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.

------

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.
Ad Placement 300x100
Ad Placement 300x600

CultureMap Emails are Awesome

How Planckton Data is building the sustainability label every industry will need

now streaming

There’s a reason “carbon footprint” became a buzzword. It sounds like something we should know. Something we should measure. Something that should be printed next to the calorie count on a label.

But unlike calories, a carbon footprint isn’t universal, standardized, or easy to calculate. In fact, for most companies—especially in energy and heavy industry—it’s still a black box.

That’s the problem Planckton Data is solving.

On this episode of the Energy Tech Startups Podcast, Planckton Data co-founders Robin Goswami and Sandeep Roy sit down to explain how they’re turning complex, inconsistent, and often incomplete emissions data into usable insight. Not for PR. Not for green washing. For real operational and regulatory decisions.

And they’re doing it in a way that turns sustainability from a compliance burden into a competitive advantage.

From calories to carbon: The label analogy that actually works

If you’ve ever picked up two snack bars and compared their calorie counts, you’ve made a decision based on transparency. Robin and Sandeep want that same kind of clarity for industrial products.

Whether it’s a shampoo bottle, a plastic feedstock, or a specialty chemical—there’s now consumer and regulatory pressure to know exactly how sustainable a product is. And to report it.

But that’s where the simplicity ends.

Because unlike food labels, carbon labels can’t be standardized across a single factory. They depend on where and how a product was made, what inputs were used, how far it traveled, and what method was used to calculate the data.

Even two otherwise identical chemicals—one sourced from a refinery in Texas and the other in Europe—can carry very different carbon footprints, depending on logistics, local emission factors, and energy sources.

Planckton’s solution is built to handle exactly this level of complexity.

AI that doesn’t just analyze

For most companies, supply chain emissions data is scattered, outdated, and full of gaps.

That’s where Planckton’s use of AI becomes transformative.

  • It standardizes data from multiple suppliers, geographies, and formats.
  • It uses probabilistic models to fill in the blanks when suppliers don’t provide details.
  • It applies industry-specific product category rules (PCRs) and aligns them with evolving global frameworks like ISO standards and GHG Protocol.
  • It helps companies model decarbonization pathways, not just calculate baselines.

This isn’t generative AI for show. It’s applied machine learning with a purpose: helping large industrial players move from reporting to real action.

And it’s not a side tool. For many of Planckton’s clients, it’s becoming the foundation of their sustainability strategy.

From boardrooms to smokestacks: Where the pressure is coming from

Planckton isn’t just chasing early adopters. They’re helping midstream and upstream industrial suppliers respond to pressure coming from two directions:

  1. Downstream consumer brands—especially in cosmetics, retail, and CPG—are demanding footprint data from every input supplier.
  2. Upstream regulations—especially in Europe—are introducing reporting requirements, carbon taxes, and supply chain disclosure laws.

The team gave a real-world example: a shampoo brand wants to differentiate based on lower emissions. That pressure flows up the value chain to the chemical suppliers. Who, in turn, must track data back to their own suppliers.

It’s a game of carbon traceability—and Planckton helps make it possible.

Why Planckton focused on chemicals first

With backgrounds at Infosys and McKinsey, Robin and Sandeep know how to navigate large-scale digital transformations. They also know that industry specificity matters—especially in sustainability.

So they chose to focus first on the chemicals sector—a space where:

  • Supply chains are complex and often opaque.
  • Product formulations are sensitive.
  • And pressure from cosmetics, packaging, and consumer brands is pushing for measurable, auditable impact data.

It’s a wedge into other verticals like energy, plastics, fertilizers, and industrial manufacturing—but one that’s already showing results.

Carbon accounting needs a financial system

What makes this conversation unique isn’t just the product. It’s the co-founders’ view of the ecosystem.

They see a world where sustainability reporting becomes as robust as financial reporting. Where every company knows its Scope 1, 2, and 3 emissions the way it knows revenue, gross margin, and EBITDA.

But that world doesn’t exist yet. The data infrastructure isn’t there. The standards are still in flux. And the tooling—until recently—was clunky, manual, and impossible to scale.

Planckton is building that infrastructure—starting with the industries that need it most.

Houston as a launchpad (not just a legacy hub)

Though Planckton has global ambitions, its roots in Houston matter.

The city’s legacy in energy and chemicals gives it a unique edge in understanding real-world industrial challenges. And the growing ecosystem around energy transition—investors, incubators, and founders—is helping companies like Planckton move fast.

“We thought we’d have to move to San Francisco,” Robin shares. “But the resources we needed were already here—just waiting to be activated.”

The future of sustainability is measurable—and monetizable

The takeaway from this episode is clear: measuring your carbon footprint isn’t just good PR—it’s increasingly tied to market access, regulatory approval, and bottom-line efficiency.

And the companies that embrace this shift now—using platforms like Planckton—won’t just stay compliant. They’ll gain a competitive edge.

Listen to the full conversation with Planckton Data on the Energy Tech Startups Podcast:

Hosted by Jason Ethier and Nada Ahmed, the Digital Wildcatters’ podcast, Energy Tech Startups, delves into Houston's pivotal role in the energy transition, spotlighting entrepreneurs and industry leaders shaping a low-carbon future.


Gold H2 harvests clean hydrogen from depleted California reservoirs in first field trial

breakthrough trial

Houston climatech company Gold H2 completed its first field trial that demonstrates subsurface bio-stimulated hydrogen production, which leverages microbiology and existing infrastructure to produce clean hydrogen.

Gold H2 is a spinoff of another Houston biotech company, Cemvita.

“When we compare our tech to the rest of the stack, I think we blow the competition out of the water," Prabhdeep Singh Sekhon, CEO of Gold H2 Sekhon previously told Energy Capital.

The project represented the first-of-its-kind application of Gold H2’s proprietary biotechnology, which generates hydrogen from depleted oil reservoirs, eliminating the need for new drilling, electrolysis or energy-intensive surface facilities. The Woodlands-based ChampionX LLC served as the oilfield services provider, and the trial was conducted in an oilfield in California’s San Joaquin Basin.

According to the company, Gold H2’s technology could yield up to 250 billion kilograms of low-carbon hydrogen, which is estimated to provide enough clean power to Los Angeles for over 50 years and avoid roughly 1 billion metric tons of CO2 equivalent.

“This field trial is tangible proof. We’ve taken a climate liability and turned it into a scalable, low-cost hydrogen solution,” Sekhon said in a news release. “It’s a new blueprint for decarbonization, built for speed, affordability, and global impact.”

Highlights of the trial include:

  • First-ever demonstration of biologically stimulated hydrogen generation at commercial field scale with unprecedented results of 40 percent H2 in the gas stream.
  • Demonstrated how end-of-life oilfield liabilities can be repurposed into hydrogen-producing assets.
  • The trial achieved 400,000 ppm of hydrogen in produced gases, which, according to the company,y is an “unprecedented concentration for a huff-and-puff style operation and a strong indicator of just how robust the process can perform under real-world conditions.”
  • The field trial marked readiness for commercial deployment with targeted hydrogen production costs below $0.50/kg.

“This breakthrough isn’t just a step forward, it’s a leap toward climate impact at scale,” Jillian Evanko, CEO and president at Chart Industries Inc., Gold H2 investor and advisor, added in the release. “By turning depleted oil fields into clean hydrogen generators, Gold H2 has provided a roadmap to produce low-cost, low-carbon energy using the very infrastructure that powered the last century. This changes the game for how the world can decarbonize heavy industry, power grids, and economies, faster and more affordably than we ever thought possible.”

Rice University spinout lands $500K NSF grant to boost chip sustainability

cooler computing

HEXAspec, a spinout from Rice University's Liu Idea Lab for Innovation and Entrepreneurship, was recently awarded a $500,000 National Science Foundation Partnership for Innovation grant.

The team says it will use the funding to continue enhancing semiconductor chips’ thermal conductivity to boost computing power. According to a release from Rice, HEXAspec has developed breakthrough inorganic fillers that allow graphic processing units (GPUs) to use less water and electricity and generate less heat.

The technology has major implications for the future of computing with AI sustainably.

“With the huge scale of investment in new computing infrastructure, the problem of managing the heat produced by these GPUs and semiconductors has grown exponentially. We’re excited to use this award to further our material to meet the needs of existing and emerging industry partners and unlock a new era of computing,” HEXAspec co-founder Tianshu Zhai said in the release.

HEXAspec was founded by Zhai and Chen-Yang Lin, who both participated in the Rice Innovation Fellows program. A third co-founder, Jing Zhang, also worked as a postdoctoral researcher and a research scientist at Rice, according to HEXAspec's website.

The HEXASpec team won the Liu Idea Lab for Innovation and Entrepreneurship's H. Albert Napier Rice Launch Challenge in 2024. More recently, it also won this year's Energy Venture Day and Pitch Competition during CERAWeek in the TEX-E student track, taking home $25,000.

"The grant from the NSF is a game-changer, accelerating the path to market for this transformative technology," Kyle Judah, executive director of Lilie, added in the release.

---

This article originally ran on InnovationMap.