I think most growth for cleantech start ups will result from building a partner ecosystem and driving sales from these channels, especially with larger engineering & construction firms. These firms are the 'trusted advisors' to industry and government, and cover business case development, through engineering design, to build and operations.

Therefore, not only should the BDD have strong domain experience, but should also possess a very good background in developing a market strategy with a significant channel component; a good rolodex or set of relationships with a broad array of E&C business unit executives; and a consultative sales approach.

Check out my recent blog post on strategies to building the E&C channel (www.scottboutwell.blogspot.com).