It's a different world for startups on the other side of the pandemic — especially for business development. One Houston innovator shares her lessons learned. Photo via Getty Images

The post-pandemic world of business development looks a lot different than it did in 2019. I started my first “sales” role in 2014 at a large, international company, and my days were filled with in-person meetings, often visiting four or five different prospects. The pandemic shifted this approach, as we all moved to web-based platforms and face-to-face meetings dwindled.

Fast forward to 2023, when I joined the Houston team at Square Robot, a startup that was trying to disrupt an industry. I had to learn how to navigate a post-pandemic sales world — where hybrid work, reliance on emails, and video based web calls are now the norm — coupled with the challenges of working for a relatively new company.

I think many working for startups will agree that the first barrier encountered in trying to build and grow your business is addressing the “who” in the equation. You are battling your prospect’s already busy schedule to earn a few minutes of their time, which is an uphill battle when the company is relatively unknown. Not to mention, startups often run into internal delays just from encountering a concern or problem that hasn't been sorted out before. A successful startup is made up of people who, when encountering that sort of a situation, instinctively and proactively figure out the way to solve it instead of sitting back and saying, "We don't have a tool I can use, so I can't get this accomplished.”

While there’s no perfect formula for how to drive sales at a startup, I can share my personal experience and success from the past 15 months at Square Robot. The company put their faith in me to develop business in an untapped market segment: the power industry. In one year, I grew this market by over 300 percent, despite the majority of prospects having never heard of Square Robot. There were a few key steps to my success, which included adjusting to the shift in work operations since Covid-19.

The power of developing a brand

My first focus was on developing my personal brand as an ambassador for Square Robot. Not only did I dive into learning all aspects of our robotic services, but I then did the same in the power industry. I heavily relied on LinkedIn to build my brand as a knowledge center, often creating short videos, posts and even articles about the benefits of Square Robot’s service for the power industry.

I found that in a business world that’s inundated with endless emails and cold calls, social media was an easy way to get in front of prospects without the pressure of calling as they’re stepping into a meeting or too busy to speak. The recognition of name and company from LinkedIn translated across the traditional platforms. I connected and messaged on LinkedIn, followed by email and phone outreach. Overall, about 75 percent of my closed opportunities in 2023 began with outreach on Linkedin.

Tapping into relevant organizations

As I continued to learn more about the power generation industry, I looked for associated research and non-profit groups. From there, I found the Electric Power Research Institute, and subsequently, Square Robot was accepted into a program to showcase new technology directly to the end user.

I also researched industry specific conferences and publications for either speaking submissions or written pieces, which are great avenues to grow the brand of a startup company while paying close attention to budgeting.

Making time for in-person meetings

While finding ways to raise the profile of Square Robot was important, I also wanted to make sure I still had the face-to-face connection that makes a lasting impact. True success in this role takes business development into relationship development, and I made it a priority to visit new clients when Square Robot was onsite providing service.

Taking the time to meet in person with the people and teams I’ve spoken with countless times — sometimes across months — helped to build trust and uncover additional opportunities. People are much more likely to answer emails or calls when they can put a face to a name. Many times I used this visit to extend my reach into a company, asking for introductions to other locations or areas.

Even though 2023 was an achievement for myself and Square Robot, it comes with the expectation of continued growth. In the startup world of business development, this means constantly engaging with potential audiences in new and different ways, not being deterred when things take time or you fail, and having creativity and tenacity to drive sales.

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Stephanie Nolan is director of sales at Square Robot, which is headquartered in Massachusetts but has a growing presence in Houston.

This article originally ran on InnovationMap.
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Houston solar manufacturer expands facility, production capacity

houston expansion

Solar tracking and manufacturing company PV Hardware USA is increasing its production capacity and expanding its Houston facility in an effort to meet growing demands.

The move marks the company's third expansion in the Houston area in three years. PV Hardware reports a 400 percent surge in national market growth over the past three years, as solar-based projects have been pivotal in energy resilience efforts.

PV Hardware plans to increase the capacity at its Houston facility by 42 percent, according to a news release. With the additional capacity, PV Hardware expects a 35 percent increase in production of pre-assembled parts. The company has not announced whether any additional employees will be hired or the costs of expansion.

In September, the company completed its new dedicated pre-assembly facility, which will help migrate difficult assembly into an easier manufacturing setting. The new pre-assembly area will also assist with streamlined field installation, enhanced schedule predictability and reduction of manual labor.

Citybiz reports that the expansion totals approximately 34,200 square feet.

PV Hardware USA aims to make solar installation more efficient. For large-scale solar projects, PV Hardware USA’s pre-assembly process helps to relieve assembly work done by installation teams. According to PV Hardware USA, it reduces the number of on-site components by 70 percent.

“Traditionally, manufacturers pushed the assembly burden onto the jobsite,” Rodolfo Bitar, vice president of business development for PVH USA, told Renewable Energy Magazine. “We ask a different question: what work can be done more efficiently before the equipment ever leaves the factory? By managing the assembly of 188 loose parts per row in our controlled manufacturing environment, we remove field complexity and make installation highly predictable.”

PV Hardware USA produces single-axis solar trackers made in Texas and has supplied over 52 gigawatts of solar trackers worldwide.

“The expanded presence in Texas underscores a long-term commitment: bringing world-class solar expertise to local American manufacturing, supporting communities, and serving as a reliable partner through the clean energy transition,” the company said in the release.

In July of 2025, the company opened its 95,000-square-foot facility, which was the second Houston location following its initial $30 million U.S. manufacturing facility, which, at 50,000 square feet, is one of America's largest solar tracker manufacturing facilities.

Gulf of Mexico marine life dramatically declined after BP spill, study says

Gulf Life

In a deep, dark part of the Gulf of Mexico, the number of marine animals plummeted by about 60% in the years following the 2010 Deepwater Horizon explosion, a new study found.

In a crucial part of the Gulf between the light surface and the darkest depths, where the BP-operated well failed and dumped 134 million gallons of oil, the number of fish found dropped by 63.5% from the year after the spill to 2015. Crustaceans, including shrimp and krill, a key food for whales, went down 62%, and larger animals like squid and octopuses fell 59.7%, according to a study published Monday in the journal PNAS.

And those populations haven't come close to recovering, the study found.

Researchers focused on the ocean's “twilight zone,” a vast area above the seafloor, where much of the surface marine life, including dolphins and whales, feast on creatures. Yet little is known about this gigantic ecosystem, and this region of the Gulf had not been studied before the 2010 spill, said study lead author Tracey Sutton, a biological oceanographer at Nova Southeastern University.

A 2011 post-spill exploration cited in the research, which used six sets of nets at different depths and acoustic sonar, gave scientists a good sense of how much sea life was in the area between the surface and 5,000 feet deep (1,500 meters). They returned to the same place with the same equipment three-and-a-half years later and found sea life was between one-third and one-quarter of what it was in 2011.

“We saw this big decline,” Sutton said. “The question was then why? So we looked at all of the natural variables we thought could account for it, namely temperature, oxygen supply and food. None of those vary with the decline. The event that did was the oil spill. So we think that’s the most likely cause of the decline.”

Researchers kept on sampling since 2015 and the low populations remained, with a slight rise in 2022 and 2023 that did not prove statistically significant or lasting, Sutton said.

Documenting the decline

Sutton's team documented the population declines with three different lines of evidence: what they caught in the nets, what their acoustic sonar found and genetic studies showing the species losing genetic diversity because of inbreeding.

A lot of marine life died instantly after the explosion, which killed 11 workers, and from nearly five months of leaking oil and gas. Those pollutants got stored in the eggs of survivors and subsequent generations of critters got more compromised and weaker, Sutton said.

BP spokesperson Paul Takahashi said the accident “forever changed” the company: “We have made many changes intended to help prevent an event like this from ever happening again.”

Both the oil and the dispersants used to clean the spill hurt fish, but in different ways, said study co-author Isabel Romero, a chemical oceanographer at the University of South Carolina. Oil is more toxic and an overall threat, but the dispersant breaks the oil into smaller droplets, increasing the exposure of animals that live in the deeper water column, she said.

Dispersants caused many problems, and new studies show that in future accidents, it would be better to avoid those chemicals and instead add agents that increase oil-munching microbes, said former National Science Foundation Director Rita Colwell, a University of Maryland environmental microbiologist who headed a 10-year, $500 million BP-funded program to study spill effects.

Sutton said his team couldn’t prove an exact causal link to the BP oil spill, but by eliminating the other possibilities and looking at the timing, it’s logically clear that the spill caused the problem.

The krill population dropped 72%. Lanternfish — odd fish with blue-green lights embedded over their bodies — are a third of what they used to be, Sutton said. The stunning but scary dragonfish — with sharp teeth, light organs and a lure attached to its head — also had big losses, he said.

“These are foundational species,” Sutton said. “They're the things most things eat. So it's no wonder that we had wholesale changes across the community.”

The inner ocean is more unknown than outer space

Scientists learned much about this unexplored area of the Gulf.

“One of our biggest findings from the whole thing is how connected the whole oceanic Gulf is from top to bottom because the animals move up and down,” Sutton said. “There are predators at the top that dive deep. Lots of things that are deep that come up at night. So the system is one very large pulsing system, rather than just a layered system like people might have thought beforehand.”

Outside scientists were especially bothered by where the spill damaged.

“We know more about space in some ways than we do about the inner ocean. Because we can’t see these regions, there is a tendency to assume everything is fine, but here we have a clear result showing that something went very wrong," Scripps Institution of Oceanography marine scientist Kaitlin Frasier said in an email.

Frasier, who wasn't part of the study released Monday, published a post-spill study in 2024 looking at Gulf of Mexico whales and dolphins, finding population drops as high as 83%.

“It’s shocking how a single failure in a drilling rig can have this vast and sustained impact over thousands of square kilometers, with little visible recovery over 13 years after the spill,” said Dalhousie University marine scientist Boris Worm, who wasn't part of the study. “It is important that we see this, because for the longest time these consequences were completely out of sight and out of mind.”

Worm and Colwell said this damage should be kept in mind as the world talks about deep-sea mining and increased oil drilling in deep waters.

These 5 trailblazing Houston startups are leading the energy transition

meet the finalists

Houston is home to a growing number of startups reshaping what it means to be called the "Energy Capital of the World."

As part of the 2026 Houston Innovation Awards, our Energy Transition Business category honors those innovative startups that are providing solutions within renewables, climatetech, clean energy, alternative materials, circular economy and more.

Five clean energy startups have been named finalists for the 2026 award. The finalists, selected by our esteemed panel of judges, range from a lower-emission steel producer to a diagnostics platform developer working to support batteries used in data centers.

Read more about these innovative businesses, their initiatives, and their inspirational founders below. The 2026 winners will be announced on InnovationMap.com in mid-November.

Capwell Services

Methane capture company Capwell Services works to eliminate vented oil and gas emissions economically for operators. According to the company, methane emissions are vented from most oil and gas facilities due to safety protocols, and operators are not able to capture the gas cost-effectively, leading operators to emit more than 14 million metric tons of methane per year in the U.S. and Canada. Founded in 2022, Capwell specializes in low and intermittent flow vents for methane capture.

The company began as a University of Pennsylvania senior design project led by CEO Andrew Lane. It has since participated in programs with Greentown Labs, the Rice Clean Energy Accelerator and the Creative Destruction Lab Energy Cohort at Texas A&M University. The company moved to Houston in 2023 and raised a pre-seed round. It deployed two commercial units this year, according to its application.

FlowCellutions

Energytech startup FlowCellutions is developing a chemistry-agnostic diagnostics platform for flow and metal-air batteries supporting data centers and critical infrastructure. The platform is designed to help reduce operating costs, prevent failures and costly downtime, and extend battery lifetime from approximately seven years to more than 30 years. It has deployed four paid pilots and plans to take insights from the programs to develop its next-gen sensor platform technology.

CEO Becca Segel founded the company in 2022. It is a member of Greentown Labs, and Segel was a 2025 Activate Fellow. The company has raised over $2 million in non-dilutive funding and received a $1.5 million NSF SBIR Fast-Track award earlier this year.

Hertha Metals

Hertha Metals produces lower-cost, lower-emission steel and high-purity iron. The company has developed a single-step process that uses natural gas as a direct reductant instead of metallurgical coal, which cuts production costs by more than 25 percent and emissions by up to 50 percent, according to the company. The same process produces high-purity iron needed for high-purity steels and rare earth magnets. The company says it aims to "re-industrialize America’s production of critical materials."

Hertha Metals was founded by CEO Laureen Meroueh in 2022 and emerged from stealth last year with more than $17 million in venture capital funding. The company closed a $133.65 million Series A this month and also broke ground on its $100M high-purity iron factory known as Chalyx in Conroe.

Mars Materials

Clean chemical manufacturing business Mars Materials is working to convert captured carbon into resources, such as carbon fiber and wastewater treatment chemicals. The company develops and produces its drop-in chemical products in Houston and uses an in-licensed process for the National Renewable Energy Lab to produce acrylonitrile, which is used to produce plastics, synthetic fibers, and rubbers.

Founded in 2019 by CEO Aaron Fitzgerald, CTO Kristian Gubsch, and vice president of operations Trey Sheridan, the company has secured over $7.2M in financing and is backed by Bill Gates’ Breakthrough Energy, Shell, Black & Veatch, and other organizations. It won in the Minority-founded Business Category in last year's Houston Innovation Awards.

Solidec

Chemical manufacturing company Solidec has developed autonomous generators that extract molecules from water and air and convert them into pure chemicals and fuels that are free of carbon emissions on-site, eliminating the need for transport, storage, and permitting. The company was founded around innovations developed by Rice University associate professor Haotian Wang.

The company was selected for the Chevron Technology Ventures’ Catalyst Program, Greentown Labs, NSF I-Corps and was part of the first cohort of the Activate Houston program. It won first place at the 2024 startup pitch competition at CERAWeek. Solidec was founded in 2023 by Wang, who serves as an advisor, CEO Ryan DuChanois, and CTO Yang Xia. It closed a $2.5 million seed round in 2025.