HelioRec - Revolutionizing Solar: Scaling the Seas (NEAH)

Join us for the new episode of Watt’s Up With Startups with Emin Askerov ( / emin-askerov-8b592846 ! In this episode, Emin invited Polina Vasilenko ( / polina-vasilenko ) from HelioRec ( / heliorec ) to discuss scaling floating solar technology.
Solar energy is a competitive market. More and more companies are diving into this sector, and, as a consequence, the prices of solar PV noticeably declined.
How do startups find their niche in a booming market? How to grow your team and not lose control? How to find customers in what is basically a B2G market?
We dive into details with Polina Vasilenko from HelioRec, a France-based startup dedicated to floating solar technology. Polina's journey from a seasoned oil and gas professional to a renewable energy innovator reflects a profound commitment to sustainability and green technology. In this highly tactical conversation, Polina shares her experience of finding investors, growing and nurturing her team, and convincing clients to try something new in a highly inert market.
Enjoy this deep dive into a startup story on the frontline of energy transition!
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00:00 Greetings
01:03 A transition from oil and gas to renewables, from Siberia to Europe, from “Schlumberger” to “high seas”
05:55 Transition from a “garage” stage to working with a diverse team
10:35 How HelioRec works
12:15 HelioRec business model - what to outsource and what to focus on
14:30 Why is floating solar scalable?
17:40 150+ interviews with potential clients
20:15 Experience with an acceleration program
21:40 Current challenges - shift from kW to MW projects and what will it take
21:20 Hiring hacks and practices - do you have a match?
26:55 HelioRec onboarding process
27:44 Cross-cultural differences in the team
29:15 The major barriers in sales and marketing - how to work with objections
34:05 What would have you done differently?
36:35 Sales vs Manufacturing - which to prioritize?
38:40 Near shore or offshore challenge
40:59 Polina’s recommendations to green hardware startups