The Robotics Founder's Guide: Find Your Ideal Customer with Data
The Founder's Guide: Find Your Ideal Customer with Data
Your product may be relevant to many customers. But which customers should you focus on first? And who’s actually in the market and ready to buy?
A strong go-to-market strategy starts with a clear Ideal Customer Profile (ICP): the type of company that has a meaningful problem, a reason to act, and the strongest potential to become a successful customer.
For robotics and deep tech founders, this is rarely obvious. Your technology may have applications across several industries, use cases, and geographies. The biggest market on paper is not always the best market for your current stage.
This is a 2-hour working session for founders and early commercial leaders who want to identify their strongest beachhead market and turn it into a focused commercial plan.
We will demystify go-to-market (GTM) strategy for technical founders. You will learn how to define and evaluate an ICP, identify the data that can validate your assumptions, use AI to track real buying intent, and translate your findings into sales and marketing operations.
Who Should Attend?
Technical founders, CEOs, and early commercial leaders at robotics and deep tech startups.
Your Industry: Industrial automation, warehouse robotics, inspection, agritech, healthcare, or autonomous systems.
Your Challenge: You have more possible markets, use cases, or accounts than your team can pursue effectively.
Your Question: You know your product can help, but you are not yet sure who is most likely to buy now.
What You'll Leave With
A clear understanding of what an Ideal Customer Profile is and how it differs from a broad target market or buyer persona. A practical way to compare potential customer segments. A framework for using customer, sales, market, and intent data to validate your assumptions. An approach for using AI to track buying signals. And a way to turn your chosen ICP into account and territory priorities.
About the session: This is an intimate, small-room working session limited to a handful of founders to ensure the conversation stays honest, specific, and highly relevant. Expect to actively work on your own customer focus and commercial strategy during the session.
Agenda
16:00 - Doors open
16:30 - Welcome and introductions
16:45 - Workshop: Defining Your Ideal Customer Profile & Beachhead Market
18:40 - Networking drinks
Your Hosts
Vanessa Warncke: Global go-to-market strategist for robotics and deep tech companies. With 10+ years of experience at startups and scaleups like Scandit and SkyCell, she has built and scaled revenue engines across Europe, the US, and APAC. She is the founder of Vantastics and works with robotics companies as a GTM sparring partner and fractional CMO, helping them turn complex technology into commercial traction and investor-ready growth.
Jennifer Werthwein: leads Nebius’s growth across Germany, Austria, and Switzerland, driving partnerships with the region’s fastest-scaling AI companies. Before Nebius, she spent 5 years at Google Cloud and Salesforce, where she led complex, high-value deals with enterprises in automotive, manufacturing, energy, and financial services. She began her career in the startup world, founding both an advisory firm and a startup in Israel, and has spent more than a decade advising founders on growth and go-to-market strategy.
Christian Woese: GTM Leader with 7+ years of Tech experience and a focus on transforming GTM teams in the age of AI. He ran customer units across marketing, sales and customer success at B2B SaaS companies in Zurich and Munich, among others building the entire post-sales organization from scratch for Fintech firm Yokoy (now exited to Perk). He is the founder of Limbi and helps founders build AI-native customer units that leverage LLM capabilities to run their client acquisition and retention activities across marketing, sales and customer success.