Opinion: DeepTech startups need a first customer, not just patient capital

In a Mint opinion piece, Abhay Karandikar and Aditya Sinha argue that public funding can help Indian DeepTech startups build products, but cannot by itself create customers. In sectors such as railways, health and defence, a first government order can validate a new technology in real operating conditions and give its maker a reference customer for other markets. Their proposal is a separate, enabling chapter for innovation procurement in the General Financial Rules. Agencies would define the problem and the outcome they need rather than prescribe a familiar product. Suppliers would first compete through short, paid pilots under real conditions; orders and price comparisons would follow for those that pass. The authors also call for suppliers to retain intellectual property, prompt milestone payments, and a distinction between failures of due process and the inherent uncertainty of new technology. They favour a route agencies may choose, rather than mandatory quotas or protected markets. These are the authors' recommendations, not newly adopted procurement rules or a new funding announcement.

DTT summary based on Mint's report. The full article is on the publisher's site.