391 | Raising Smarter: How Cleantech Startups are Adapting with Paul Zelizer
Bio: Paul Zelizer has been a business coach and consultant for social entrepreneurs and cleantech companies for the past 18 years, the host of the Awarepreneurs podcast and co-founder of NM Tech Talks and NMClimate. A growing portion of his work is as a fractional VP of Business Development and Strategic Partnerships for cleantech startups and mission driven companies.
This episode is sponsored by the coaching company of the host, Paul Zelizer. Consider a Strategy Session if you can use support growing your impact business.
Resources mentioned in this episode include:
Transcript of Raising Smarter: How Cleantech Startups are Adapting with Paul Zelizer
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Key Takeaways in Raising Smarter: How Cleantech Startups are Adapting with Paul Zelizer
Fundraising in 2026 Is Fundamentally Different
The cleantech and impact startup funding landscape of 2026 is reshaped by longer fundraising cycles, less non-dilutive funding, increased investor scrutiny, and policy headwinds, requiring founders to adapt their strategies and expectations.
"2026 has been a challenging year with less non-dilutive funds available, longer cycles, tougher questions coming from investors, and a lot less easy yeses, it's clear this isn't just a tougher market in 2026, it's a fundamentally different one."
Assembling the Right Fundraising Team Matters More Than Ever
Success in this new environment depends on intentionally choosing experienced, connected fundraising talent, leveraging networks, and working as a collaborative team rather than relying on a single individual.
"Experience and your network matter. They're really important assets in this environment, and people who haven't raised before It's showing ... when you have seasoned advisors, you have seasoned board members, you have people on your capital raising team who have successfully raised in this scale before, you're gonna be much more successful than when you haven't."
Early Revenue and Strategic Partnerships Are Essential
Demonstrating revenue as soon as possible—even in the form of pilots—signals market traction and learning, while innovative strategic partnerships multiply impact and unlock new pathways to capital in a more resistant ecosystem.
"Pilots and early customers matter more than they used to. Any revenue coming in is the market saying we're willing to invest in this, this is something we're excited about... The sooner you can get to revenue is gonna be more likely to be attractive to investors and grant non-dilutive funding as well."
"By finding important partners in the ecosystem of where you're playing as a startup, that's going to help you get more traction. It's a force multiplier... unlocking some of that social capital can also allow you to unlock more financial capital with less resistance, less friction in a more timely manner."