Scrona is revolutionizing semiconductor and display manufacturing with its high-accuracy MEMS-based printing platform. In this episode, Patrick Heissler shares his journey since taking the helm as CEO in 2024, focusing on transforming promising research technology into an industrial-scale solution. With $15.5M in funding and partnerships with major semiconductor manufacturers, Scrona is poised to redefine high-precision manufacturing across multiple industries.

Topics Discussed:

• Transitioning from research-driven development to industrial-scale manufacturing solutions
• Building strategic partnerships to drive technology adoption in complex supply chains
• Scaling semiconductor-based printhead technology from 8 to 100+ nozzles
• Expanding from semiconductor applications to life sciences and consumer electronics
• Developing next-generation platforms with 1000+ nozzles and AI-driven control systems
• Creating an ecosystem approach to serve both large-scale manufacturers and smaller innovators

GTM Lessons for B2B Founders: 

1. Success Often Starts with Ecosystem Position: Heissler emphasizes that beyond having great technology, success depends heavily on "being at the right spot at the right time, having the right contacts." B2B founders should strategically position themselves within their target industry's ecosystem and build relationships before attempting major market entry.
2. Find Your "End Market Champion": When introducing platform technology, Heissler stresses the importance of securing a major customer who can "pull you through the whole supply chain." Rather than trying to push technology into resistant supply chains, founders should focus on convincing end-market leaders who have the influence to drive adoption throughout their ecosystem.
3. Balance Custom Solutions with Standard Products: Scrona maintains focus on high-value custom projects while partnering with Notion System to serve smaller customers. This strategy allows them to maximize team impact on strategic priorities while still capturing broader market opportunities. B2B founders should consider similar hybrid approaches to market development.
4. Product Definition Drives Market Entry: Upon joining as CEO, Heissler's first priority was defining a clear product roadmap with specific deliverables, starting with the 8-nozzle Gen 3 printhead. Early-stage founders should focus on converting technology capabilities into concrete products that customers can evaluate and implement.
5. Selective Project Strategy: Rather than pursuing every opportunity, Heissler advocates focusing on "value inflecting projects that bring us forward." B2B founders should carefully select initial projects based on their potential to advance company strategy, not just generate revenue.

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