#229 How to Make Money on Pilot Projects w/ Martin Schichtel (KRAFTBLOCK)

CleanTechies

On today’s episode, we’re speaking with Martin Schichtel, the CEO and Founder of Kraftblock, a thermal energy storage solution for industrial clients that use high heat.

Today, they’re delivering their 5th project. All of which have been paid for by their customers — yep, you read that right. They have not used equity to pay for these pilot and demonstration projects.

Their tech takes excess heat or electricity and turns it into heat, stores it in these engineered rocks. When demand is needed, they deliver the power. Reliable and affordable energy storage is the key to the energy transition.

Get the full episode today to hear….

**How they managed to get their customers to pay for their pilots and demonstration projects
**The role consumer demand for cleanly produced products is having on the world
**The importance of validating the idea WITH CUSTOMERS before you build your pilot
**The energy storage landscape globally

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Topics
(time stamps are accurate for the full episode and approximate for the free preview)

**00:00 Market Education and Heat Storage Innovations
**03:08 The Journey of Kraft Block and Its Technology
**05:51 Transitioning from Technical to Commercial
**09:12 Understanding the Customer Base and Revenue Models
**11:56 Global Demand for Clean Products
**15:11 The Evolution of Thermal Energy Storage
**18:07 Prototyping and Development Challenges
**20:57 The Current State of Energy Storage Industry
**24:08 Market Conditions Driving Change
**26:52 Sustainability and Waste Management in Technology
**28:44 Innovative Material Development for Energy Storage
**31:59 Validation Principles for Hardware Startups
**35:07 Funding Strategies for Hardware Projects
—(Free Version ends here)—
**39:41 Building Trust in Hardware Industries
**42:30 Navigating Speed to Market in Hardware
**45:22 Climate Tech Trends and Political Influences
**49:58 Future of Energy Storage and Startup Opportunities
**53:52 Underrated Climate Founders and Resources

Links

**Martin Schichtel | KRAFTBLOCK
**Connect with Somil on LinkedIn | Connect with Silas on LinkedIn
**Follow CleanTechies on LinkedIn
**William Kamkwamba (the CleanTech OG that Martin would love to have dinner with)

This podcast is NOT investment advice. Do your homework and due diligence before investing in anything discussed on this podcast.

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Chapters

1. Intro & Teaser (00:00:00)

2. The Journey of Kraft Block and Its Technology (00:03:08)

3. Transitioning from Technical to Commercial (00:05:51)

4. Understanding the Customer Base and Revenue Models (00:09:12)

5. Global Demand for Clean Products (00:11:56)

6. The Evolution of Thermal Energy Storage (00:15:11)

7. Prototyping and Development Challenges (00:18:07)

8. The Current State of Energy Storage Industry (00:20:57)

9. Market Conditions Driving Change (00:24:08)

10. Sustainability and Waste Management in Technology (00:26:52)

11. Innovative Material Development for Energy Storage (00:28:44)

12. Validation Principles for Hardware Startups (00:31:59)

13. Teaser for rest of show and outro (00:34:30)