At Web Summit Vancouver, leaders from Moment Energy, CLIR Renewables, and Santevia shared candid insights on the hard road to growth.
In a packed session at Web Summit Vancouver’s Climate Innovation Zone, three Canadian cleantech CEOs opened up about what it truly takes to scale a climate-focused company in today’s market.
Hosted by Foresight Canada and moderated by the organization’s Tony Dhaliwal, the panel featured Edward Chiang of Moment Energy, Gareth Brown of CLIR Renewables, and Matthew Gohl of Santevia Water Systems.
While their businesses span everything from EV battery repurposing to AI-driven renewable asset management to consumer water filtration, the founders agreed on one thing: scaling is messy, personal, and deeply tied to execution.
1. Start with Customers, Not Code
For Moment Energy’s Edward Chiang, the early days meant cold-calling hundreds of potential users and building products directly around their needs. That customer-first mindset led to Moment’s first sale in 2020—driving a hand-built battery across the country mid-pandemic. It also earned them major partnerships, including YVR Airport and Amazon.
“Don’t start with the tech,” said Chiang. “Start with people’s problems—and build from there.”
2. Culture Is Your Superpower
All three CEOs credited their flat organizational structures and hands-on leadership with helping retain top talent. Chiang personally takes the first call with every job candidate, while Gohl practices “management by walking around”—speaking with every employee daily.
“If you’re small, that’s your advantage,” said Gohl. “You can move fast, fix problems early, and build a team that feels like a team.”
3. Let Regulation Be Your Moat
Instead of seeing regulatory compliance as a barrier, Chiang saw it as a competitive edge. Moment Energy invested early in testing and certifications that other battery startups avoided—winning them credibility and a growing roster of OEM partnerships.
“Sometimes, doing the hard thing early builds the defensibility you need to scale,” he said.
4. Choose Markets That Fit Your Strengths
All three leaders emphasized the importance of market selection. CLIR’s Brown shared the challenges of global expansion, from time zones to local norms. Gohl advised focusing on regions that align with your team’s core competencies—like Santevia’s expansion to the UK via e-commerce.
Speed to market, they agreed, trumps going everywhere at once.
5. Don’t Scale Alone
Whether it’s government funding, academic support, or strategic investors, each founder credited key partnerships in accelerating their growth. For Moment, it started with a $10,000 grant from Simon Fraser University. For Santevia, it was IRAP funding and big retail allies. For CLIR, insurance and infrastructure partners opened global doors.
“In this space,” said Brown, “you’re not just selling a product. You’re building trust—and partnerships scale faster than cold calls.”
Final Advice for Future Founders?
“Start with people you love,” said Chiang. “The journey is long—make sure you’re on it with the right co-founders.”
“Cut distractions,” said Gohl. “Find your number one growth driver and build everything around it.”
And from Brown? “Marry well. You’ll need the support.”