NucFinder: Pricing the Demand Side

NucFinder is building a marketplace for the nuclear SMR supply chain and was moving early into commercialisation, the stage where the first question is always who the buyer is and what they will pay for.

The commercial question was sharper:

Is the side of the marketplace that is easiest to sign also the side that will pay?

Industrial marketplaces almost always start from the supply side, simply because supply is the side that answers the phone. In markets where a large number of suppliers compete for a small number of very large buyers, the two sides rarely coincide. Finding that out after scaling is far more expensive than finding it out before.

We ran the GTM Sprint from the buyer's side, speaking with integrators, engineering contractors, and developers holding projects ahead of the final investment decision. The answers were consistent enough to build on: a clear read of what the demand side pays for, and the order in which to sell it.

The team came away knowing exactly which side of their marketplace pays, equipped with a 90-day plan to first paid work and their first commercial offers built specifically for that side.