Marc Borrett

CEO & Co-Founder

Bio

Marc Borrett is the CEO and Co-Founder of Reactive Technologies, a company that is at the forefront of innovation in grid measurement and energy management. With a strong background in engineering and a passion for sustainable energy solutions, Marc has led Reactive Technologies in developing cutting-edge tools that help utilities manage the complexities of modern power grids. His leadership focuses on advancing technologies that support the integration of renewable energy sources and ensure grid stability.

Marc Borrett is the CEO and Co-Founder of Reactive Technologies, a company that is at…

Company:

Reactive Technologies

Location:

United Kingdom

Description:

Reactive Technologies is a grid measurement platform that provides real-time data and analytics on grid stability, inertia, and energy dynamics. The platform’s technology is essential for managing the transition to renewable energy by helping utilities and grid operators optimize grid performance and ensure reliability. Reactive Technologies’ solutions are critical for the development of resilient energy systems that can support the increasing demands of a low-carbon future.

Reactive Technologies is a grid measurement platform that provides real-time data and analytics on grid…

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Conversation
Highlights

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Marc Borrett, CEO & Co-Founder of Reactive Technologies, a grid measurement platform that’s raised over $80 Million in funding.

Here are the most interesting points from our conversation:

Semiconductor to Energy Transition: Marc leveraged his experience in semiconductors and telecoms to tackle the complex challenges of the energy transition, drawing parallels between the two industries.
UK vs. US VC Landscape: The UK venture capital environment in the 90s was less sophisticated and visionary compared to Silicon Valley, focusing more on stable returns for pension funds.
Creating a New Category: Reactive Technologies is pioneering real-time grid stability measurement, a category that didn’t previously exist, by leveraging telecom principles in the energy sector.
Engineering Insights: The company discovered that grid stability affects signal transmission, leading them to repurpose their technology for measuring grid stability in real time.
Building Trust in a Conservative Industry: Success in the risk-averse power industry required Reactive Technologies to demonstrate high technical credibility and prove that their innovations would not destabilize the grid.
Long Road to Revenue: It took five and a half years for Reactive Technologies to generate meaningful revenue, highlighting the importance of patience and investor support in deep-tech startups.

Actionable
Takeaways

Leverage Cross-Industry Insights:

Applying knowledge and technology from one industry (telecom) to another (energy) can lead to innovative solutions and new market opportunities.

Create and Validate New Categories:

When introducing a novel product or service, be prepared to educate the market and validate the need for your innovation through pilot projects and technical proof points.

Build Technical Credibility:

In conservative industries, establishing trust with potential customers requires demonstrating technical expertise and reliability through data and rigorous testing.

Anticipate Long Sales Cycles:

Deep-tech solutions, especially those impacting critical infrastructure, may have long sales cycles. Prepare for this with patient capital and a strategic go-to-market approach.

Balance Strategic and Financial Investors:

A mix of strategic and financial investors can provide the necessary support and pressure to scale effectively while maintaining fair market practices.

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