Phasecraft’s Playbook: How to Build R&D Partnerships That Actually Drive Commercial Success

Most deep tech partnerships fail to deliver meaningful results because they prioritize optics over impact. But in a recent episode of Category Visionaries, Phasecraft co-founder Ashley Montanaro revealed a different approach – one that has helped them forge partnerships that drive real technological breakthroughs in quantum computing.

Focus on Depth Over Breadth

For deep tech startups, resources are precious. “As a startup, you have limited resources, limited time, and you’re just not able to work with everyone out there,” Ashley emphasizes. This constraint led Phasecraft to develop a focused approach to partnerships that prioritizes depth over quantity.

Their collaboration with Johnson Matthey exemplifies this strategy. Rather than pursuing multiple surface-level relationships, they focused on building “very intense R&D partnership” where they’re “actually working directly with the scientists and the engineers.” This approach ensures their partnerships deliver tangible value rather than just ceremonial benefits.

Bypass the Management Layer

A crucial element of Phasecraft’s partnership strategy is connecting directly with technical teams. Ashley notes that he “always find[s] it incredibly valuable to try to get to talk to people who are sort of on the ground, who are doing the R&D, who are the scientists, who are the engineers.”

This approach helps avoid getting “bogged down speaking to people who in the sort of middle layer of perhaps management, who maybe find what you’re doing very interesting, but they perhaps do not understand it on a sort of deep technical level.” By connecting directly with technical teams, partnerships remain focused on solving real problems rather than getting lost in corporate bureaucracy.

Align on Real-World Impact

Phasecraft’s partnerships focus on achieving “quantum advantage, where quantum computing is outperforming classical computing for a problem of genuine practical interest.” This clear goal shapes their partnership strategy, focusing on collaborations that address real industry challenges rather than theoretical problems.

Their work with Johnson Matthey on battery technology and catalysts demonstrates this approach. These aren’t just interesting research projects – they’re focused on developing solutions that could transform clean energy technology.

Maintain Technical Credibility

In emerging technology fields, maintaining credibility is crucial for partnership success. Ashley emphasizes that “it’s critically important that you don’t over promise and only say things which you believe you actually can deliver.” This approach helps build trust with partners while establishing long-term credibility in the market.

Building for Long-Term Success

Looking ahead, Phasecraft expects their partnerships to deliver significant value within “three to five years time,” when they anticipate achieving quantum advantage and “using quantum computers to have solved genuinely important problems from elsewhere in science and engineering.”

This timeline reflects their commitment to building partnerships that can support extended development cycles while delivering real commercial value. It’s an approach that recognizes the complex nature of deep tech development while maintaining focus on practical outcomes.

The Partnership Playbook

For deep tech founders, Phasecraft’s approach offers a valuable template for building meaningful R&D partnerships:

1. Focus resources on fewer, deeper partnerships rather than spreading thin across many relationships
2. Connect directly with technical teams who understand the technology and its potential
3. Align partnerships around solving specific, practical problems
4. Maintain credibility through realistic promises and clear communication
5. Build for long-term success while maintaining focus on practical outcomes

This approach has helped Phasecraft build partnerships that drive real technological advancement while solving practical problems. For founders working to commercialize complex technologies, it offers a blueprint for building partnerships that deliver more than just logos on a website.