchel","startTime":1044.16,"endTime":1047.4,"body":"energy's Bill 10% discount. So"},{"speaker":"John Witchel","startTime":1044.16,"endTime":1047.4,"body":"we're only going to charge you"},{"speaker":"John Witchel","startTime":1047.4,"endTime":1052.34,"body":"90 for our bills. Your total"},{"speaker":"John Witchel","startTime":1047.4,"endTime":1052.34,"body":"bill is $190 you pay us, and"},{"speaker":"John Witchel","startTime":1052.34,"endTime":1057.6200000000001,"body":"then we remit the $100 to the"},{"speaker":"John Witchel","startTime":1052.34,"endTime":1057.6200000000001,"body":"utility. The value above and"},{"speaker":"John Witchel","startTime":1057.6200000000001,"endTime":1061.34,"body":"beyond the simplicity of it is,"},{"speaker":"John Witchel","startTime":1057.6200000000001,"endTime":1061.34,"body":"if you take, you know, last"},{"speaker":"John Witchel","startTime":1061.34,"endTime":1066.08,"body":"year's bill, and hold it up to"},{"speaker":"John Witchel","startTime":1061.34,"endTime":1066.08,"body":"this year's bill, the only thing"},{"speaker":"John Witchel","startTime":1066.2,"endTime":1069.74,"body":"two things will have changed."},{"speaker":"John Witchel","startTime":1066.2,"endTime":1069.74,"body":"Number one, the logo on the"},{"speaker":"John Witchel","startTime":1069.74,"endTime":1072.7,"body":"upper left will now say King"},{"speaker":"John Witchel","startTime":1069.74,"endTime":1072.7,"body":"energy. And the number on the"},{"speaker":"John Witchel","startTime":1072.7,"endTime":1076.84,"body":"lower right, which is the total"},{"speaker":"John Witchel","startTime":1072.7,"endTime":1076.84,"body":"amount owed, will be lower. That"},{"speaker":"John Witchel","startTime":1076.84,"endTime":1080.08,"body":"is something any small business"},{"speaker":"John Witchel","startTime":1076.84,"endTime":1080.08,"body":"owner can wrap their head"},{"speaker":"John Witchel","startTime":1080.08,"endTime":1082.96,"body":"around. They look at it, they"},{"speaker":"John Witchel","startTime":1080.08,"endTime":1082.96,"body":"see it. They say, Oh, I see the"},{"speaker":"John Witchel","startTime":1082.96,"endTime":1086.68,"body":"value of what I'm doing here."},{"speaker":"John Witchel","startTime":1082.96,"endTime":1086.68,"body":"This is a good thing. If you"},{"speaker":"John Witchel","startTime":1086.68,"endTime":1089.26,"body":"have a sophisticated energy"},{"speaker":"John Witchel","startTime":1086.68,"endTime":1089.26,"body":"buyer, and they want to see all"},{"speaker":"John Witchel","startTime":1089.26,"endTime":1093.12,"body":"the dirty details we can deliver"},{"speaker":"John Witchel","startTime":1089.26,"endTime":1093.12,"body":"that. They just check a box on"},{"speaker":"John Witchel","startTime":1093.12,"endTime":1096.72,"body":"our on our website, and they see"},{"speaker":"John Witchel","startTime":1093.12,"endTime":1096.72,"body":"the complete granular breakdown,"},{"speaker":"John Witchel","startTime":1096.78,"endTime":1101.8799999999999,"body":"including all of the detailed,"},{"speaker":"John Witchel","startTime":1096.78,"endTime":1101.8799999999999,"body":"non bypassable charges, taxes."},{"speaker":"John Witchel","startTime":1102.06,"endTime":1105.18,"body":"Did you have a late fee? Did you"},{"speaker":"John Witchel","startTime":1102.06,"endTime":1105.18,"body":"you know, are you on, on a"},{"speaker":"John Witchel","startTime":1105.18,"endTime":1109.92,"body":"payment plan? Every permutation"},{"speaker":"John Witchel","startTime":1105.18,"endTime":1109.92,"body":"that that is out there in the"},{"speaker":"John Witchel","startTime":1109.92,"endTime":1114.56,"body":"world, we have solved for it,"},{"speaker":"John Witchel","startTime":1109.92,"endTime":1114.56,"body":"and this is really at the heart"},{"speaker":"John Witchel","startTime":1114.62,"endTime":1119.12,"body":"of the of the software that"},{"speaker":"John Witchel","startTime":1114.62,"endTime":1119.12,"body":"we've built. Because in FinTech,"},{"speaker":"John Witchel","startTime":1119.84,"endTime":1125.78,"body":"the happy path is the easy path."},{"speaker":"John Witchel","startTime":1119.84,"endTime":1125.78,"body":"Any third year CS student can"},{"speaker":"John Witchel","startTime":1125.78,"endTime":1130.34,"body":"write a piece of software to"},{"speaker":"John Witchel","startTime":1125.78,"endTime":1130.34,"body":"generate an invoice. That's not"},{"speaker":"John Witchel","startTime":1130.34,"endTime":1135.52,"body":"hard to do. What's hard to do is"},{"speaker":"John Witchel","startTime":1130.34,"endTime":1135.52,"body":"to manage the hundreds of"},{"speaker":"John Witchel","startTime":1135.52,"endTime":1140.3799999999999,"body":"permutations of that bill when"},{"speaker":"John Witchel","startTime":1135.52,"endTime":1140.3799999999999,"body":"it's not the happy path. So the"},{"speaker":"John Witchel","startTime":1140.3799999999999,"endTime":1143.8,"body":"customer calls and they"},{"speaker":"John Witchel","startTime":1140.3799999999999,"endTime":1143.8,"body":"complain, and they say, Hey, I"},{"speaker":"John Witchel","startTime":1143.8,"endTime":1145.66,"body":"don't know why you didn't get"},{"speaker":"John Witchel","startTime":1143.8,"endTime":1145.66,"body":"you know, you didn't get my"},{"speaker":"John Witchel","startTime":1145.66,"endTime":1148.06,"body":"payment. You say, Oh, okay,"},{"speaker":"John Witchel","startTime":1145.66,"endTime":1148.06,"body":"well, we'll give you credit back"},{"speaker":"John Witchel","startTime":1148.06,"endTime":1150.46,"body":"if you send the money this week."},{"speaker":"John Witchel","startTime":1148.06,"endTime":1150.46,"body":"And then it turns out the check"},{"speaker":"John Witchel","startTime":1150.46,"endTime":1153.36,"body":"bounces, and then you have to"},{"speaker":"John Witchel","startTime":1150.46,"endTime":1153.36,"body":"put the money back on, and then"},{"speaker":"John Witchel","startTime":1153.36,"endTime":1155.52,"body":"you have to charge the late fee,"},{"speaker":"John Witchel","startTime":1153.36,"endTime":1155.52,"body":"and then you have to charge the"},{"speaker":"John Witchel","startTime":1155.52,"endTime":1157.68,"body":"interest. And then they call you"},{"speaker":"John Witchel","startTime":1155.52,"endTime":1157.68,"body":"back and they say, I'm still"},{"speaker":"John Witchel","startTime":1157.68,"endTime":1160.08,"body":"unhappy this okay, we'll waive"},{"speaker":"John Witchel","startTime":1157.68,"endTime":1160.08,"body":"the interest, we'll we'll waive"},{"speaker":"John Witchel","startTime":1160.08,"endTime":1163.26,"body":"the late fee, but we'll put the"},{"speaker":"John Witchel","startTime":1160.08,"endTime":1163.26,"body":"interest on because and we're"},{"speaker":"John Witchel","startTime":1163.26,"endTime":1165.42,"body":"going to do a three month"},{"speaker":"John Witchel","startTime":1163.26,"endTime":1165.42,"body":"workout, and then they do one"},{"speaker":"John Witchel","startTime":1165.42,"endTime":1167.82,"body":"month of the workout, and then"},{"speaker":"John Witchel","startTime":1165.42,"endTime":1167.82,"body":"they miss the next two months of"},{"speaker":"John Witchel","startTime":1167.82,"endTime":1172.04,"body":"the workout. And it goes on and"},{"speaker":"John Witchel","startTime":1167.82,"endTime":1172.04,"body":"on and on, and you multiply that"},{"speaker":"John Witchel","startTime":1172.58,"endTime":1176.54,"body":"by a couple 100,000 customers,"},{"speaker":"John Witchel","startTime":1172.58,"endTime":1176.54,"body":"and there's only one way to"},{"speaker":"John Witchel","startTime":1176.54,"endTime":1179.36,"body":"solve that, and that's with"},{"speaker":"John Witchel","startTime":1176.54,"endTime":1179.36,"body":"enterprise software. And there's"},{"speaker":"John Witchel","startTime":1179.36,"endTime":1183.62,"body":"very few people, and there's"},{"speaker":"John Witchel","startTime":1179.36,"endTime":1183.62,"body":"very few companies that know how"},{"speaker":"John Witchel","startTime":1183.62,"endTime":1186.2,"body":"to do that at scale, and we're"},{"speaker":"John Witchel","startTime":1183.62,"endTime":1186.2,"body":"one of them."},{"speaker":"Tim Montague","startTime":1186.6499999999999,"endTime":1188.84,"body":"The Clean Power"},{"speaker":"Tim Montague","startTime":1186.6499999999999,"endTime":1188.84,"body":"Hour is brought to you by CPS"},{"speaker":"Tim Montague","startTime":1188.84,"endTime":1192.05,"body":"America, the maker of North"},{"speaker":"Tim Montague","startTime":1188.84,"endTime":1192.05,"body":"America's number one three phase"},{"speaker":"Tim Montague","startTime":1192.05,"endTime":1195.29,"body":"string inverter with over six"},{"speaker":"Tim Montague","startTime":1192.05,"endTime":1195.29,"body":"gig Watts shipped in the US. The"},{"speaker":"Tim Montague","startTime":1195.29,"endTime":1198.26,"body":"CPS America product lineup"},{"speaker":"Tim Montague","startTime":1195.29,"endTime":1198.26,"body":"includes three phase string"},{"speaker":"Tim Montague","startTime":1198.26,"endTime":1203.6299999999999,"body":"inverters ranging from 25 to 275"},{"speaker":"Tim Montague","startTime":1198.26,"endTime":1203.6299999999999,"body":"kW their flagship inverter, the"},{"speaker":"Tim Montague","startTime":1203.6299999999999,"endTime":1208.16,"body":"CPS 252 75 is designed to work"},{"speaker":"Tim Montague","startTime":1203.6299999999999,"endTime":1208.16,"body":"with solar plants ranging from"},{"speaker":"Tim Montague","startTime":1208.16,"endTime":1214.01,"body":"two megawatts to two gigawatts."},{"speaker":"Tim Montague","startTime":1208.16,"endTime":1214.01,"body":"The 252 75 pairs well, with CPS"},{"speaker":"Tim Montague","startTime":1214.01,"endTime":1217.3999999999999,"body":"America's exceptional data"},{"speaker":"Tim Montague","startTime":1214.01,"endTime":1217.3999999999999,"body":"communication controls and"},{"speaker":"Tim Montague","startTime":1217.3999999999999,"endTime":1221.84,"body":"energy storage solutions, go to"},{"speaker":"Tim Montague","startTime":1217.3999999999999,"endTime":1221.84,"body":"chintpowersystems.com to find"},{"speaker":"Tim Montague","startTime":1221.84,"endTime":1226.6399999999999,"body":"out more. Well, I happen to have"},{"speaker":"Tim Montague","startTime":1221.84,"endTime":1226.6399999999999,"body":"had three community solar"},{"speaker":"Tim Montague","startTime":1226.6399999999999,"endTime":1229.94,"body":"companies on the show this year,"},{"speaker":"Tim Montague","startTime":1226.6399999999999,"endTime":1229.94,"body":"two of which are working in"},{"speaker":"Tim Montague","startTime":1229.94,"endTime":1233.51,"body":"Illinois, one of which has"},{"speaker":"Tim Montague","startTime":1229.94,"endTime":1233.51,"body":"stayed on the sidelines, but one"},{"speaker":"Tim Montague","startTime":1233.51,"endTime":1239.1499999999999,"body":"of the complaints that I hear is"},{"speaker":"Tim Montague","startTime":1233.51,"endTime":1239.1499999999999,"body":"that billing is still wonky, and"},{"speaker":"Tim Montague","startTime":1291.02,"endTime":1298.22,"body":"customers do end up having"},{"speaker":"Tim Montague","startTime":1291.02,"endTime":1298.22,"body":"confusion or double billing, and"},{"speaker":"Tim Montague","startTime":1298.64,"endTime":1303.14,"body":"it's a headache. So how much"},{"speaker":"Tim Montague","startTime":1298.64,"endTime":1303.14,"body":"friction is? There. Now I'm just"},{"speaker":"Tim Montague","startTime":1303.14,"endTime":1307.58,"body":"talking about Illinois, and"},{"speaker":"Tim Montague","startTime":1303.14,"endTime":1307.58,"body":"Illinois is, you know, middle of"},{"speaker":"Tim Montague","startTime":1307.58,"endTime":1311.03,"body":"the road in terms of maturity of"},{"speaker":"Tim Montague","startTime":1307.58,"endTime":1311.03,"body":"its of its, you know, virtual"},{"speaker":"Tim Montague","startTime":1311.03,"endTime":1314.84,"body":"net metering market for"},{"speaker":"Tim Montague","startTime":1311.03,"endTime":1314.84,"body":"community solar. There are more"},{"speaker":"Tim Montague","startTime":1314.84,"endTime":1318.92,"body":"mature markets like Colorado,"},{"speaker":"Tim Montague","startTime":1314.84,"endTime":1318.92,"body":"like Massachusetts, like New"},{"speaker":"Tim Montague","startTime":1318.92,"endTime":1323.33,"body":"York, like New Jersey. But how"},{"speaker":"Tim Montague","startTime":1318.92,"endTime":1323.33,"body":"much friction is there in this,"},{"speaker":"Tim Montague","startTime":1323.57,"endTime":1327.59,"body":"in this just transactional"},{"speaker":"Tim Montague","startTime":1323.57,"endTime":1327.59,"body":"financial system of getting King"},{"speaker":"Tim Montague","startTime":1327.59,"endTime":1331.22,"body":"energy onto the bill and making"},{"speaker":"Tim Montague","startTime":1327.59,"endTime":1331.22,"body":"sure that everything is running"},{"speaker":"Tim Montague","startTime":1331.22,"endTime":1334.79,"body":"smoothly and there's no"},{"speaker":"Tim Montague","startTime":1331.22,"endTime":1334.79,"body":"confusion for the tenant or the"},{"speaker":"Tim Montague","startTime":1334.82,"endTime":1335.93,"body":"the bill payer."},{"speaker":"John Witchel","startTime":1337.16,"endTime":1340.76,"body":"The short answer"},{"speaker":"John Witchel","startTime":1337.16,"endTime":1340.76,"body":"is, you know, there's none, or"},{"speaker":"John Witchel","startTime":1340.76,"endTime":1344.42,"body":"there's very little. But in"},{"speaker":"John Witchel","startTime":1340.76,"endTime":1344.42,"body":"software, there's an old saying"},{"speaker":"John Witchel","startTime":1344.54,"endTime":1349.46,"body":"is that simple is hard to make"},{"speaker":"John Witchel","startTime":1344.54,"endTime":1349.46,"body":"it really simple for for a small"},{"speaker":"John Witchel","startTime":1349.46,"endTime":1355.34,"body":"business owner, is incredibly"},{"speaker":"John Witchel","startTime":1349.46,"endTime":1355.34,"body":"challenging. In the back office,"},{"speaker":"John Witchel","startTime":1355.97,"endTime":1360.14,"body":"we have to deal with an enormous"},{"speaker":"John Witchel","startTime":1355.97,"endTime":1360.14,"body":"amount of complexity. You know,"},{"speaker":"John Witchel","startTime":1361.16,"endTime":1364.8500000000001,"body":"every solar developer has taken"},{"speaker":"John Witchel","startTime":1361.16,"endTime":1364.8500000000001,"body":"a look at it, at an official"},{"speaker":"John Witchel","startTime":1364.8500000000001,"endTime":1369.38,"body":"tariff, you know, PUC approved"},{"speaker":"John Witchel","startTime":1364.8500000000001,"endTime":1369.38,"body":"tariff rate schedule, and it'll"},{"speaker":"John Witchel","startTime":1369.38,"endTime":1372.5,"body":"make your eyes water there."},{"speaker":"John Witchel","startTime":1369.38,"endTime":1372.5,"body":"They're enormously complicated"},{"speaker":"John Witchel","startTime":1372.5,"endTime":1376.58,"body":"documents by design. And then"},{"speaker":"John Witchel","startTime":1372.5,"endTime":1376.58,"body":"you have to convert that, that,"},{"speaker":"John Witchel","startTime":1376.6100000000001,"endTime":1381.26,"body":"that Tariff Schedule, into"},{"speaker":"John Witchel","startTime":1376.6100000000001,"endTime":1381.26,"body":"software code, and recognize"},{"speaker":"John Witchel","startTime":1381.41,"endTime":1384.74,"body":"that it's going to change, and"},{"speaker":"John Witchel","startTime":1381.41,"endTime":1384.74,"body":"it may change later this year,"},{"speaker":"John Witchel","startTime":1385.13,"endTime":1389.45,"body":"right? It may change in in 18"},{"speaker":"John Witchel","startTime":1385.13,"endTime":1389.45,"body":"months. They may, they may."},{"speaker":"John Witchel","startTime":1389.66,"endTime":1393.29,"body":"They're constantly moving"},{"speaker":"John Witchel","startTime":1389.66,"endTime":1393.29,"body":"tariffs around. They're moving"},{"speaker":"John Witchel","startTime":1393.29,"endTime":1396.17,"body":"non bypassable charges around."},{"speaker":"John Witchel","startTime":1393.29,"endTime":1396.17,"body":"What's taxable, what's not"},{"speaker":"John Witchel","startTime":1396.17,"endTime":1399.59,"body":"taxable, what's being credited."},{"speaker":"John Witchel","startTime":1396.17,"endTime":1399.59,"body":"You always have these stub"},{"speaker":"John Witchel","startTime":1399.59,"endTime":1403.16,"body":"months. You have end of year"},{"speaker":"John Witchel","startTime":1399.59,"endTime":1403.16,"body":"credits. There's a tremendous"},{"speaker":"John Witchel","startTime":1403.19,"endTime":1408.74,"body":"amount of complexity. Nobody"},{"speaker":"John Witchel","startTime":1403.19,"endTime":1408.74,"body":"cares about that complexity."},{"speaker":"John Witchel","startTime":1408.8600000000001,"endTime":1412.3700000000001,"body":"They just want to know that"},{"speaker":"John Witchel","startTime":1408.8600000000001,"endTime":1412.3700000000001,"body":"they're paying less for their"},{"speaker":"John Witchel","startTime":1412.3700000000001,"endTime":1416.6000000000001,"body":"energy bill. And if you"},{"speaker":"John Witchel","startTime":1412.3700000000001,"endTime":1416.6000000000001,"body":"introduce any complexity to the"},{"speaker":"John Witchel","startTime":1416.6000000000001,"endTime":1421.01,"body":"end user, the answer is no, they"},{"speaker":"John Witchel","startTime":1416.6000000000001,"endTime":1421.01,"body":"just cancel. It's really that"},{"speaker":"John Witchel","startTime":1421.01,"endTime":1424.97,"body":"simple. They're not interested"},{"speaker":"John Witchel","startTime":1421.01,"endTime":1424.97,"body":"in having an experience with"},{"speaker":"John Witchel","startTime":1424.97,"endTime":1429.56,"body":"energy. So all of the issues"},{"speaker":"John Witchel","startTime":1424.97,"endTime":1429.56,"body":"that you're identifying, that's"},{"speaker":"John Witchel","startTime":1429.56,"endTime":1433.8500000000001,"body":"our water to carry, that's our"},{"speaker":"John Witchel","startTime":1429.56,"endTime":1433.8500000000001,"body":"burden to solve, yeah, and we"},{"speaker":"John Witchel","startTime":1433.8500000000001,"endTime":1436.28,"body":"work hard to do it. And we have"},{"speaker":"John Witchel","startTime":1433.8500000000001,"endTime":1436.28,"body":"a world class team of software"},{"speaker":"John Witchel","startTime":1436.28,"endTime":1440.27,"body":"developers and a terrific team"},{"speaker":"John Witchel","startTime":1436.28,"endTime":1440.27,"body":"of customer service reps and"},{"speaker":"John Witchel","startTime":1440.27,"endTime":1445.34,"body":"managers, and we do all sorts of"},{"speaker":"John Witchel","startTime":1440.27,"endTime":1445.34,"body":"sophisticated ser you know, we"},{"speaker":"John Witchel","startTime":1445.34,"endTime":1447.6200000000001,"body":"provide a tremendous amount of"},{"speaker":"John Witchel","startTime":1445.34,"endTime":1447.6200000000001,"body":"sophisticated service. We"},{"speaker":"John Witchel","startTime":1447.6200000000001,"endTime":1451.46,"body":"provide quarterly business"},{"speaker":"John Witchel","startTime":1447.6200000000001,"endTime":1451.46,"body":"reports. We make regular contact"},{"speaker":"John Witchel","startTime":1451.46,"endTime":1454.97,"body":"with our with all of the off"},{"speaker":"John Witchel","startTime":1451.46,"endTime":1454.97,"body":"takers, so that we're not just"},{"speaker":"John Witchel","startTime":1454.97,"endTime":1459.32,"body":"waiting for them to call us when"},{"speaker":"John Witchel","startTime":1454.97,"endTime":1459.32,"body":"there's a problem, right? They"},{"speaker":"John Witchel","startTime":1459.32,"endTime":1462.41,"body":"feel like they're being taken"},{"speaker":"John Witchel","startTime":1459.32,"endTime":1462.41,"body":"care of. So when they do have a"},{"speaker":"John Witchel","startTime":1462.41,"endTime":1465.8600000000001,"body":"question, there's a friendly"},{"speaker":"John Witchel","startTime":1462.41,"endTime":1465.8600000000001,"body":"face, and there's a, there's,"},{"speaker":"John Witchel","startTime":1465.89,"endTime":1468.65,"body":"there's a, there's a pre"},{"speaker":"John Witchel","startTime":1465.89,"endTime":1468.65,"body":"existing relationship, you know,"},{"speaker":"John Witchel","startTime":1468.65,"endTime":1470.84,"body":"there's an old, you know, one of"},{"speaker":"John Witchel","startTime":1468.65,"endTime":1470.84,"body":"the things that we live by is"},{"speaker":"John Witchel","startTime":1470.84,"endTime":1473.48,"body":"like, don't, don't try to build"},{"speaker":"John Witchel","startTime":1470.84,"endTime":1473.48,"body":"a bridge and simultaneously"},{"speaker":"John Witchel","startTime":1473.48,"endTime":1477.65,"body":"cross it, right? Build the"},{"speaker":"John Witchel","startTime":1473.48,"endTime":1477.65,"body":"bridge. Build the relationship."},{"speaker":"John Witchel","startTime":1477.65,"endTime":1480.8600000000001,"body":"Build the connection, build the"},{"speaker":"John Witchel","startTime":1477.65,"endTime":1480.8600000000001,"body":"trust. So when something does"},{"speaker":"John Witchel","startTime":1480.8600000000001,"endTime":1483.95,"body":"happen and there is a question,"},{"speaker":"John Witchel","startTime":1480.8600000000001,"endTime":1483.95,"body":"and they call you and there,"},{"speaker":"John Witchel","startTime":1484.4,"endTime":1489.44,"body":"there's a conversation. There's"},{"speaker":"John Witchel","startTime":1484.4,"endTime":1489.44,"body":"not just outrage and and that's"},{"speaker":"John Witchel","startTime":1489.44,"endTime":1494.18,"body":"a huge part of of of what we've"},{"speaker":"John Witchel","startTime":1489.44,"endTime":1494.18,"body":"built. And it's not just, you"},{"speaker":"John Witchel","startTime":1494.18,"endTime":1497.69,"body":"know, a guy like you or me"},{"speaker":"John Witchel","startTime":1494.18,"endTime":1497.69,"body":"taking the call, right? You have"},{"speaker":"John Witchel","startTime":1497.69,"endTime":1500.03,"body":"to be able to do it at scale,"},{"speaker":"John Witchel","startTime":1497.69,"endTime":1500.03,"body":"where you're dealing with"},{"speaker":"John Witchel","startTime":1500.03,"endTime":1502.55,"body":"hundreds of 1000s of customers."},{"speaker":"John Witchel","startTime":1500.03,"endTime":1502.55,"body":"Yeah,"},{"speaker":"Tim Montague","startTime":1503.48,"endTime":1508.31,"body":"I'm curious. You"},{"speaker":"Tim Montague","startTime":1503.48,"endTime":1508.31,"body":"know, one of the things that is"},{"speaker":"Tim Montague","startTime":1508.31,"endTime":1512.51,"body":"a bit of a puzzle in the solar"},{"speaker":"Tim Montague","startTime":1508.31,"endTime":1512.51,"body":"industry is why the commercial,"},{"speaker":"Tim Montague","startTime":1512.51,"endTime":1517.6100000000001,"body":"industrial or CNI space is"},{"speaker":"Tim Montague","startTime":1512.51,"endTime":1517.6100000000001,"body":"languishing as much as it is. I"},{"speaker":"Tim Montague","startTime":1517.6100000000001,"endTime":1522.17,"body":"get this question a lot. The"},{"speaker":"Tim Montague","startTime":1517.6100000000001,"endTime":1522.17,"body":"residential solar industry is"},{"speaker":"Tim Montague","startTime":1522.17,"endTime":1525.41,"body":"larger in the United States than"},{"speaker":"Tim Montague","startTime":1522.17,"endTime":1525.41,"body":"the commercial solar industry,"},{"speaker":"Tim Montague","startTime":1525.41,"endTime":1529.6100000000001,"body":"even though there's, I think,"},{"speaker":"Tim Montague","startTime":1525.41,"endTime":1529.6100000000001,"body":"more commercial rooftops you"},{"speaker":"Tim Montague","startTime":1529.6100000000001,"endTime":1532.94,"body":"know that are available for"},{"speaker":"Tim Montague","startTime":1529.6100000000001,"endTime":1532.94,"body":"putting solar on. The square"},{"speaker":"Tim Montague","startTime":1532.94,"endTime":1537.05,"body":"footage of commercial is"},{"speaker":"Tim Montague","startTime":1532.94,"endTime":1537.05,"body":"tremendous. But what are your"},{"speaker":"Tim Montague","startTime":1537.05,"endTime":1543.47,"body":"thoughts about how we can"},{"speaker":"Tim Montague","startTime":1537.05,"endTime":1543.47,"body":"transcend this phenomenon, and"},{"speaker":"Tim Montague","startTime":1543.47,"endTime":1547.94,"body":"what are the barriers that you"},{"speaker":"Tim Montague","startTime":1543.47,"endTime":1547.94,"body":"perceive? So what are the"},{"speaker":"Tim Montague","startTime":1547.94,"endTime":1550.04,"body":"opportunities and what are the"},{"speaker":"Tim Montague","startTime":1547.94,"endTime":1550.04,"body":"challenges that you're"},{"speaker":"Tim Montague","startTime":1550.04,"endTime":1551.6000000000001,"body":"overcoming? Sure,"},{"speaker":"John Witchel","startTime":1551.72,"endTime":1554.45,"body":"so, you know, if"},{"speaker":"John Witchel","startTime":1551.72,"endTime":1554.45,"body":"you look at the first generation"},{"speaker":"John Witchel","startTime":1554.45,"endTime":1558.14,"body":"of solar developers who went out"},{"speaker":"John Witchel","startTime":1554.45,"endTime":1558.14,"body":"to commercial CNI properties,"},{"speaker":"John Witchel","startTime":1558.44,"endTime":1561.23,"body":"you know, they basically went"},{"speaker":"John Witchel","startTime":1558.44,"endTime":1561.23,"body":"with a really simple pitch. They"},{"speaker":"John Witchel","startTime":1561.23,"endTime":1566.24,"body":"said, Hey, you should buy my"},{"speaker":"John Witchel","startTime":1561.23,"endTime":1566.24,"body":"product and services, and you'll"},{"speaker":"John Witchel","startTime":1566.24,"endTime":1569.99,"body":"save money over time. And so"},{"speaker":"John Witchel","startTime":1566.24,"endTime":1569.99,"body":"what they were really doing is"},{"speaker":"John Witchel","startTime":1569.99,"endTime":1573.32,"body":"they're saying, Hey, you should"},{"speaker":"John Witchel","startTime":1569.99,"endTime":1573.32,"body":"write me the first thing that"},{"speaker":"John Witchel","startTime":1573.32,"endTime":1577.91,"body":"you should do is write me a"},{"speaker":"John Witchel","startTime":1573.32,"endTime":1577.91,"body":"check, right? That that's fine."},{"speaker":"John Witchel","startTime":1577.91,"endTime":1579.98,"body":"That's not a that's there's"},{"speaker":"John Witchel","startTime":1577.91,"endTime":1579.98,"body":"nothing wrong with that"},{"speaker":"John Witchel","startTime":1579.98,"endTime":1585.44,"body":"approach, right? But that puts"},{"speaker":"John Witchel","startTime":1579.98,"endTime":1585.44,"body":"the property owner, you know, in"},{"speaker":"John Witchel","startTime":1585.44,"endTime":1589.52,"body":"the mode of well, if I had a"},{"speaker":"John Witchel","startTime":1585.44,"endTime":1589.52,"body":"couple million dollars to spend,"},{"speaker":"John Witchel","startTime":1590.69,"endTime":1593.63,"body":"is it better to spend it on"},{"speaker":"John Witchel","startTime":1590.69,"endTime":1593.63,"body":"solar, or should I just buy"},{"speaker":"John Witchel","startTime":1593.63,"endTime":1597.83,"body":"another property? Should I spend"},{"speaker":"John Witchel","startTime":1593.63,"endTime":1597.83,"body":"it on solar? Or should I redo"},{"speaker":"John Witchel","startTime":1597.83,"endTime":1600.92,"body":"the lobby? Right? Should I spend"},{"speaker":"John Witchel","startTime":1597.83,"endTime":1600.92,"body":"it on solar? Or should I do"},{"speaker":"John Witchel","startTime":1600.92,"endTime":1605.66,"body":"another HVAC so now let's. And"},{"speaker":"John Witchel","startTime":1600.92,"endTime":1605.66,"body":"you went from you're competing"},{"speaker":"John Witchel","startTime":1605.78,"endTime":1610.16,"body":"with a lot of other"},{"speaker":"John Witchel","startTime":1605.78,"endTime":1610.16,"body":"opportunities that that the"},{"speaker":"John Witchel","startTime":1610.19,"endTime":1613.6100000000001,"body":"commercial property owner has in"},{"speaker":"John Witchel","startTime":1610.19,"endTime":1613.6100000000001,"body":"front of them to use with their"},{"speaker":"John Witchel","startTime":1613.6100000000001,"endTime":1617.9,"body":"capital. We come at it with a"},{"speaker":"John Witchel","startTime":1613.6100000000001,"endTime":1617.9,"body":"very different approach. We say,"},{"speaker":"John Witchel","startTime":1617.9,"endTime":1623.39,"body":"Hey, we're going to give you"},{"speaker":"John Witchel","startTime":1617.9,"endTime":1623.39,"body":"money. And they say, Oh, well,"},{"speaker":"John Witchel","startTime":1623.39,"endTime":1626.3600000000001,"body":"I'm in the business of getting"},{"speaker":"John Witchel","startTime":1623.39,"endTime":1626.3600000000001,"body":"money. I would love to hear more"},{"speaker":"John Witchel","startTime":1626.3600000000001,"endTime":1629.84,"body":"about what you have to say. And"},{"speaker":"John Witchel","startTime":1626.3600000000001,"endTime":1629.84,"body":"then those first, you know, and"},{"speaker":"John Witchel","startTime":1629.84,"endTime":1632.42,"body":"then that, that second wave of"},{"speaker":"John Witchel","startTime":1629.84,"endTime":1632.42,"body":"of solar developers sort of"},{"speaker":"John Witchel","startTime":1632.48,"endTime":1634.79,"body":"understood that, and they said,"},{"speaker":"John Witchel","startTime":1632.48,"endTime":1634.79,"body":"Hey, we want to rent the roof"},{"speaker":"John Witchel","startTime":1634.79,"endTime":1637.46,"body":"too. And then they said, Oh,"},{"speaker":"John Witchel","startTime":1634.79,"endTime":1637.46,"body":"okay. I mean, I'm curious about"},{"speaker":"John Witchel","startTime":1637.46,"endTime":1640.31,"body":"what you had to say. And then"},{"speaker":"John Witchel","startTime":1637.46,"endTime":1640.31,"body":"they, they came in, and they"},{"speaker":"John Witchel","startTime":1640.31,"endTime":1642.17,"body":"said, you know, this is what"},{"speaker":"John Witchel","startTime":1640.31,"endTime":1642.17,"body":"we're going to do. We're going"},{"speaker":"John Witchel","startTime":1642.17,"endTime":1644.81,"body":"to rent through Oh, but we need"},{"speaker":"John Witchel","startTime":1642.17,"endTime":1644.81,"body":"you to backstop the credit, or"},{"speaker":"John Witchel","startTime":1644.81,"endTime":1648.2,"body":"we need you to guarantee the"},{"speaker":"John Witchel","startTime":1644.81,"endTime":1648.2,"body":"PPA, or we need you, you know,"},{"speaker":"John Witchel","startTime":1648.23,"endTime":1654.2,"body":"to put this stuff on Bill and"},{"speaker":"John Witchel","startTime":1648.23,"endTime":1654.2,"body":"load it into your your your your"},{"speaker":"John Witchel","startTime":1654.23,"endTime":1658.94,"body":"your monthly rent invoice and"},{"speaker":"John Witchel","startTime":1654.23,"endTime":1658.94,"body":"the all the landlords were like,"},{"speaker":"John Witchel","startTime":1658.97,"endTime":1661.91,"body":"what, none of my other tenants"},{"speaker":"John Witchel","startTime":1658.97,"endTime":1661.91,"body":"asked me to do that. Why are you"},{"speaker":"John Witchel","startTime":1661.91,"endTime":1666.17,"body":"asking me to do that the third"},{"speaker":"John Witchel","startTime":1661.91,"endTime":1666.17,"body":"generation, which is how I think"},{"speaker":"John Witchel","startTime":1666.17,"endTime":1669.83,"body":"of King energy, came in and"},{"speaker":"John Witchel","startTime":1666.17,"endTime":1669.83,"body":"said, Yeah, we those first two"},{"speaker":"John Witchel","startTime":1669.83,"endTime":1671.96,"body":"generations. Never should have"},{"speaker":"John Witchel","startTime":1669.83,"endTime":1671.96,"body":"asked you those questions in the"},{"speaker":"John Witchel","startTime":1671.96,"endTime":1675.14,"body":"first place. You're in the"},{"speaker":"John Witchel","startTime":1671.96,"endTime":1675.14,"body":"business of renting roofs. We're"},{"speaker":"John Witchel","startTime":1675.14,"endTime":1678.41,"body":"in the business of renting"},{"speaker":"John Witchel","startTime":1675.14,"endTime":1678.41,"body":"roofs. Let's just do that."},{"speaker":"Tim Montague","startTime":1678.74,"endTime":1680.63,"body":"And do you"},{"speaker":"Tim Montague","startTime":1678.74,"endTime":1680.63,"body":"completely avoid the owner"},{"speaker":"Tim Montague","startTime":1680.63,"endTime":1684.3500000000001,"body":"occupied segment of the"},{"speaker":"Tim Montague","startTime":1680.63,"endTime":1684.3500000000001,"body":"industry. We"},{"speaker":"John Witchel","startTime":1684.3500000000001,"endTime":1687.29,"body":"will do that. We"},{"speaker":"John Witchel","startTime":1684.3500000000001,"endTime":1687.29,"body":"do owner occupied, and the"},{"speaker":"John Witchel","startTime":1687.29,"endTime":1691.3700000000001,"body":"landlords will for the same"},{"speaker":"John Witchel","startTime":1687.29,"endTime":1691.3700000000001,"body":"reasons that all the tenants buy"},{"speaker":"John Witchel","startTime":1691.3700000000001,"endTime":1695.0,"body":"our software, excuse me, buy our"},{"speaker":"John Witchel","startTime":1691.3700000000001,"endTime":1695.0,"body":"energy for their common areas,"},{"speaker":"John Witchel","startTime":1695.21,"endTime":1698.09,"body":"but no more than their common"},{"speaker":"John Witchel","startTime":1695.21,"endTime":1698.09,"body":"areas, and no more than they"},{"speaker":"John Witchel","startTime":1698.09,"endTime":1698.8700000000001,"body":"consume."},{"speaker":"Tim Montague","startTime":1700.07,"endTime":1702.17,"body":"And and that's,"},{"speaker":"Tim Montague","startTime":1700.07,"endTime":1702.17,"body":"let's say you have a factory"},{"speaker":"Tim Montague","startTime":1702.17,"endTime":1707.42,"body":"that's owner occupied, and could"},{"speaker":"Tim Montague","startTime":1702.17,"endTime":1707.42,"body":"use, you know, a 500 KW rooftop"},{"speaker":"Tim Montague","startTime":1707.42,"endTime":1710.96,"body":"array, you will, you will"},{"speaker":"Tim Montague","startTime":1707.42,"endTime":1710.96,"body":"install that and sell them a"},{"speaker":"Tim Montague","startTime":1710.96,"endTime":1711.6200000000001,"body":"PPA."},{"speaker":"John Witchel","startTime":1711.77,"endTime":1714.29,"body":"We are capable of"},{"speaker":"John Witchel","startTime":1711.77,"endTime":1714.29,"body":"doing that. We we aren't that."},{"speaker":"John Witchel","startTime":1714.6200000000001,"endTime":1718.07,"body":"We aren't that competitive in"},{"speaker":"John Witchel","startTime":1714.6200000000001,"endTime":1718.07,"body":"doing that. Okay, right? It's,"},{"speaker":"Tim Montague","startTime":1718.07,"endTime":1721.16,"body":"it's really the,"},{"speaker":"Tim Montague","startTime":1718.07,"endTime":1721.16,"body":"it's really the multi tenant"},{"speaker":"Tim Montague","startTime":1721.16,"endTime":1724.7,"body":"real estate industry that you"},{"speaker":"Tim Montague","startTime":1721.16,"endTime":1724.7,"body":"are burrowing yourself into and"},{"speaker":"Tim Montague","startTime":1724.7,"endTime":1727.88,"body":"let's talk about that, because"},{"speaker":"Tim Montague","startTime":1724.7,"endTime":1727.88,"body":"you clearly are developing"},{"speaker":"Tim Montague","startTime":1727.88,"endTime":1732.83,"body":"relationships with large real"},{"speaker":"Tim Montague","startTime":1727.88,"endTime":1732.83,"body":"estate asset owners. Talk a"},{"speaker":"Tim Montague","startTime":1732.83,"endTime":1736.73,"body":"little bit about that. And what"},{"speaker":"Tim Montague","startTime":1732.83,"endTime":1736.73,"body":"type of a service agreement are"},{"speaker":"Tim Montague","startTime":1736.73,"endTime":1739.64,"body":"you working out with them that"},{"speaker":"Tim Montague","startTime":1736.73,"endTime":1739.64,"body":"that allows you to tackle 12"},{"speaker":"Tim Montague","startTime":1739.64,"endTime":1741.77,"body":"different markets in the United"},{"speaker":"Tim Montague","startTime":1739.64,"endTime":1741.77,"body":"States?"},{"speaker":"John Witchel","startTime":1742.58,"endTime":1746.15,"body":"Yeah. So, so, you"},{"speaker":"John Witchel","startTime":1742.58,"endTime":1746.15,"body":"know, our our goal is to"},{"speaker":"John Witchel","startTime":1746.15,"endTime":1749.8700000000001,"body":"service, be able to service, you"},{"speaker":"John Witchel","startTime":1746.15,"endTime":1749.8700000000001,"body":"know, small and medium sized"},{"speaker":"John Witchel","startTime":1749.93,"endTime":1753.5,"body":"property owners who maybe own"},{"speaker":"John Witchel","startTime":1749.93,"endTime":1753.5,"body":"five or 10 properties, and"},{"speaker":"John Witchel","startTime":1753.5,"endTime":1756.05,"body":"maybe, like you point out, there"},{"speaker":"John Witchel","startTime":1753.5,"endTime":1756.05,"body":"may be in multiple markets, but"},{"speaker":"John Witchel","startTime":1756.05,"endTime":1759.71,"body":"really our bread and butter and"},{"speaker":"John Witchel","startTime":1756.05,"endTime":1759.71,"body":"the thing that we do very well"},{"speaker":"John Witchel","startTime":1759.92,"endTime":1765.8600000000001,"body":"is is service larger REITs and"},{"speaker":"John Witchel","startTime":1759.92,"endTime":1765.8600000000001,"body":"larger property owners. King"},{"speaker":"John Witchel","startTime":1765.8600000000001,"endTime":1770.8700000000001,"body":"energy is built to be a long"},{"speaker":"John Witchel","startTime":1765.8600000000001,"endTime":1770.8700000000001,"body":"term partner from the ground up,"},{"speaker":"John Witchel","startTime":1770.8700000000001,"endTime":1775.55,"body":"we've raised a lot of money."},{"speaker":"John Witchel","startTime":1770.8700000000001,"endTime":1775.55,"body":"We've raised over $36 million of"},{"speaker":"John Witchel","startTime":1775.55,"endTime":1778.67,"body":"venture capital. We've raised"},{"speaker":"John Witchel","startTime":1775.55,"endTime":1778.67,"body":"hundreds of millions of dollars"},{"speaker":"John Witchel","startTime":1778.88,"endTime":1783.53,"body":"of of construction and and"},{"speaker":"John Witchel","startTime":1778.88,"endTime":1783.53,"body":"project capital, and we've"},{"speaker":"John Witchel","startTime":1783.53,"endTime":1786.71,"body":"raised it from some of the best"},{"speaker":"John Witchel","startTime":1783.53,"endTime":1786.71,"body":"names in the business, arc, turn"},{"speaker":"John Witchel","startTime":1786.83,"endTime":1791.57,"body":"Blackstone, active impact, next"},{"speaker":"John Witchel","startTime":1786.83,"endTime":1791.57,"body":"frontier capital. These are,"},{"speaker":"John Witchel","startTime":1792.1100000000001,"endTime":1798.56,"body":"these are large, well known"},{"speaker":"John Witchel","startTime":1792.1100000000001,"endTime":1798.56,"body":"investors and and we work with"},{"speaker":"John Witchel","startTime":1798.6200000000001,"endTime":1804.8600000000001,"body":"large REITs, and we work with"},{"speaker":"John Witchel","startTime":1798.6200000000001,"endTime":1804.8600000000001,"body":"large national tenants. And when"},{"speaker":"John Witchel","startTime":1804.8600000000001,"endTime":1810.3500000000001,"body":"we do that, new landlords and"},{"speaker":"John Witchel","startTime":1804.8600000000001,"endTime":1810.3500000000001,"body":"new REITs and new property"},{"speaker":"John Witchel","startTime":1810.3500000000001,"endTime":1813.47,"body":"owners, see who we're working"},{"speaker":"John Witchel","startTime":1810.3500000000001,"endTime":1813.47,"body":"with, see our level of"},{"speaker":"John Witchel","startTime":1813.47,"endTime":1822.1100000000001,"body":"capitalization, see that we're"},{"speaker":"John Witchel","startTime":1813.47,"endTime":1822.1100000000001,"body":"sophisticated, nuanced partners"},{"speaker":"John Witchel","startTime":1822.1100000000001,"endTime":1828.29,"body":"that were set up to be here for"},{"speaker":"John Witchel","startTime":1822.1100000000001,"endTime":1828.29,"body":"the long term. Very attractive,"},{"speaker":"John Witchel","startTime":1828.68,"endTime":1832.28,"body":"very attractive partnership for"},{"speaker":"John Witchel","startTime":1828.68,"endTime":1832.28,"body":"them. And that's a fundamentally"},{"speaker":"John Witchel","startTime":1832.28,"endTime":1837.08,"body":"different pitch than an EPC who"},{"speaker":"John Witchel","startTime":1832.28,"endTime":1837.08,"body":"comes in and says, I'm a"},{"speaker":"John Witchel","startTime":1837.08,"endTime":1841.52,"body":"terrific builder. Let me build"},{"speaker":"John Witchel","startTime":1837.08,"endTime":1841.52,"body":"the system for you. I'm not"},{"speaker":"John Witchel","startTime":1841.52,"endTime":1846.47,"body":"necessarily set up to do much"},{"speaker":"John Witchel","startTime":1841.52,"endTime":1846.47,"body":"more than some light O M and I'm"},{"speaker":"John Witchel","startTime":1846.47,"endTime":1851.15,"body":"very good at it, but I'm not the"},{"speaker":"John Witchel","startTime":1846.47,"endTime":1851.15,"body":"kind of partner that works well"},{"speaker":"John Witchel","startTime":1851.54,"endTime":1854.51,"body":"with a REIT who's trying to"},{"speaker":"John Witchel","startTime":1851.54,"endTime":1854.51,"body":"figure out a solution for"},{"speaker":"John Witchel","startTime":1854.51,"endTime":1855.8600000000001,"body":"hundreds of properties."},{"speaker":"Tim Montague","startTime":1856.22,"endTime":1859.64,"body":"So let's talk"},{"speaker":"Tim Montague","startTime":1856.22,"endTime":1859.64,"body":"about that too. Like, how do you"},{"speaker":"Tim Montague","startTime":1859.64,"endTime":1864.29,"body":"tackle the construction side of"},{"speaker":"Tim Montague","startTime":1859.64,"endTime":1864.29,"body":"this? Do you work with a few"},{"speaker":"Tim Montague","startTime":1864.29,"endTime":1869.15,"body":"very large EPCs. Or are you"},{"speaker":"Tim Montague","startTime":1864.29,"endTime":1869.15,"body":"subbing this to many different"},{"speaker":"Tim Montague","startTime":1869.15,"endTime":1869.9,"body":"EPCs?"},{"speaker":"John Witchel","startTime":1870.23,"endTime":1873.38,"body":"We we sub our work"},{"speaker":"John Witchel","startTime":1870.23,"endTime":1873.38,"body":"out to EPCs. You have that"},{"speaker":"John Witchel","startTime":1873.83,"endTime":1877.6100000000001,"body":"exactly right. We tend to work"},{"speaker":"John Witchel","startTime":1873.83,"endTime":1877.6100000000001,"body":"with regional EPC developers. We"},{"speaker":"John Witchel","startTime":1877.6100000000001,"endTime":1881.66,"body":"found that people who are in"},{"speaker":"John Witchel","startTime":1877.6100000000001,"endTime":1881.66,"body":"market every day in the regions"},{"speaker":"John Witchel","startTime":1881.66,"endTime":1885.41,"body":"are the are consistently"},{"speaker":"John Witchel","startTime":1881.66,"endTime":1885.41,"body":"producing the highest quality"},{"speaker":"John Witchel","startTime":1885.59,"endTime":1891.32,"body":"work product and so so we will"},{"speaker":"John Witchel","startTime":1885.59,"endTime":1891.32,"body":"work with we currently have"},{"speaker":"John Witchel","startTime":1892.67,"endTime":1897.23,"body":"eight EPC partners that we work"},{"speaker":"John Witchel","startTime":1892.67,"endTime":1897.23,"body":"with. All of them are regional."},{"speaker":"John Witchel","startTime":1897.89,"endTime":1900.3500000000001,"body":"We don't work with any of the"},{"speaker":"John Witchel","startTime":1897.89,"endTime":1900.3500000000001,"body":"large national footprints,"},{"speaker":"John Witchel","startTime":1900.3500000000001,"endTime":1903.29,"body":"because the truth is, most of"},{"speaker":"John Witchel","startTime":1900.3500000000001,"endTime":1903.29,"body":"the. National guys are just"},{"speaker":"John Witchel","startTime":1903.29,"endTime":1905.81,"body":"subbing to the regional guys"},{"speaker":"John Witchel","startTime":1903.29,"endTime":1905.81,"body":"anyway, so and taking the"},{"speaker":"John Witchel","startTime":1905.81,"endTime":1910.01,"body":"markup, and there's value there,"},{"speaker":"John Witchel","startTime":1905.81,"endTime":1910.01,"body":"like one neck to choke and all"},{"speaker":"John Witchel","startTime":1910.01,"endTime":1913.25,"body":"that, but I don't want to be"},{"speaker":"John Witchel","startTime":1910.01,"endTime":1913.25,"body":"dismissive of that. But when"},{"speaker":"John Witchel","startTime":1913.25,"endTime":1915.8600000000001,"body":"you're just trying to get"},{"speaker":"John Witchel","startTime":1913.25,"endTime":1915.8600000000001,"body":"quality work built, the regional"},{"speaker":"John Witchel","startTime":1915.8600000000001,"endTime":1918.6200000000001,"body":"guys are where the actions at"},{"speaker":"John Witchel","startTime":1915.8600000000001,"endTime":1918.6200000000001,"body":"cool."},{"speaker":"Tim Montague","startTime":1919.7,"endTime":1922.97,"body":"I love that. What"},{"speaker":"Tim Montague","startTime":1919.7,"endTime":1922.97,"body":"else should I be asking about,"},{"speaker":"Tim Montague","startTime":1922.97,"endTime":1925.73,"body":"and what else are energy"},{"speaker":"Tim Montague","startTime":1922.97,"endTime":1925.73,"body":"professionals curious about?"},{"speaker":"Tim Montague","startTime":1925.76,"endTime":1930.17,"body":"Curious about. This is a, this"},{"speaker":"Tim Montague","startTime":1925.76,"endTime":1930.17,"body":"is a lovely innovation. I I'm,"},{"speaker":"Tim Montague","startTime":1930.2,"endTime":1935.42,"body":"I'm just thrilled and tickled to"},{"speaker":"Tim Montague","startTime":1930.2,"endTime":1935.42,"body":"know about King energy. But what"},{"speaker":"Tim Montague","startTime":1935.42,"endTime":1938.09,"body":"else should our listeners know?"},{"speaker":"Tim Montague","startTime":1935.42,"endTime":1938.09,"body":"You know,"},{"speaker":"John Witchel","startTime":1938.09,"endTime":1941.03,"body":"the main, the main"},{"speaker":"John Witchel","startTime":1938.09,"endTime":1941.03,"body":"thing that I think is is sort of"},{"speaker":"John Witchel","startTime":1941.03,"endTime":1946.55,"body":"high value to your listeners, to"},{"speaker":"John Witchel","startTime":1941.03,"endTime":1946.55,"body":"people in the business, is that"},{"speaker":"John Witchel","startTime":1947.1200000000001,"endTime":1951.68,"body":"we do work with the EPC"},{"speaker":"John Witchel","startTime":1947.1200000000001,"endTime":1951.68,"body":"developers and and there's a lot"},{"speaker":"John Witchel","startTime":1951.68,"endTime":1955.55,"body":"of EPC developers who have built"},{"speaker":"John Witchel","startTime":1951.68,"endTime":1955.55,"body":"a very nice, healthy businesses,"},{"speaker":"John Witchel","startTime":1955.58,"endTime":1960.08,"body":"often with pretty decently sized"},{"speaker":"John Witchel","startTime":1955.58,"endTime":1960.08,"body":"REITs, and they will generally"},{"speaker":"John Witchel","startTime":1960.08,"endTime":1964.43,"body":"tackle owner occupied or people"},{"speaker":"John Witchel","startTime":1960.08,"endTime":1964.43,"body":"who are single, single tenant"},{"speaker":"John Witchel","startTime":1964.46,"endTime":1968.63,"body":"occupied buildings. First, the"},{"speaker":"John Witchel","startTime":1964.46,"endTime":1968.63,"body":"the economics and the long term"},{"speaker":"John Witchel","startTime":1968.63,"endTime":1972.05,"body":"servicing is a little simpler."},{"speaker":"John Witchel","startTime":1968.63,"endTime":1972.05,"body":"The financing is often a little"},{"speaker":"John Witchel","startTime":1972.05,"endTime":1975.74,"body":"simpler. It's actually a lot"},{"speaker":"John Witchel","startTime":1972.05,"endTime":1975.74,"body":"simpler to do it that way, but,"},{"speaker":"John Witchel","startTime":1976.52,"endTime":1980.3600000000001,"body":"but you can work with King"},{"speaker":"John Witchel","startTime":1976.52,"endTime":1980.3600000000001,"body":"energy, too. If you call this up"},{"speaker":"John Witchel","startTime":1980.3600000000001,"endTime":1985.76,"body":"and said, Hey, I'm an EPC"},{"speaker":"John Witchel","startTime":1980.3600000000001,"endTime":1985.76,"body":"developer and I have a REIT that"},{"speaker":"John Witchel","startTime":1986.09,"endTime":1990.2,"body":"has a bunch of multi tenant"},{"speaker":"John Witchel","startTime":1986.09,"endTime":1990.2,"body":"buildings, and they are excited"},{"speaker":"John Witchel","startTime":1990.2,"endTime":1994.04,"body":"to to build, but they don't know"},{"speaker":"John Witchel","startTime":1990.2,"endTime":1994.04,"body":"how we're a great partner to do"},{"speaker":"John Witchel","startTime":1994.04,"endTime":1997.34,"body":"that. And we can do that on a"},{"speaker":"John Witchel","startTime":1994.04,"endTime":1997.34,"body":"white label basis. We can do"},{"speaker":"John Witchel","startTime":1997.34,"endTime":2001.27,"body":"that in partnership. We can do"},{"speaker":"John Witchel","startTime":1997.34,"endTime":2001.27,"body":"that in in any configuration"},{"speaker":"John Witchel","startTime":2001.27,"endTime":2004.9,"body":"that you want to work with,"},{"speaker":"John Witchel","startTime":2001.27,"endTime":2004.9,"body":"because again, our goal, we're"},{"speaker":"John Witchel","startTime":2004.9,"endTime":2008.65,"body":"built to be a long term partner."},{"speaker":"John Witchel","startTime":2004.9,"endTime":2008.65,"body":"We're built to take care of"},{"speaker":"John Witchel","startTime":2008.65,"endTime":2013.0,"body":"tenants over 20 and 25 years. If"},{"speaker":"John Witchel","startTime":2008.65,"endTime":2013.0,"body":"the EPC developer wants the O"},{"speaker":"John Witchel","startTime":2013.0,"endTime":2016.3,"body":"and M business, they should have"},{"speaker":"John Witchel","startTime":2013.0,"endTime":2016.3,"body":"the O and M business, right? If"},{"speaker":"John Witchel","startTime":2016.3,"endTime":2019.33,"body":"they need their dev fees, they"},{"speaker":"John Witchel","startTime":2016.3,"endTime":2019.33,"body":"should take their dev fees. But"},{"speaker":"John Witchel","startTime":2019.3600000000001,"endTime":2024.1000000000001,"body":"if they want to leave their"},{"speaker":"John Witchel","startTime":2019.3600000000001,"endTime":2024.1000000000001,"body":"their their property, partners"},{"speaker":"John Witchel","startTime":2024.49,"endTime":2028.54,"body":"in good hands with somebody who"},{"speaker":"John Witchel","startTime":2024.49,"endTime":2028.54,"body":"knows all of the ins and outs of"},{"speaker":"John Witchel","startTime":2028.54,"endTime":2032.02,"body":"multi tenant buildings and how"},{"speaker":"John Witchel","startTime":2028.54,"endTime":2032.02,"body":"to manage that over over"},{"speaker":"John Witchel","startTime":2032.02,"endTime":2035.59,"body":"multiple decades. King energy is"},{"speaker":"John Witchel","startTime":2032.02,"endTime":2035.59,"body":"a terrific partner."},{"speaker":"Tim Montague","startTime":2037.0,"endTime":2042.43,"body":"So if I'm a"},{"speaker":"Tim Montague","startTime":2037.0,"endTime":2042.43,"body":"regional, uh, EPC and I have"},{"speaker":"Tim Montague","startTime":2042.73,"endTime":2046.27,"body":"multi tenant projects that I've"},{"speaker":"Tim Montague","startTime":2042.73,"endTime":2046.27,"body":"kind of put on the shelf. They"},{"speaker":"Tim Montague","startTime":2046.27,"endTime":2048.61,"body":"could be multi family, they"},{"speaker":"Tim Montague","startTime":2046.27,"endTime":2048.61,"body":"could be malls, they could be"},{"speaker":"Tim Montague","startTime":2048.61,"endTime":2053.44,"body":"warehouses. And I want to try to"},{"speaker":"Tim Montague","startTime":2048.61,"endTime":2053.44,"body":"pull those off the shelf. I'm"},{"speaker":"Tim Montague","startTime":2053.44,"endTime":2056.41,"body":"saying to those, and I have"},{"speaker":"Tim Montague","startTime":2053.44,"endTime":2056.41,"body":"dialog with the facility owner."},{"speaker":"Tim Montague","startTime":2056.41,"endTime":2061.0899999999997,"body":"I'm saying, Look, I have a"},{"speaker":"Tim Montague","startTime":2056.41,"endTime":2061.0899999999997,"body":"partner who will rent your roof."},{"speaker":"Tim Montague","startTime":2062.2,"endTime":2066.04,"body":"Hire me to install a solar array"},{"speaker":"Tim Montague","startTime":2062.2,"endTime":2066.04,"body":"on your roof, and then we're"},{"speaker":"Tim Montague","startTime":2066.04,"endTime":2069.64,"body":"going to give your tenants a"},{"speaker":"Tim Montague","startTime":2066.04,"endTime":2069.64,"body":"discount on energy, and they're"},{"speaker":"Tim Montague","startTime":2069.64,"endTime":2073.54,"body":"going to buy clean power. So"},{"speaker":"Tim Montague","startTime":2069.64,"endTime":2073.54,"body":"you're you're creating a green"},{"speaker":"Tim Montague","startTime":2073.54,"endTime":2077.89,"body":"facility out of your existing"},{"speaker":"Tim Montague","startTime":2073.54,"endTime":2077.89,"body":"facility with no money down,"},{"speaker":"Tim Montague","startTime":2078.22,"endTime":2082.99,"body":"virtually no risk other than you"},{"speaker":"Tim Montague","startTime":2078.22,"endTime":2082.99,"body":"now have a solar array on your"},{"speaker":"Tim Montague","startTime":2082.99,"endTime":2086.11,"body":"roof. Am I getting that right?"},{"speaker":"Tim Montague","startTime":2082.99,"endTime":2086.11,"body":"You"},{"speaker":"John Witchel","startTime":2086.11,"endTime":2088.39,"body":"have it exactly"},{"speaker":"John Witchel","startTime":2086.11,"endTime":2088.39,"body":"right. And that's a better way"},{"speaker":"John Witchel","startTime":2088.39,"endTime":2091.81,"body":"to do business than trying to"},{"speaker":"John Witchel","startTime":2088.39,"endTime":2091.81,"body":"piece it together with oh, well,"},{"speaker":"John Witchel","startTime":2091.81,"endTime":2095.5899999999997,"body":"I found this software that that"},{"speaker":"John Witchel","startTime":2091.81,"endTime":2095.5899999999997,"body":"sounds like they kind of do what"},{"speaker":"John Witchel","startTime":2095.5899999999997,"endTime":2099.22,"body":"King energy does and, oh, and I"},{"speaker":"John Witchel","startTime":2095.5899999999997,"endTime":2099.22,"body":"think my financing partner might"},{"speaker":"John Witchel","startTime":2099.22,"endTime":2101.77,"body":"be willing to finance this, but"},{"speaker":"John Witchel","startTime":2099.22,"endTime":2101.77,"body":"they kind of want you to"},{"speaker":"John Witchel","startTime":2101.77,"endTime":2105.6400000000003,"body":"backstop it like the like you've"},{"speaker":"John Witchel","startTime":2101.77,"endTime":2105.6400000000003,"body":"done in the other buildings. Oh,"},{"speaker":"John Witchel","startTime":2105.6400000000003,"endTime":2108.6400000000003,"body":"and I'm not really sure how to"},{"speaker":"John Witchel","startTime":2105.6400000000003,"endTime":2108.6400000000003,"body":"approach the tenants, but, but I"},{"speaker":"John Witchel","startTime":2108.6400000000003,"endTime":2111.31,"body":"guess, you know, the tenants"},{"speaker":"John Witchel","startTime":2108.6400000000003,"endTime":2111.31,"body":"like, like, it's just a mess,"},{"speaker":"John Witchel","startTime":2111.55,"endTime":2114.73,"body":"right? It's just, there's just a"},{"speaker":"John Witchel","startTime":2111.55,"endTime":2114.73,"body":"lot of moving parts, if, if"},{"speaker":"John Witchel","startTime":2114.73,"endTime":2117.79,"body":"you're really just in the"},{"speaker":"John Witchel","startTime":2114.73,"endTime":2117.79,"body":"business of building solar, and"},{"speaker":"John Witchel","startTime":2117.79,"endTime":2122.23,"body":"so it's tough to sort of cobble"},{"speaker":"John Witchel","startTime":2117.79,"endTime":2122.23,"body":"it together, so people don't, or"},{"speaker":"John Witchel","startTime":2122.44,"endTime":2125.26,"body":"you can just call King energy,"},{"speaker":"John Witchel","startTime":2122.44,"endTime":2125.26,"body":"and we'll take on all of that"},{"speaker":"John Witchel","startTime":2125.26,"endTime":2129.82,"body":"stuff, all of it. And we are not"},{"speaker":"John Witchel","startTime":2125.26,"endTime":2129.82,"body":"in the business of competing"},{"speaker":"John Witchel","startTime":2129.82,"endTime":2132.28,"body":"with our EPC partners. What"},{"speaker":"Tim Montague","startTime":2132.28,"endTime":2136.3900000000003,"body":"is the what is the"},{"speaker":"Tim Montague","startTime":2132.28,"endTime":2136.3900000000003,"body":"minimum project size? So"},{"speaker":"John Witchel","startTime":2136.42,"endTime":2138.9100000000003,"body":"our minimum"},{"speaker":"John Witchel","startTime":2136.42,"endTime":2138.9100000000003,"body":"project size will come all the"},{"speaker":"John Witchel","startTime":2138.9100000000003,"endTime":2142.27,"body":"way down to 100 kilowatts, if"},{"speaker":"John Witchel","startTime":2138.9100000000003,"endTime":2142.27,"body":"it's part of a portfolio, much"},{"speaker":"John Witchel","startTime":2142.27,"endTime":2144.9100000000003,"body":"below that, that sort of the"},{"speaker":"John Witchel","startTime":2142.27,"endTime":2144.9100000000003,"body":"juice isn't worth the squeeze,"},{"speaker":"John Witchel","startTime":2144.9100000000003,"endTime":2147.94,"body":"right? Or sweet spot is up in"},{"speaker":"John Witchel","startTime":2144.9100000000003,"endTime":2147.94,"body":"sort of north of a half Meg,"},{"speaker":"John Witchel","startTime":2148.4500000000003,"endTime":2149.65,"body":"true. Um, that's what I would"},{"speaker":"Tim Montague","startTime":2149.65,"endTime":2153.4,"body":"expect. Yeah. And"},{"speaker":"Tim Montague","startTime":2149.65,"endTime":2153.4,"body":"I don't know if you'll be able"},{"speaker":"Tim Montague","startTime":2153.4,"endTime":2157.78,"body":"to answer this question, John,"},{"speaker":"Tim Montague","startTime":2153.4,"endTime":2157.78,"body":"but I have to ask so, because I"},{"speaker":"Tim Montague","startTime":2157.78,"endTime":2161.53,"body":"know my EPC clients are are"},{"speaker":"Tim Montague","startTime":2157.78,"endTime":2161.53,"body":"curious about this. And"},{"speaker":"Tim Montague","startTime":2161.53,"endTime":2165.01,"body":"listeners, in a state like"},{"speaker":"Tim Montague","startTime":2161.53,"endTime":2165.01,"body":"Illinois, we have high value"},{"speaker":"Tim Montague","startTime":2165.01,"endTime":2169.2700000000004,"body":"renewable energy credits for"},{"speaker":"Tim Montague","startTime":2165.01,"endTime":2169.2700000000004,"body":"facility owners. We have"},{"speaker":"Tim Montague","startTime":2169.3,"endTime":2172.1200000000003,"body":"renewable energy credits for"},{"speaker":"Tim Montague","startTime":2169.3,"endTime":2172.1200000000003,"body":"community solar. We have"},{"speaker":"Tim Montague","startTime":2172.1200000000003,"endTime":2176.1400000000003,"body":"renewable energy credits for"},{"speaker":"Tim Montague","startTime":2172.1200000000003,"endTime":2176.1400000000003,"body":"LMI, a separate carve out,"},{"speaker":"Tim Montague","startTime":2176.4100000000003,"endTime":2179.8900000000003,"body":"right? And then there's the ITC,"},{"speaker":"Tim Montague","startTime":2176.4100000000003,"endTime":2179.8900000000003,"body":"et cetera, et cetera. But what"},{"speaker":"Tim Montague","startTime":2179.8900000000003,"endTime":2184.09,"body":"program, if you're going to a"},{"speaker":"Tim Montague","startTime":2179.8900000000003,"endTime":2184.09,"body":"mall in suburban Chicago and"},{"speaker":"Tim Montague","startTime":2184.09,"endTime":2187.96,"body":"installing a one megawatt"},{"speaker":"Tim Montague","startTime":2184.09,"endTime":2187.96,"body":"rooftop array on a big mall."},{"speaker":"Tim Montague","startTime":2188.3500000000004,"endTime":2192.07,"body":"What program are you tapping"},{"speaker":"Tim Montague","startTime":2188.3500000000004,"endTime":2192.07,"body":"into for incentives in Illinois?"},{"speaker":"Tim Montague","startTime":2192.07,"endTime":2196.63,"body":"Do you know? I don't. Okay, I'm"},{"speaker":"Tim Montague","startTime":2192.07,"endTime":2196.63,"body":"not. That's that's cool. No"},{"speaker":"Tim Montague","startTime":2196.63,"endTime":2200.86,"body":"worries. I mean, it would either"},{"speaker":"Tim Montague","startTime":2196.63,"endTime":2200.86,"body":"be like Illinois shines that"},{"speaker":"Tim Montague","startTime":2200.86,"endTime":2204.4,"body":"regular rec program. Or it would"},{"speaker":"Tim Montague","startTime":2200.86,"endTime":2204.4,"body":"be community solar within"},{"speaker":"Tim Montague","startTime":2204.4,"endTime":2207.55,"body":"Illinois shines. It's one of"},{"speaker":"Tim Montague","startTime":2204.4,"endTime":2207.55,"body":"those two options. And I'm just"},{"speaker":"Tim Montague","startTime":2207.55,"endTime":2208.3300000000004,"body":"curious if,"},{"speaker":"John Witchel","startTime":2209.71,"endTime":2212.3500000000004,"body":"yeah, I don't"},{"speaker":"John Witchel","startTime":2209.71,"endTime":2212.3500000000004,"body":"know, off the top of my head, we"},{"speaker":"John Witchel","startTime":2212.3500000000004,"endTime":2215.5000000000005,"body":"deal in 10, you know, we, we're"},{"speaker":"John Witchel","startTime":2212.3500000000004,"endTime":2215.5000000000005,"body":"in multiple states. Each of"},{"speaker":"John Witchel","startTime":2215.5000000000005,"endTime":2217.4500000000003,"body":"those states has multiple, oh,"},{"speaker":"Tim Montague","startTime":2217.4500000000003,"endTime":2221.5600000000004,"body":"they certainly do."},{"speaker":"Tim Montague","startTime":2217.4500000000003,"endTime":2221.5600000000004,"body":"You're, you're a brave man."},{"speaker":"John Witchel","startTime":2223.3300000000004,"endTime":2225.2200000000003,"body":"That was the first"},{"speaker":"John Witchel","startTime":2223.3300000000004,"endTime":2225.2200000000003,"body":"thing when we were designing"},{"speaker":"John Witchel","startTime":2225.2200000000003,"endTime":2228.07,"body":"King energy. And I was going"},{"speaker":"John Witchel","startTime":2225.2200000000003,"endTime":2228.07,"body":"around and sort of making sure"},{"speaker":"John Witchel","startTime":2228.07,"endTime":2231.8500000000004,"body":"that I had all my my T's, my"},{"speaker":"John Witchel","startTime":2228.07,"endTime":2231.8500000000004,"body":"eyes, you know, dot and cross."},{"speaker":"John Witchel","startTime":2231.8500000000004,"endTime":2234.5200000000004,"body":"And people were like, well, you"},{"speaker":"John Witchel","startTime":2231.8500000000004,"endTime":2234.5200000000004,"body":"really want to take this on you."},{"speaker":"John Witchel","startTime":2234.55,"endTime":2237.7300000000005,"body":"You know, this is a real"},{"speaker":"John Witchel","startTime":2234.55,"endTime":2237.7300000000005,"body":"complicated business. I'm like,"},{"speaker":"John Witchel","startTime":2237.82,"endTime":2241.21,"body":"I'm counting on it being"},{"speaker":"John Witchel","startTime":2237.82,"endTime":2241.21,"body":"complicated. I'm our King energy"},{"speaker":"John Witchel","startTime":2241.21,"endTime":2244.3300000000004,"body":"is good with complexity. And all"},{"speaker":"John Witchel","startTime":2241.21,"endTime":2244.3300000000004,"body":"the things that you just"},{"speaker":"John Witchel","startTime":2244.3300000000004,"endTime":2248.0800000000004,"body":"identified, the ITC, who gets"},{"speaker":"John Witchel","startTime":2244.3300000000004,"endTime":2248.0800000000004,"body":"the rec credits? How do you"},{"speaker":"John Witchel","startTime":2248.0800000000004,"endTime":2251.17,"body":"allocate the rec credits? Some"},{"speaker":"John Witchel","startTime":2248.0800000000004,"endTime":2251.17,"body":"tenants want rec credits. Some"},{"speaker":"John Witchel","startTime":2251.17,"endTime":2253.8100000000004,"body":"don't care about the rec"},{"speaker":"John Witchel","startTime":2251.17,"endTime":2253.8100000000004,"body":"credits. How do I price it? How"},{"speaker":"John Witchel","startTime":2253.8100000000004,"endTime":2256.3300000000004,"body":"do I model it? How do I finance"},{"speaker":"John Witchel","startTime":2253.8100000000004,"endTime":2256.3300000000004,"body":"it? How do I do my cash"},{"speaker":"John Witchel","startTime":2256.3300000000004,"endTime":2259.21,"body":"reserves? What's my you know,"},{"speaker":"John Witchel","startTime":2256.3300000000004,"endTime":2259.21,"body":"what's my debt financing? What's"},{"speaker":"John Witchel","startTime":2259.21,"endTime":2264.94,"body":"my insurance like, that's all"},{"speaker":"John Witchel","startTime":2259.21,"endTime":2264.94,"body":"our water to carry. We don't"},{"speaker":"John Witchel","startTime":2265.03,"endTime":2267.82,"body":"push any of those questions"},{"speaker":"John Witchel","startTime":2265.03,"endTime":2267.82,"body":"under our EPC partners. We don't"},{"speaker":"John Witchel","startTime":2267.82,"endTime":2271.03,"body":"push any of it onto our tenants."},{"speaker":"John Witchel","startTime":2267.82,"endTime":2271.03,"body":"We don't push any of it onto our"},{"speaker":"John Witchel","startTime":2271.03,"endTime":2275.6800000000003,"body":"property partners. That's our"},{"speaker":"John Witchel","startTime":2271.03,"endTime":2275.6800000000003,"body":"problem to solve, and that's our"},{"speaker":"John Witchel","startTime":2275.6800000000003,"endTime":2276.28,"body":"value."},{"speaker":"Tim Montague","startTime":2276.9100000000003,"endTime":2279.55,"body":"Well, with that,"},{"speaker":"Tim Montague","startTime":2276.9100000000003,"endTime":2279.55,"body":"I'm Tim Montague, check out all"},{"speaker":"Tim Montague","startTime":2279.55,"endTime":2282.82,"body":"of our content at"},{"speaker":"Tim Montague","startTime":2279.55,"endTime":2282.82,"body":"cleanpowerhour.com. Please give"},{"speaker":"Tim Montague","startTime":2282.82,"endTime":2286.36,"body":"us a rating and a review on"},{"speaker":"Tim Montague","startTime":2282.82,"endTime":2286.36,"body":"Apple and Spotify whichever"},{"speaker":"Tim Montague","startTime":2286.36,"endTime":2289.4500000000003,"body":"platform you're using. Reach out"},{"speaker":"Tim Montague","startTime":2286.36,"endTime":2289.4500000000003,"body":"to me on LinkedIn. I love"},{"speaker":"Tim Montague","startTime":2289.4500000000003,"endTime":2293.2900000000004,"body":"hearing from my listeners, and"},{"speaker":"Tim Montague","startTime":2289.4500000000003,"endTime":2293.2900000000004,"body":"you can also connect with me on"},{"speaker":"Tim Montague","startTime":2293.32,"endTime":2297.6400000000003,"body":"at cleanpowerhour.com John"},{"speaker":"Tim Montague","startTime":2293.32,"endTime":2297.6400000000003,"body":"witchell, how can our listeners"},{"speaker":"Tim Montague","startTime":2297.6400000000003,"endTime":2299.3500000000004,"body":"find you or your colleagues?"},{"speaker":"John Witchel","startTime":2299.6200000000003,"endTime":2301.4800000000005,"body":"Oh, that's"},{"speaker":"John Witchel","startTime":2299.6200000000003,"endTime":2301.4800000000005,"body":"awesome. Thank you. You can find"},{"speaker":"John Witchel","startTime":2301.4800000000005,"endTime":2304.69,"body":"us at www.kingenergy.com,"},{"speaker":"Tim Montague","startTime":2305.2900000000004,"endTime":2307.9300000000003,"body":"and with that, I'm"},{"speaker":"Tim Montague","startTime":2305.2900000000004,"endTime":2307.9300000000003,"body":"Tim Montague, let's grow solar"},{"speaker":"Tim Montague","startTime":2307.9300000000003,"endTime":2309.4300000000003,"body":"and storage. Thank you so much,"},{"speaker":"Tim Montague","startTime":2307.9300000000003,"endTime":2309.4300000000003,"body":"John."},{"speaker":"John Witchel","startTime":2309.7900000000004,"endTime":2310.57,"body":"Thank you. Bye."}]}