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Guest: Frederic Vachon 00:00 – Intro: Why niche focus matters for startups 00:15 – What does “multifunctional cable robotic OEM” actually mean? 00:45 – Why being generic is a mistake for hardware startups 01:22 – From “we do everything” to real customer problems 02:02 – Why generic trade shows don’t work 02:31 – How listening to customers reveals real market demand 03:02 – Building before validating: the hard founder lesson 03:41 – Why invention-first startups struggle 04:10 – When to stop and pivot your startup 04:48 – How patterns emerge from customer conversations 05:01 – How often founders should reassess product-market fit 05:28 – One technology, multiple markets: when to split 06:11 – Why chasing multiple markets kills momentum 06:44 – The “path of least resistance” in startups 07:24 – Visualizing a cable robot (SkyCam explained) 08:04 – Industrial robots vs entertainment robots 08:47 – Why industrial cable robots need 12 cables 09:19 – Supporting heavy payloads in factories 09:38 – Why hardware is harder than software 10:17 – Sales cycle for industrial robotics (12–18 months) 11:01 – Budget approval and enterprise decision-making 11:52 – The three-headed dragon of adoption (finance, ops, users) 12:39 – How long-term enterprise partnerships are built 13:22 – Brownfield vs greenfield factories explained 14:49 – Short-term revenue vs long-term scale strategy 15:30 – Teaching the market about new technology 16:20 – Competing with cranes, gantries, and legacy automation 17:20 – Automating food factories and cleaning tasks 18:36 – Selling outcomes, not technology 19:26 – Are robots becoming mainstream now? 20:25 – Why automation budgets are finally opening up 21:14 – New use cases: nuclear plants and dangerous environments 22:04 – The real milestone: when adoption friction disappears 22:59 – Final thoughts on the future of robotics