Your deal is decided in a room you never enter, by people you never meet. How to arm the one person inside who is carrying it for you.
Belief or evidence: matching your story to the capital you are raising
Early capital buys a mission. Later capital buys proof somebody will pay. The assets that serve one do not serve the other. How to tell which you need.
Who to pitch when your buyer is not your customer
Pitching the manufacturer nearest to you makes you a competitor. Supply chain pull through, and how to find the company that will demand your technology.
Why 55 percent of deep tech companies fail
Most stated reasons for deep tech failure are not scientific. They are failures to be understood by buyers and investors. What that means in practice.
Why your next raise depends on your buyer list
The money that funds a first production line underwrites demand, not technology. What that means for what you build before the round.