From Pilots to Pull: Creating Bankable Demand and Strategic Partnerships

Innovators often struggle to demonstrate demand at the scale investors require. This session explores how startups, corporates and venture investors can work together to create credible market pull, from pilots and strategic partnerships, to offtake-style commitments and scalable commercial pathways.

• How can innovators engage corporates and CVCs early to signal future demand, even where they are not the end customer?
• Which models (pilots, co-development, strategic investment, advance purchase or long-term contracts) best support scale at different stages?
• How do investors assess bankability when demand is indirect, staged, or uncertain? When does offtake become essential?
• What policies or incentives can help convert early traction into scalable demand for low-carbon solutions?