Your product might be great, but how do you get a customer to actually care enough to commit and sign a deal? For founders in the circular economy, the path to your first industrial customer is not straightforward. Customers want a great product that actually solves a problem, and not just sustainability. Also, you need to take into account that working with a startup also poses a risk for a customer as opposed to working with an established company. Last, customers will have to test representative sample, for which you need production capacity. Listen to this podcast with Niels van Stralen (Chaincraft) and Joost Matthijssen (Nutreco)