Harnessing the Potential of ETH Spin-offs
- Guy van der Walt
- Oct 20
- 4 min read
When you’re deep in the trenches of tech innovation, especially coming out of institutions like ETH Zurich, the path from lab to market is anything but straightforward. I’ve seen countless academic spin-offs with groundbreaking tech stall because they lack the commercial muscle to scale. At Tiguri, we don’t just talk theory, we roll up our sleeves and get into the nitty-gritty of go-to-market (GTM) execution and capital raising. This post is about how to harness the real potential of ETH innovation companies spin-offs and turn that tech validation into revenue and growth.
Why ETH Innovation Companies Are a Goldmine for Commercial Success
ETH Zurich is a powerhouse of innovation. The tech coming out of there is often at TRL 6-8, meaning it’s beyond the concept stage and ready for real-world application. But here’s the catch: technical validation doesn’t equal market success. Many founders are experts in their fields but struggle with GTM discipline and commercial strategy. That’s where we come in.
Our founder's first zero to one (do-gooders.com) had the tech but no clear path to customers or funding. He learnt the hard way that a pragmatic GTM closes seed rounds and lands first paying customers. The key is to move fast, test assumptions, and build a repeatable sales process.
What Makes ETH Innovation Companies Different?
Deep tech complexity: Solutions often require education and longer sales cycles.
High capital intensity: Hardware, biotech, or advanced materials need significant upfront investment.
Niche markets: Target customers are specialized and hard to reach.
Grant dependency: Many rely on Innosuisse or other grants, which can delay commercial urgency.
The upside? These companies have defensible IP and strong academic credibility. The challenge is to translate that into commercial traction without losing momentum.
How to Build a GTM Strategy That Works for ETH Innovation Companies
Forget cookie-cutter GTM plans. For ETH spin-offs, you need a tailored, no-BS approach that respects the tech’s complexity but drives measurable outcomes. Here’s how we do it at Tiguri:
Customer Discovery with a Commercial Lens
We start by validating who the real buyers are, not just the users or researchers. This means interviews, market sizing, and competitive analysis focused on revenue potential.
Value Proposition That Speaks Business
Tech specs don’t sell. We craft messaging that highlights ROI, risk reduction, or regulatory compliance—whatever moves the needle for decision-makers.
Sales Process Design
We map out the sales cycle, identify key stakeholders, and build a pipeline with clear milestones. This includes defining pricing models and contract terms early.
Capital Raise Alignment
GTM and fundraising go hand in hand. We help you prepare pitch decks and financial models that reflect realistic sales forecasts and milestones, increasing investor confidence.
Execution and Iteration
We don’t just hand over a plan. We work alongside you to execute, measure results, and pivot quickly if needed.
This approach has helped close deals worth millions. It’s about skin in the game, and we’re operators, not consultants.
Is a Stock Spin-off Good or Bad?
When ETH innovation companies consider spinning off a part of their business or technology, the decision isn’t black and white. A stock spin-off can be a powerful tool but comes with trade-offs.
The Pros
Focused management: The spin-off can operate with agility, free from the parent’s bureaucracy.
Clear valuation: Investors can value the spin-off independently, often unlocking hidden value.
Attracting talent and capital: A dedicated entity can attract specialized investors and employees motivated by equity.
The Cons
Resource duplication: You might end up with two teams doing similar work, increasing costs.
Market confusion: Customers and partners may struggle to understand the relationship between entities.
Complex governance: Managing inter-company agreements and IP rights can be a headache.
From our experience, the decision to spin off should be driven by strategic clarity and commercial rationale, not only financial engineering. If the spin-off can accelerate growth and funding without diluting focus, it’s worth considering. Otherwise, it’s better to build scale within the existing structure.
How We Can Help ETH Spin-offs Move from Grant to Revenue
The transition from grant-funded validation to commercial revenue is the toughest phase. We know ETH spin-offs get stuck here because they lack GTM discipline and investor-ready positioning. At Tiguri, we’ve developed a productised approach to break this deadlock:
Free 30-minute GTM Discovery Call
This is a strict qualification gate. We assess the founder’s readiness, market understanding, and funding needs. It’s not a sales pitch—it’s a reality check.
Plan & Launch GTM Sprint
A fixed-price workshop where we build a tailored GTM plan with clear milestones and KPIs. We focus on quick wins and pipeline building.
Red Team Due Diligence Workshop
We simulate investor and customer scrutiny to identify gaps in the business model, sales process, and financials. This prepares founders for tough questions and negotiations.
These workshops are designed to convert qualified leads into high-value retainer clients for ongoing Fractional CCO or Capital Raise Execution services. The goal is to embed commercial discipline and accelerate growth. And we have a secret weapon.
Why You Need an Operator-Led GTM Partner, Not a Consultant
I’ve been in the CEO, CCO and M&A seat, and I am old enough to know the difference between advice and execution. Consultants often deliver reports that gather dust. Operators get their hands dirty and share the risk.
At Tiguri, we bring skin in the game. We don’t just tell you what to do, we help you do it. That means:
Rolling up our sleeves alongside your team.
Driving accountability and results.
Leveraging our network to open doors for funding and partnerships.
Being brutally honest about what works and what doesn’t.
If you’re serious about scaling your ETH spin-off, you need a partner who understands the tech, the market, and the investor mindset. That’s us.
If you want to see how this works in practice, get a glimpse into what Guy can do for you or book your free 30-minute GTM Discovery Call. It’s the first step to turning your tech into a thriving business.
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