Watch this webinar on-demand now! Click here
Our Early Stage Green Startups webinar delivered a practical, insight-driven session focused on helping founders strengthen their market positioning and investor readiness.
Led by Alex Fraser (CEO of Viridian), the session unpacked how startups can move beyond surface-level assumptions and build credible, data-backed market and competitor analyses. Through real examples, interactive engagement and founder-focused guidance, the discussion cut through common startup mistakes and highlighted what investors actually look for.
You can now watch the full conversation on demand below.
Executive Summary
The webinar explored how early-stage green startups can strengthen their investment cases by building credible market sizing and robust competitor analysis.
Speakers emphasised that investors are not convinced by inflated top-down projections, but instead prioritise bottom-up, data-driven insights grounded in real customer segments, pricing and realistic growth pathways. The session highlighted that understanding competitors, including direct, indirect and substitute solutions, is essential to demonstrate market awareness and strategic positioning.
Ultimately, the discussion reinforced that startups that clearly define their value proposition, understand customer needs, and differentiate effectively are far more likely to attract capital and scale sustainably.
“If you tell an investor you have no competitors, you shut down the conversation immediately.”
Presenter:
- Alex Fraser, CEO, Viridian
Key takeways:
- There Are Always Competitors – Claiming no competition signals weak market understanding. Strong startups map direct, indirect and substitute competitors to demonstrate credibility and awareness.
- Bottom-Up Market Sizing Builds Trust – Investors favour realistic, data-backed market sizing based on customer segments, pricing and geography rather than inflated industry numbers
- Focus Drives Competitive Advantage – Startups must choose one or two core value drivers such as affordability, speed or quality. Trying to compete on all fronts weakens positioning.
- Customer Insight Shapes Success – Understanding customer behaviour, purchasing decisions and needs often leads to stronger business models and better market fit.
- Differentiation Must Be Clear – A strong value proposition, supported by customer validation and evidence, is critical to convincing investors and standing out in the market.