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Adopter has been selected as the marketing delivery partner for EarthScale, the UK-wide accelerator helping IP-rich climate tech startups move from prototype to commercial deployment.
EarthScale is a national programme led by Imperial College London with a network of university and regional partners. It supports ventures at TRL 5-6, the stage between a working prototype and commercial deployment. The cohort spans biotech, energy, built environment, and other technical B2B markets.
Adopter delivered a half-day workshop to the cohort covering storytelling beyond sustainability, commercial B2B funnel design, and the principles of account-based marketing. The session was built around the buying processes the founders are actually navigating. Climate tech sales cycles are long, technical, and run through multiple stakeholders. During the session, founders worked through their own positioning and pipeline problems, mapped how marketing should sit alongside sales at each stage, and identified the gaps that were quietly losing them deals.
Following the workshop, Adopter is now providing ongoing one-to-one support with EarthScale portfolio companies to develop commercially focused marketing strategies. Each founder works directly with Adopter's team to prioritise marketing activity, accelerate sales pipelines, and lay the foundations for Series A fundraising.
"Climate tech founders are often told to do more marketing, when what they actually need is a marketing strategy that earns its place in the sales process", said Katherine Keddie, co-founder of Adopter. "Deep tech founders at TRL 5-6 are selling into long, technical, multi-stakeholder buying decisions. Generic marketing playbooks don't work in that world. EarthScale has built a programme focused on commercial success, and we're glad to be the partner helping the founders get there."
If you're running an accelerator, programme, or fund and thinking about how to embed marketing into your cohort's commercial work, get in touch.
