Lotta Kopra | Combining science and business: Commercializing deeptech

In this episode we are taking a trip back home to Finland, with our guest Lotta Kopra, the Chief Commercial Officer of Spinnova. Spinnova has developed a technology with which raw wood pulp that has been separated into microfibrillated cellulose (MFC) can be used to make a recyclable textile fibre without any dissolving or harmful chemicals. Did you have to read that slower? That’s one reason Lotta has this job; she is in charge of commercializing Spinnova’s product and helping their technology become a viable option on the market; they’ve been doing a grand job thus far, forming partnerships with the likes of The North Face, H&M Group, and Marimekko. In this episode, we will delve into Lotta’s thoughts about the intersection between science and business, and what it is like to work on the customer side of deeptech. Expect to learn: - The integral difference between evolutionary and revolutionary products - How to approach the commercialization of deeptech products - When you should start thinking about the business side of things when developing a deeptech product - What are the best ways to approach big partners and the importance of internal champions - How to prioritize between customers Check Soaked by Slush out at: Twitter: https://twitter.com/soakedbyslush/ Instagram: https://www.instagram.com/soakedslush/ Facebook: https://www.facebook.com/soakedbyslush/ Soaked by Slush website: https://www.slush.org/soaked/ Slush website: https://www.slush.org Shoot us a message or feedback: soaked@slush.org Timestamps: 00:30 Intro to Spinnova 05:07 The role of a CCO in a deeptech company 07:18 What makes a good CCO for a deeptech company? 09:00 Innovation evolution vs revolution 12:10 Customer led development before business model development? 12:36 Approaching big partners 15:36 Prioritizing between customers 17:19 Difficulties for deeptech companies to commercialize their products 20:27 Recognizing Spinnova products 22:42 How did Spinnova seal their partnerships? 26:00 Structuring sales processes 27:51 Hidden decision-makers 30:50 The need for commercializing 37:13 What’s next up for Spinnova?