​Ripple Hosts

• ​Kim Dang - Planet A Ventures

• ​Johan Wiksell - JM AB

​TL;DR

​Construction is a $10T+ industry but one of the hardest for startups to crack—fragmented markets, slow procurement, and risk-averse buyers stall adoption. Yet sustainability mandates, labor shortages, and policy shifts are opening new doors. This session cuts through the noise with a series of concrete tips and lessons on how to win sales and drive adoption in the construction project delivery chain—distilled directly from real founder experiences.

​Topic overview

​Why is the topic relevant?

​The built environment—spanning construction, real estate, infrastructure, and materials—is increasingly turning to startups for innovation. Yet, many collaborations stall at the pilot stage. This session dives into what it really takes to move from a one-off project to a meaningful, scaled partnership. By mapping the journey from pilot design to internal buy-in and organizational rollout, we’ll surface practical lessons and red flags—shared by both startups and corporates who’ve been through it.

​What’s up for discussion?

​This session delivers a series of concrete tips and lessons for startups aiming to win sales and drive adoption in the construction project delivery chain. We’ll cover:

• ​How to map stakeholders and choose the right entry point.

• ​Central vs. project-level procurement—and what each means for your sales motion.

• ​When to engage early, and when to hold back effort.

• ​How to leverage SMEs as fast-moving proof points while preparing for corporate-scale sales.

• ​Structuring pilots, pricing, and incentives so they lead to repeatable growth.

• ​Adapting to cultural and regional differences, and using sustainability incentives to accelerate deals.

​Attendees will leave with a practical GTM playbook rooted in real founder experiences—insights that save time, prevent wasted effort, and help startups build momentum in one of the toughest but most rewarding industries.

​Dream outcome

​Participants walk away with a playbook for selling into the construction project delivery chain—an industry notorious for fragmentation, complex procurement, long sales cycles, and risk aversion. The goal is to equip founders and go-to-market leaders with practical lessons to accelerate adoption:

• ​How to map stakeholders and prioritize entry points.

• ​How to balance early traction with SMEs against the patience needed for large corporates.

• ​How to structure pilots, pricing, and procurement engagement to scale.

  • ​Ultimately, attendees should gain clarity on how to shorten time-to-adoption, avoid common pitfalls, and create repeatable, scalable revenue streams in the built environment.

​Who should attend?

• ​Founders and GTM leaders in construction tech, proptech, and industrial startups selling into the built environment.

• ​Sales and BD professionals navigating complex, multi-stakeholder sales.

• ​Investors and ecosystem enablers seeking to understand the GTM realities of construction-focused startups.