You can build the product.But can you convince someone to run their warehouse on it?In this episode of the TEQ Shift Podcast, Hendrik Thamer—CEO and co-founder of Cellumation—shares the hard lessons behind scaling a deep tech system into one of the most risk-sensitive industries: intra-logistics.What began as a university spin-off is now a modular conveyor platform powered by AI, vision, and software-defined flexibility. But what makes the system work isn’t just tech. It’s trust.Hendrik opens up about leading through long sales cycles, engineering-team focus, and the mindset shift from researcher to founder-CEO.You’ll learn how to:✅ Build trust when your tech is mission-critical✅ Shorten long sales cycles by solving human fears✅ Shift from tech-first to use-case-first conversations✅ Balance standardisation and flexibility in modular systems✅ Scale globally while staying credible as a startup✅ Lead product teams where hardware and software evolve on different clocksWant more?Find everything from this episode at https://www.createq.com/en/insights/what-founders-learn-fast-in-deep-tech – insights, links, and expert takeaways.🎧 Listen, watch, and subscribe on Spotify, YouTube, Apple Podcasts, and Amazon Music to stay ahead in AI-driven software development.💬 Join the conversation! Drop your questions and comments.

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