Kann: Delivery obligations on demo plants undermine technology optimization
Shayle Kann · FOAK tales · Jun 4, 2025 · at 22:58
Shayle Kann discusses why startups should avoid locking into binding customer supply agreements for demo-scale facilities.
0:00 / 0:17exact quote · 17.1s
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“The second you have a customer who's expecting the product, your incentives are misaligned a little bit because what you really need from an existential company perspective from the demo is to prove the technology and optimize it. What the customer needs is to get their products as they expected to get it. And you create that misalignment in a way that actually makes the demo less productive for you.”
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