It's important to have people you look up to in the industry you choose. And by "look up to," I mean to be consistently, wildly impressed by what they're building, their intellect, their clarity of thought, their track record, and how they comport themselves. Reinhard Hübner is one of those people for me. As the CEO at SKion, he has built an undeniably impressive platform, yielding $700 million in global revenues and with no signs of slowing down. They know exactly how big their opportunity is. And he and his partner, Dirk Brusis, have built an interlinking set of companies, solutions, and technologies to really go after it. Please enjoy my conversation with the excellent Reinhard Hübner.

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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Dr. Hübner delves into the strategic layers of the water industry, tracing his ascent from wastewater treatment to leading SKion's global expansion. They explore operational dynamics, the significance of human capital, and the complexities of mergers and acquisitions amid economic flux, emphasizing strategic growth and valuation discipline. Hübner discusses startup challenges, underscores direct customer relationships, and the necessity of a unified, innovative culture within SKion's network. Today’s discourse reveals SKion's strategic direction and ethos, imparting insights on adaptability, collaboration, and leadership vital for navigating the water industry's ever-evolving global challenges.

Episode Highlights:

0:00 Start

0:49 Introduction

1:39 Dr. Hübner’s career to date

3:45 Lessons learned from manufacturing and logistics experience

5:06 His experience in leakage

6:52 Drinking water vs wastewater reflections

8:56 Being headhunted to work in the German water industry

9:45 Learnings from the first deal that didn't work

14:18 Structural shifts that are enabling the faster adoption of new products

17:04 SKion and its relationships with business

23:40 M&A and the current market

27:26 Is water countercyclical?

28:40 Structural comparison of the European and US markets

32:03 The evolution of Dr. Hübner’s job

35:27 His thoughts on earlier stage investing

37:47 FIDO and leak detection fun

39:19 His partnership with Dirk Brusis

42:18 The pros and cons of Dr. Hübner’s public speaking

44:47 His most important piece of advice for aspiring water entrepreneurs

Links:

Burnt Island Ventures:  https://www.burntislandventures.com/

SKion Water:  https://www.skionwater.com/en/

Quotes:

"There's no such thing as life before water."

"You can't eat services...Somebody has to produce something from something."

"It's a conservative sector, and on the municipal side, they don't take risks."

"We don't want to be the biggest. We want to be the best."

"Forced collaboration is like forced labor...it doesn’t work."

"You need to be patient, which is not always my strength."

"We have been very disciplined in not overpaying."

"Water is full of passionate people. Nice, passionate people."

"I mean, the reality is drinking water is, technologically and asset wise, much simpler than wastewater."

"Don't try to do it alone. Find partners also in the industry."

Anthea Sargeaunt is the CEO and Co-founder of 2S Water. Multivariate, real-time non-contact sensing is one of the holy grails of water management. Getting it right will allow all stakeholders to understand what is in their water in real time. And if we can get it really right, this knowledge will allow a host of improvements in water management, including reduced chemical and energy use, reduced pollution, reduced fines, improved health outcomes, improving the pace and cadence of experimentation with new technology. The list is very long indeed. Anthea and her team have taken a fascinating pathway from problem selection to massively leveraging their equity through grants. She is an exceptional founder and person and one of the best founder communicators I have met. I loved her insights into the importance of public speaking as you're building a company. Please do enjoy my conversation with the excellent Anthea Sargeaunt. 

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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Anthea's entrepreneurial journey, spanning from early ventures to the oil and gas sector, showcases her problem-solving prowess and industry acumen. Today, she and Tom explore partnership complexities and grant acquisition, stressing understanding partner expectations and grant funding's role in startup growth. Anthea's insights emphasize genuine connections, adaptable communication, and infrastructure investment for streamlined product development. This dialogue not only underscores innovation's transformative power but also offers guidance for aspiring water entrepreneurs, marking a pivotal moment in industry evolution.

Episode Highlights:

0:00 Start

0:49 Introduction

1:50 Anthea’s career to date

6:10 2S Water’s genesis

8:30 Its product and the problem it solves

10:43 Understanding the problem

14:39 Establishing early customer relationships with large companies

16:50 Pros and cons of this early engagement

18:19 Crossing the Chasm and Anthea’s implementation of it

21:11 Navigating partnerships

27:00 Funding with grants

29:19 Key skills in writing grants

32:48 What surprised Anthea most about the water sector

34:32 What she has learned since joining it

35:19 Anthea’s advice based on these learnings

37:05 Her experience in the Lithium market

39:52 Working with family

42:24 Anthea’s speaking and presenting skills and their value

46:01 Her most important piece of advice for aspiring water entrepreneurs

Links:

Burnt Island Ventures: https://www.burntislandventures.com/

2S Water: https://www.2swater.com/

Quotes:

"I've always been surprised at water treatment operators. They're such a special breed of people. They do it because they love it.”

"In the mining sector, when we look at it, there is no other real path to the market than through the large multinationals."

"If you don't have that kind of insight coming from the other side of the table, it's hard to get it anywhere else."

"Partnerships are completely fundamental... cultivating them is vitally important."

"Writing a grant is much like any other sales process... understand what the grant organization is trying to accomplish."

"The lab isn't the field... get out into the field as fast as you can."

When I started Burnt Island Ventures, I needed help. I needed help of all kinds. But one of the things I needed most as a first-time fund manager was credibility in the decision-making process. Alongside Ivy Nguyen, David Stanton agreed to become a member of our investment committee, and he put a crucial brick in the BIV credibility wall. In this episode, you will see why. David is deeply experienced in startups, growth companies, and corporates, and he now runs Cleanwater1, hired by Baird Capital after they purchased UGSI in 2022. I have learned so much from David, from management tactics to market assessment, and I know you will too. Please enjoy my conversation with David Stanton. 

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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David Stanton shares profound insights into the nuanced evolution of the water sector, from the consolidation era of the '90s to the contemporary landscape shaped by digital transformation and rate alignment. Delving into themes such as entrepreneurship, sales dynamics, and M&A strategies within the industry, he uncovers the intricacies of navigating structural dynamics and fostering operational excellence. With an emphasis on the paramount importance of sales in driving business growth and the imperative of building resilient virtual teams, today’s engaging dialogue offers invaluable insights into effective entrepreneurship and team management strategies. Ultimately, through past experiences and future aspirations, the episode illuminates the path towards sustainable success in the ever-evolving water sector landscape.

Episode Highlights:

0:00 Start

0:49 Introduction

1:53 David’s career in water

5:47 How water utilities are allowed to make money

10:57 David’s key learnings in entrepreneurship

14:23 How to do M&A well

19:39 Private equity 

23:40 The importance of the nomenclature used within the industry

26:12 Client and customer terminology

29:11 The role of consulting engineers

31:14 Clearwater1’s dual incentive structure

33:28 Changes in the water sector past, present and future

36:41 The industry’s public narrative

41:07 Hiring and managing teams

43:02 David’s one piece of advice for aspiring entrepreneurs

44:18 Christine Boyle’s “Why Deep Pain Leads to Great Products”

Links:

Burnt Island Ventures: https://www.burntislandventures.com/

Cleanwater1: https://cleanwater1.com/

Quotes:

"The industry really has been driven by what I would call the macro trends of the decade or so that were affecting the industry."

"For most businesses, the issue isn't, 'Does my product work and is it good?' It's 'How do I sell it at scale in a market that's so fragmented and disenfranchised?'"

"Our job as the leadership team, to be quite blunt, is to take advantage of the best path through the financial industry to meet the end or means that we’re trying to achieve."

"The number one killer of good ideas is valuation. If you sell your business at a stupid valuation, I mean, it's what killed my startup in 2012."

"Teams are virtual now... You want to solve for this. It's really, really an important skill."

"The revenue doesn't happen without sales, and the business doesn't happen without the revenue. What could be more important?"

Adam Tank's trajectory, from early leadership roles at GE to his entrepreneurial endeavors, offers a wealth of profound insights into the critical trilogy of water, technology, and entrepreneurship at the heart of this podcast. His experiences navigating the dynamic landscape of the water industry, as shared here today, offer valuable perspectives on the challenges, triumphs, and pivotal decisions that have shaped his extraordinary career. Together, he and Tom explore the importance of understanding customer needs, building trust, and effective communication in driving success in the water sector. They also review the strategic decisions, intellectual architecture, and relentless innovation which have propelled Transcend to its current role as an industry leader guided by the inspiring leadership of Adam and his talented team.

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

Episode Highlights:

0:00 Start

0:49 Introduction

1:45 Adam’s work history

6:58 Key stage gates in his career

14:20 Working with utilities and consulting firms

22:49 Transcend and the value it provides

27:47 Adam’s role at Transcend

28:52 His thoughts on marketing

31:29 Speaking the customer’s language

33:52 Company building as a ‘spin-off’

35:18 Starting with the ‘why’

37:52 The power of foster parenting

41:20 Adam’s most important advice for emergent water sector founders

Links:

Burnt Island Ventures: https://www.burntislandventures.com/

Transcend: https://transcendinfra.com/

Water We Talking About?: https://www.wateronline.com/solution/water-we-talking-about

Quotes:

"I stumbled into water... It's just an unbelievably compelling industry for so many reasons."

"What you think may be the thing that's valuable to the customer may not actually be the thing that's most valuable to the customer."

"The presence or absence of water not only impacts how much food you can produce…but it also has a significant impact on the safety of the food."

"The worst thing that can happen for an entrepreneur is to spend a year, two years, three years and all of Burnt Island's money building this thing that no one is willing to pay for."

"We need more people from outside of the sector, no question. But I will say that part of the reason that innovation is a bit slower in this industry is that we have had people come in that are not water experts, that have said, 'I can solve all of your water problems,' but they're coming with a different lens."

"Listen to your customer.”

John Bertrand is our kind of founder, a wastewater engineer who has operated inside and outside the utility fence - he understands his market upside down. What he saw in his time in the utility world led him to wonder if the messy world of managing the constant stream of incoming data from utility customers - calls, text messages, 311 alerts, voice messages, web forms - could be automated, freeing up the dedicated professionals who traditionally handle this work to focus on more important tasks. And so, teaming up with his co-founder Ryan, they started Daupler, which now serves more than 85 customers - not only water and wastewater utilities, but full municipalities, police and fire dispatch, power companies, and restoration companies. There is a giant opportunity here to build the field operating system for the built environment. And John is consistently impressive, not only in pushing the company to the verge of 5 million in bookings, but the originality and logic of his thought. He really is a diamond. Please enjoy my conversation with John Bertrand.

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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John Bertrand, Daupler's Co-founder, takes a deep dive into the intersection of technology, utility management, and entrepreneurship as he shares his company’s transformative journey, offering valuable insights for emerging founders in the water industry along the way. His narrative illuminates Daupler's strategic evolution, focusing on aligning technological innovation with utility needs to revolutionize response management. Today’s episode also explores Daupler's role in enhancing operational efficiency and customer satisfaction, while discussing key aspects of technical and commercial expansion, providing a comprehensive view of the future landscape of utility management.

Episode Highlights:

0:00 Start

0:49 Introduction

2:01 John’s history with the water industry

2:39 Working for the utility vs as a consultant 

3:25 Consultants as ‘gatekeepers’ in the water sector

7:14 The problem Daupler solves

10:34 Daupler’s CTO and Co-founder, Ryan Rosenbaum

12:10 What Daupler does

14:36 Learning from an early misstep

16:47 Comparing Daupler with PagerDuty

18:56 Building Daupler customers’ operating systems

21:40 Moving into adjacent sectors

23:59 Creating a critical mass of customers throughout the US

25:58 What John has learned about marketing his product vs sales

27:33 Daupler’s moat

29:23 AI and its role in Daupler

32:04 The critical mass of data within water utilities

34:37 The current and future state of utility management

37:32 Going international

40:15 The one lesson John would pass on to emerging water founders

Links:

Burnt Island Ventures: https://www.burntislandventures.com/

Daupler: https://daupler.com/

Quotes:

"For most municipalities, that has the most pain, being the water or wastewater department.”

"You need to monitor the data, watch your trend, and then take appropriate action.”

"The data will be the real value."

"For most utilities, they are thinking about things in a proactive and preventative way because those are places of comfort where they can have control."

“Don't sell vitamins, sell painkillers. Change their life.”

People always bang on about disruption, and usually it's meaningless. Some very rare founders should bang on about disruption because they're actually doing it, but don't. I like to think it's humility, but more importantly, it's because they decided to go and solve a real, deeply felt problem in the market, usually in an overlooked sector, and happened upon a deeply powerful pathway of company building. Tyler Henke, CEO of Ziptility, is one of those founders. He and his team noticed that the market, and especially the software market, didn't build, excuse my French, anything useful for the people who make the small communities of America function - the utility operators. They were forced to run these systems according to whatever needed fixing that morning with post-it notes, bits of paper, and if they were lucky, a 1997 Dell PC. Tyler correctly saw the potential for an excellently designed, mobile-first, user-generated operating system that could help these amazing professionals do their jobs easier, better, cheaper, more collaboratively, and reliably. He's an amazing guy, and it's an amazing platform.

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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Tom is joined by Tyler Henke, Co-Founder and CEO of Ziptility, and together they explore Ziptility's groundbreaking journey in disrupting the water technology sector, addressing the challenges faced by small water and wastewater utilities across the United States. Tyler shares insights into the vast market potential within the US, highlighting Ziptility's focus on smaller to mid-sized utilities and their approach to trust-based sales, emphasizing genuine relationships and tailored solutions. He also unravels the layers of Ziptility's mission, focusing on such themes as understanding the utilities' world, building better tools for change, and fostering customer engagement and innovation.

Episode Highlights:

0:00 Start

0:49 Introduction

1:59 Tyler’s journey to, and with, Ziptility

4:48 Small water and wastewater systems

7:06 Developing Ziptility

11:41 Customer contact

14:40 Ziptility’s function, benefits, and market

20:37 Acquisition, and lifetime value, of customers

23:15 The stickiness of Ziptility’s customer relationships

25:51 Ziptility’s customer loyalty

29:45 Customer success now and for the future

31:58 Lessons learned about assembling a team

35:27 The future of software and other products for utilities

37:33 Tyler’s lesson for the next generations of water founders

Links:

Burnt Island Ventures: https://www.burntislandventures.com/

Ziptility: https://www.ziptility.com/

Persistence is an underrated quality of the best entrepreneurs. VCs never think they underrate it, but they do. The public only ever sees the glory and fireworks when an entrepreneurial story works. But it's the application, the effort, the persistence that lies behind every great outcome that is the primary determinant of that outcome. Matt Swindle, the CEO and co-founder of NLine Energy, has it in spades. Not only did he attain the rank of Colonel in the Marine Corps, a rank he retains in the reserves, he and his team are building a potentially enormous company. Quietly and methodically, NLine Energy has the potential to turn every sizable boiler in the world into a power plant - don't worry, he will explain - while another vertical of the business is the best small hydro remediation assessment and upgrade team in the country, if not the world. It's a super business. The return for the customers is enormous. Their moat is physics. The tailwinds are global and intense, and it's such a pleasure to learn from Matt as he puts one foot in front of the other.

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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Matt Swindle, CEO and Co-founder of NLine Energy, joins Tom on the podcast today to share details of his striking entrepreneurial journey and discuss NLine’s evolution into a global powerhouse discreetly transforming boilers into power plants. Their conversation delves deep into such topics as energy recovery, thermal technology, and sustainable growth as it showcases NLine Energy's mission to harness wasted energy. From the Marine Corps to pioneering renewable energy solutions, Matt's journey, as shared here today, serves as a beacon of inspiration that offers a treasure trove of insights into entrepreneurial brilliance and resilience, rendering this episode yet another must-listen edition of The Fundamental Molecule.

Episode Highlights:

0:00 Start

0:49 Introduction

1:56 The arc of Matt’s career thus far

5:13 Differences between Matt’s 1st and 7th startup experiences

6:25 The importance of talent management

8:48 The story behind NLine Energy

11:54 NLine’s early years

17:20 Moving into the thermal business

23:20 The importance of steam

25:57 The boiler room’s impact on business operation

27:54 Demystifying grants and investment tax credits

31:19 The financial side of building NLine

36:09 Managing the sales cycle decision-making process

4o:37 Matt’s thoughts on his ‘moat’ and competitive positioning

43:45 His biggest takeaway lesson

Links:

Burnt Island Ventures: https://www.burntislandventures.com/

NLine Energy: https://www.nlineenergy.com/

George Hawkins is one of those people who always elicits a smile from those who know him when he comes up in conversation, even when he's not there. The smile also comes when he is present, but the absence of the smile is telling. He is perhaps one of the most admired figures in the US water market, and possibly even in the global market, and for good reason. His work in turning around DC Water from the least trusted public entity in Washington DC to the most trusted in just eight years is one of the best business transformation case studies in history, and unfortunately, not enough people are aware of it. Since stepping down from DC Water, he has become a founder with Moonshot Missions, supporting under-resourced utilities in undergoing the same kind of transformation that he led at DC Water. He has learned the challenges and difficulties of bringing something new into the world. He is a practical, fun, energetic, insightful, sensible, and demanding leader to his core. It is truly a pleasure to welcome him to The Fundamental Molecule.

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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Today, the legendary George Hawkins delves into his exceptional life journey - from the early experiences that ignited his environmental passion to his leadership roles and the founding of his nonprofit. As you will hear, George's illustrious career is a testament to his transformative prowess, highlighted by the truly remarkable turnaround of DC Water. Currently the Founder and CEO of Moonshot Missions, he draws upon his vast experience to impart invaluable advice and wisdom on leadership, trust, the art of relationship-building, and making an impact upon the world.

Episode Highlights:

0:00 Start

0:49 Introduction

2:23 George’s professional journey

8:59 DC Water’s previous reputation

11:37 George’s thoughts on his first day at DC Water

15:20 The moment he knew he would succeed in his mission at DC Water

19:21 Rebranding DC Water

22:33 His Moonshot Missions idea

26:34 George’s lesson from running a large company to a small one

28:16 Building a team from the ground up

31:32 The challenges faced by small utilities

33:45 Moonshot Missions’ marketing

36:37 Having the greatest impact within the water sector

39:55 Entrepreneurship’s impact on George’s skills acquisition in the past, present, and future

45:08 Exceptional communication skills

49:01 Advice to emergent water entrepreneurs

Links:

Burnt Island Ventures: https://www.burntislandventures.com/

Moonshot Missions: https://www.moonshotmissions.org/

Repeat entrepreneurs are a special breed. They have essentially proved that they operate through skill and not luck, and Wayne Byrne is one of the most skillful. I met him in 2015 in San Francisco as he was picking up one of many awards for OxyMem as they built towards their acquisition by DuPont, his fourth exit in an illustrious career. He's been able to play both the hardware and software games at a very high level indeed, and has been an invaluable source of advice and support, both for me personally and for the Burton Island. Please enjoy my conversation with Wayne Byrne.

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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This week, serial entrepreneur Wayne Byrne joins Tom to share his somewhat unconventional entrepreneurial journey, offering insights into the nexus of water, technology, and entrepreneurship. From early ‘side hustles’ to his pivotal role at OxyMem, Wayne's experiences underscore the significance of transparency, resilience, and embracing challenging moments as catalysts for growth. He discusses the dynamics of European and US water markets, advocates for strategic market entry, introduces Method Capital's role in providing non-dilutive project finance for sustainability innovators, and highlights the pressing need for water sector innovation.

Episode Highlights:

0:00 Start

0:49 Introduction

1:35 Wayne’s entrepreneurial origins

2:51 His early journey into cleantech

4:57 Wayne’s ‘meander’ into the water industry

6:08 His attraction to ‘university spinouts’

10:10 OxyMem and the notion of defensibility

11:51 OxyMem and the MABR

16:00 Wayne’s perspective on partnerships

18:28 Key components in his entrepreneurial successes

21:57 Processing difficult moments in a small organization

23:59 Wayne’s thoughts on the CEO-Board relationship

26:56 His perspective on the learning cycle

29:06 Comparing water market early stage technology in Europe and the US

33:03 Wayne’s approach to new market entry

34:33 His thoughts on the level of future dynamism in the water sector

36:20 Method Capital

39:15 Transferable lessons learned from entrepreneurship and parenthood

40:42 The one entrepreneurship lesson he would pass on to emerging water founders

Links:

Burton Island Ventures

Wayne's LinkedIn Page

Method Capital

I first met Christine Boyle about a week before I specialized in water at Imagine H20's annual winners announcement, where she was receiving the award for Best Early-stage Water Company in 2015. Fast forward almost eight years, she has been an extraordinary guide and mentor. After selling her company Valor Water Analytics to Xylem in 2018, she remained with the company to head up much of their internal digital innovation efforts. She understands more than most the grind of company building in the space, building a market-leading product, picking your way through the utility sales process, hiring and managing brilliant teams. A veteran of both Y Combinator and Techstars, she also has an invaluable perspective on the standards for company building outside water. She's just excellent. Please enjoy my conversation with Christine Boyle.

Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule

For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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Tom welcomes Christine Boyle, a truly remarkable figure with a unique journey in the water industry. After winning the Best Early Stage Water Company Award in 2015, Christine's company, Valor Water Analytics, caught the attention of Xylem, a global water company. Driven by her dedication to build outstanding companies, save water, and create professional ecosystems to solve complex global dilemmas, Christine has been a Partner at Burnt Island Ventures since May 2023. In this candid conversation, you'll gain insights into Christine's incredible journey, the challenges of building a water-focused venture, the dynamics of water economics, and so much more.

Episode Highlights:

0:00 Start

0:48 Introduction

1:44 Christine’s start in water

3:31 The water problems she’s been trying to solve

7:06 Christine’s experience as a CEO

9:07 Exiting Valor Water Analytics

11:45 Comparing Venture building within and outside the water sector

14:23 Christine’s advice for entrepreneurs regarding rapid growth

16:43 Valor’s deployment process and the nature of the sales of utilities

19:16 What Christine has learned from top-tier training

21:06 Her perspective on the rise in data on water

23:41 The need for better technology and devices

28:09 What Christine has learned going from the start-up world to the corporate world

29:30 The tension between having an impact and creating something commercially viable

31:01 Her perspective on the macro water sector

33:03 The link between water and human health interventions

36:24 Christine’s reflections on China and its water 

38:32 Her one lesson learned that she would pass on to future water founders

Links:

Burton Island Ventures

Christine Boyle's LinkedIn Page