Maritime tech adoption requires verifiable proof of downtime-free operations
Grant Gregory · Big Ideas 2024: A New Age of Maritime Exploration with Grant Gregory · Dec 24, 2023 · at 19:24
Grant Gregory is a partner on the American Dynamism team at Andreessen Horowitz (a16z). He discusses GTM challenges for startups selling autonomous and digital tools to conservative, legacy shipping operators.
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“And this is a category that, you know, the people in the industry are quite smart, but they're, it's very difficult to convince them to change because most of the stuff that you're trying to sell to them is dealing with mission critical applications. They can't have downtime and they're already dealing with huge backlogs and stresses. And so they oftentimes need to have proof of work. They need to be able to see that there's some sort of like verifiable evidence that what you're doing will save them money and time. And so as a result, there's just a huge onus on being able to deliver something rapidly in a cost efficient manner.”
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