Latest / Hardware Startups with Fexingo: Devices, Robotics, and Manufacturing Tech Companies
Why Hardware Startups Fail at Pilot Programs
Hardware startups often survive the prototype phase only to die in the pilot program. This episode explores why customizing a device for a single enterprise client can destroy margins, using the example of a robotics company that lost forty percent of its gross margin on early deployments. We discuss the hidden costs of site surveys, on-site engineers, and bespoke integration work that turn a scalable product into a service business. Lucas and Luna break down how to structure pilots as revenue drivers rather than cost centers, including pricing strategies that cover the true cost of…
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