Delivering Better Energy. Roth Capital Conference, March 19, 2013 Bob Kelly, Chief Financial Officer

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1 Delivering Better Energy Roth Capital Conference, March 19, 2013 Bob Kelly, Chief Financial Officer

2 Forward-Looking Statements This presentation contains forward-looking statements that involve risks and uncertainties, including statements regarding SolarCity s customer and market growth opportunities, financial strategies for cash generation and increasing shareholder value, the deployment of megawatts currently included in backlog, the retained value under energy contracts and of contract renewals, the amount of megawatts that can be deployed based on committed available financing and executed term sheets, and assumptions relating to the foregoing. Forward-looking statements should not be read as a guarantee of future performance or results, and will not necessarily be accurate indications of the times at, or by, which such performance or results will be achieved, if at all. Forward-looking statements are subject to risks and uncertainties that could cause actual performance or results to differ materially from those expressed in or suggested by the forward-looking statements, including the effect of electric utility industry regulations, net metering and related policies, the availability and amount of rebates, tax credits and other financial incentives, the availability and amount of financing from fund investors, the retail price of utility-generated electricity or the availability of alternative energy sources, risks associated with SolarCity s rapid growth, risks that consumers who have executed energy contracts included in reported nominal contracted payments remaining and backlog may seek to cancel those contracts, assumptions as to retained value under energy contracts and contract renewal rates and terms, including applicable net present values, performance-based incentives, and other rebates, credits and expenses, SolarCity s limited operating history, particularly as a new public company, changes in strategic planning decisions by management or reallocation of internal resources, and general market, political, economic and business conditions. You should read the section entitled Risk Factors in our registration statement on Form S-1, which has been filed with the Securities and Exchange Commission and identifies certain of these and additional risks and uncertainties. We do not undertake any obligation to publicly update or revise any forward-looking statement, whether as a result of new information, future developments or otherwise. Confidential Slide 2

3 Our Vision Create the most compelling energy company of the 21 st century by delivering cleaner, cheaper power through distributed generation

4 A Cleaner More Affordable Alternative to Your Utility Bill Installation is free Customers pay a monthly fee which is in most cases lower than their utility bill Easily transferable if you move SolarCity s Solar lease named #1 of Twenty World Changing Ideas OLD BILL 18 /kwh NEW BILL 15 /kwh Confidential Slide 4

5 Remaining Contracted Cash Flows 117% Compound Annual Growth Rate ($ in millions) Contracted Cash Flows Note: $117% CAGR is based on Aggregate Nominal Contracted Payments Remaining for the 3-year period 2009 to Confidential Slide 5

6 Massive Addressable Market Market Size Estimate Buildings in our current market 41,855,441 SolarCity current market penetration at 45,000 Buildings 0.11% SolarCity Market Penetration at 100,000 Buildings 0.24% SolarCity Market Penetration at 200,000 Buildings 0.48% The addressable market expands as retail electricity costs increase and installation costs decline Note: US Buildings Count. Residential Homes defined as Housing Units, U.S. Bureau of the Census, Population Estimates Program. Commercial buildings Energy Information Administration s 2003 Commercial Buildings Energy Consumption Survey, assumes 110,000 buildings added per year to arrive at 2011 estimated buildings. Confidential Slide 6

7 Expanding Channel Partners Established Channel Partners SolarCity available at Home Depot in over 450 stores New Channel Partners One of the oldest and largest private homebuilders in the nation includes SolarCity systems in their SheaXero communities. Shea Homes is located in 8 states including AZ, CA, CO, and WA SolarCity systems are installed by the largest North American privately-owned homebuilder based in the United States. Taylor Morrison is located in AZ, CA, CO, FL and TX The nation s largest home builder and only multi-branded home builder located in over 60 markets and 30 states, including AZ, CA, CO, and NJ Toll Brothers America s Luxury Home Builder now deploying SolarCity ready homes. Toll Brothers is located in 20 states including AZ, CA, CO and NJ Preferred partner for installing EV chargers, creating an opportunity to discuss the advantages of cleaner cheaper energy for thousands of Model S owners in 2013 Partnership with leading automaker to co-market and finance solar projects for Honda and Acura customers and dealerships across SolarCity s service territory. Source: Builder Magazine Confidential Slide 7

8 Massive Solar Deployments with Large Communities and Retailers 120,000 Home Potential >$1.0 Billion potential contract value Up to 300MW 5 Year Deployment Over 160 stores completed or under construction Provide up to 30 percent of each facility s total electric needs Announced 12 new projects in Ohio earlier this month Davis Monthan Air Force Base The largest solar-powered community in the continental U.S. Foothill Ranch, California Walmart is partnering with SolarCity as part of it s goal of being supplied by 100 percent renewable energy

9 Economies of Scale Create a Barrier to Entry Infrastructure 28 operations centers servicing 14 states People Technology Process Over 2,800 employees including hundreds of trained sales consultants, installers, and engineers Solar system design, supply chain, project management, billing, permitting, performance monitoring Replicable and documented processes based on lean manufacturing techniques Confidential Slide 9

10 Vertical Integration Retains Value and Results in a Better Customer Experience Customers Engineering standards Costs Solar Developer Network Arms length, no clear ownership System owner and installer have different incentives High costs without economies of scale plus installer margins Value leakage SolarCity Single company resulting in a better experience and future upsells High engineering standards as we install and own the systems Low costs and retains the developer and installer margins Value generation Confidential Slide 10

11 Advanced Software Technology Lowers Costs SOLARBID TM Lowers customer acquisition costs Energy analysis and proposal generation Solar production model Utility rate database Accurately predicts savings SOLARWORKS TM Enables massive throughput and lowers overhead expenses Massively scalable project management Project Management Permitting Engineering Supply Chain Quality Assurance POWERGUIDE TM Ensures system production and continued customer engagement Continual customer conversation Customer portal shows real-time production and integrates with social media platforms Platform to upsell additional services Monitors energy usage and solar production in real time Integrated with field service and billing Confidential Slide 11

12 Significant Upsell Opportunity Over Lifetime of the Relationship Energy Efficiency Energy Vehicle Charging Battery Storage Proprietary software performs a whole house simulation using a 3D model of each building to diagnose all areas of energy use and waste Retrofits include air sealing, insulation, high efficiency furnaces, water heating, duct sealing and replacement Over 13,000 audits and more than 2,000 energy efficiency retrofits sold Level 2 fast chargers for residential customers provide a great opportunity to upsell solar Level 3 fast charge stations engineered and constructed by SolarCity provide Tesla owners with unparalleled charge times powered by the sun Over 750 charging locations sold Proprietary battery control systems integrate solar, storage and building demand Wall mountable with enough energy to power an energy efficient home Provides backup power during utility outages Over 100 pilot projects under contract Confidential Slide 12

13 Distributed Energy Deployment

14 Major Business Components as Represented in GAAP Cash Flows With each new customer we create a recurring predictable cash flow stream. Our financial strategy is to maximize retained value for shareholders by covering Investing activities with cash generated from Financing and Operating activities. Operating activities Collecting energy contract payments Acquiring new customers Operating and maintaining solar energy systems Technology development Additional operating activities Solar energy system direct sales Upselling customers (e.g. Energy Efficiency) Investing activities Investments in distributed generation solar energy systems under long term energy contracts Financing activities Financing our investments in solar energy systems Confidential Slide 14

15 Condensed Income Statement of Operations (in Thousands) Revenues: Operating leases $23,145 $47,616 Solar energy system sales $36,406 $81,046 Total revenues $59,551 $128,662 Recurring contracted payments generally recognized over 20 years Cost of Revenues: Operating leases $5,718 $13,346 Solar energy system sales $41,418 $64,429 Total cost of revenues $47,136 $77,775 Operating lease costs amortized over 30 years Additional operating activities direct sales and other upsells Gross profit (loss) $12,415 $50,887 Operating Expenses: Sales and marketing $42,004 $69,392 General operating expenses $31,664 $50,355 Total operating expenses $73,668 $119,747 Income/(loss) from operations ($61,253) ($68,860) Costs primarily associated with acquiring new customers Management, support functions, and technology development Development activities/ growth constrain GAAP profitability Confidential Slide 15

16 Operating Activity Metrics Q Q Cumulative Total MW Deployed Number of Customers 2,928 8,557 9,034 30,950 50,532 Number of Energy Contracts 2,345 6,810 7,132 26,327 40,456 Transactions from other energy products and services 1,110 4,992 3,716 15,425 19,630 Year ended December 31 ($ millions) Nominal contracted payments remaining $486 $1,091 Backlog is 194MW (as of Feb 28 th ) See slides 12 and 13 for relevant definitions Confidential Slide 16

17 Investing Activities (in Millions) Investments in Solar Energy Systems See slides 21 and 22 for relevant definitions Confidential Slide 17

18 Condensed GAAP Statements of Cash Flows (in Thousands) Three months ended December 31 Year ended December 31 Net cash provided by (used in): Operating activities $82,263 $64,723 $18,082 $60,333 Investing activities ($95,270) ($151,288) ($304,252) ($449,059) Financing activities ($13,231) $104,548 $256,284 $323,129 Net cash provided (used) before equity issuance ($26,238) $17,982 ($29,886) ($65,597) Net cash provided by equity issuance $112 $92,779 $22,087 $175,206 Net increase (decrease) in cash and cash equivalents ($26,126) $110,762 ($7,799) $109,609 See slides 21 and 22 for relevant definitions Confidential Slide 18

19 Retained Value (in Millions) Represents the forecasted NPV of forecasted net cash coming to SolarCity Cumulative Retained Value as of December 31, 2012 Total Retained Value* $502 Retained Value Under Energy Contract $259 Retained Value Renewal* $243 Total Retained Value $/watt* $1.18/watt *NPV at 6% See slides 21 and 22 for relevant definitions Confidential Slide 19

20 Questions and Answers

21 Appendix Definitions Backlog represents the aggregate megawatt capacity of solar energy systems not yet deployed as of the date specified pursuant to Energy Contracts and contracts for solar energy system direct sales executed as of such date. Customers includes all residential, commercial and government buildings where we have installed or contracted to install a solar energy system, or performed or contracted to perform an energy efficiency evaluation or other energy efficiency services. Note that we have previously referred to the foregoing as Buildings and have chosen to redefine as we believe customers is a more appropriate descriptor. Energy Contracts includes all residential, commercial and government leases and power purchase agreements pursuant to which consumers use or will use energy generated by a solar energy system that we have sold or contracted to sell to the consumer or that we have installed or contracted to install. For landlord-tenant structures in which we contract with the landlord or development company, we include each residence as an individual contract. For commercial customers with multiple locations, each location is deemed a contract if we maintain a separate contract for that location. Note that we have previously referred to the foregoing as Customers and have chosen to redefine as we believe energy contracts is a more appropriate descriptor. Finance Available represents a forecast of the amount of MW that can be deployed based on committed available financing for Energy Contracts. Investments in Solar Energy Systems represents the sum of payments for the cost of solar energy systems leased and to be leased, purchase of property and equipment and acquisition of business net of cash required. Investments in Solar Energy Systems does not include solar energy system direct sales or solar energy systems sold via sale-leaseback structures. Confidential Slide 21

22 Appendix Definitions MW or megawatts represents the DC nameplate megawatt production capacity. MW Deployed represents the megawatt production capacity of solar energy systems that have had all required building department inspections completed during the applicable period. This metric includes solar energy systems deployed under Energy Contracts as well as solar energy system direct sales. Nominal Contracted Payments Remaining equals the sum of cash payments obligated to be paid to us under our Energy Contracts over the remaining term of such contracts. This metric includes Energy Contracts for solar energy systems already deployed and in Backlog. As an example, if a customer is 2 years into her 20 year contract, then 18 years of contract payments remain. As an additional example, if a customer chose to pre-pay her Energy Contract, then it is included in Nominal Contracted Payments Remaining only while it is in Backlog as the pre-payment has not been received. Payments for direct sales are not included. Retained Value under Energy Contract represents the forecasted net present value of Nominal Contracted Payments Remaining and estimated performance-based incentives allocated to us, net of amounts we are obligated to distribute to our fund investors, upfront rebates, depreciation, renewable energy certificates, solar renewable energy certificates and estimated operations and maintenance, insurance, administrative and inverter replacement costs. This metric includes Energy Contracts for solar energy systems deployed and in Backlog. Retained Value Renewal represents the forecasted net present value of the payments SolarCity would receive upon Energy Contract renewal through a total term of 30 years, assuming all Energy Contracts are renewed at a rate equal to 90% of the contractual rate in effect at expiration of the initial term. This metric is net of estimated operations and maintenance, insurance, administrative and inverter replacement costs. This metric includes Energy Contracts for solar energy systems deployed and in Backlog. Transactions from other energy products and services includes all transactions during the period when we perform or contract to perform a service or provide, install or contract to install a product. It excludes the outright sale or installation of a solar energy system under an Energy Contract and any related monitoring. Examples of such transactions are energy efficiency audits, energy efficiency retrofits, and electric vehicle charging stations. Confidential Slide 22

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