Selling Software For Hardware That Doesn't Exist Yet | The Revenue Equation #14

Teemu Uotila is selling simulation software for a machine that is not fast enough to run it yet. Enterprises are still buying, and here is how he gets them over the line.In this episode of The Revenue Equation, Frederik Jakobsen (founder of Danish Lead Co, danishleadco.io) sits down with Teemu Uotila, Chief Operating Officer at Quanscient, the Tampere-based deep-tech company behind Quanscient Allsolve, a cloud multiphysics simulation platform. Quanscient runs two businesses at once: classical physics simulation for engineers designing speakers, radars, lasers and sensors, and quantum algorithms for computational fluid dynamics that only fully land once the hardware catches up around 2028 to 2030. Two products, two completely different sales motions, one company.What you'll take away:- How do you break into an enterprise whose incumbent tool has been embedded for 20 years? Find the one case their tools cannot solve- Why start-ups and scale-ups close faster: no legacy tooling means no burden of history- Why the internal champion, not the budget holder, decides whether a deep-tech deal survives- The two sales motions running side by side: proving value on one product, fear of missing out on the other- Why speaking slots pull real buyers while a conference booth mostly pulls tire kickers- How to size a vertical before you enter it, and why focus is the hardest problem when everyone could be a customer- The buyer cannot see the ROI before they buy, so what actually closes that gap- Why testing one commercial aeroplane costs $50 to $100 million, and what quantum computing does to that numberIf this one lands for you, subscribe to The Revenue Equation and follow Frederik Jakobsen on LinkedIn. More episodes and resources at danishleadco.io.GUEST: Teemu Uotila, Chief Operating Officer at Quanscient (quanscient.com)HOST: Frederik Jakobsen, founder of Danish Lead Co (danishleadco.io)CHAPTERS:00:00 - Meet Teemu Uotila, COO of Quanscient01:07 - What Quanscient does, and why every design needs simulation03:21 - How you run and sell quantum before the hardware is ready04:47 - What a quantum computer actually looks like, and how you access one06:07 - The chicken and egg between hardware and software07:10 - Four founders to forty people08:34 - The two things holding a deep-tech start-up back09:57 - Breaking into enterprise: find the case their tools cannot solve11:17 - Internal champions vs selling top down13:11 - Where the pipeline comes from: webinars, IEEE and conferences15:08 - Why speaking slots beat booths17:37 - The ICP problem when everyone could be a customer22:20 - Sizing a vertical before you enter it24:26 - Proving ROI when the buyer cannot see it yet25:38 - How the team splits between quantum and classical physics27:42 - Why quantum will play out the way AI did32:06 - How do you know quantum will even work?35:17 - Where to find TeemuKEYWORDS: Frederik Jakobsen, Danish Lead Co, Teemu Uotila, Quanscient, Quanscient Allsolve, multiphysics simulation, quantum computing, computational fluid dynamics, deep tech go to market, enterprise sales, selling to engineers, internal champion, ICP, B2B outbound, lead generation, customer acquisition, The Revenue Equation podcast