One of the reasons why working in water is fun is the people who work in it - dedicated, driven, modest, self-effacing, hard working, but with a lightness that comes from doing something that really matters. Craig Beckman personifies these qualities and then some, and he also happens to be working on a generational - and I really do mean that it's once in a generation if the past is anything to go by - generational shift in the design of the spiral wound membrane module. Well, we'll go into it in the episode, but think of it as the basic building block, the workhorse of water treatment, a $4.6 billion a year market growing at 11%. Craig and his team have the opportunity to make something we all rely on, whether we know it or not, fundamentally better. It's such an exciting story from inception to development to their enormous production space they just moved into. But more than anything, Craig is a wonderful person to spend time with. Please enjoy my conversation with Craig Beckman.

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For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205

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Craig Beckman shares lessons learned from GE Water and MIOX on customer needs and small company agility here today. He describes how his current venture, Aqua Membranes, revolutionizes membrane elements by replacing inefficient mesh spacers with optimized, 3D-printed structures - an innovation that targets reduced fouling and energy use, especially in industrial reuse. Discussing focused go-to-market strategies, overcoming technical challenges, and scaling production to build confidence, Craig emphasizes membrane technology's crucial role in future water security and advises persistence for water entrepreneurs.

00:00 - Building the Future of Water Through Innovation

01:59 - Lessons from Big Company Sales and GE Water Rollups

05:10 - Why Big Companies Miss Mid-Market Water Opportunities

09:18 - Balancing Recurring Revenue with Customer Needs

13:31 - Why Traditional Membrane Spacers Fail in Water Treatment

17:24 - Redesigning Membranes for High-Reuse Industrial Wastewater

21:54 - Solving Customer Pain with Elegant Membrane Engineering

27:44 - Overcoming Doubt and Manufacturing Complexity in Water Tech

31:05 - Go-to-Market Strategy for Industrial Water Startups

35:10 - Building Case Studies to Accelerate Market Adoption

39:04 - Scaling Manufacturing to Gain Customer Trust

42:19 - The Future of Membranes in Global Water Scarcity Solutions

45:04 - The #1 Advice for Water Entrepreneurs

Links:

Burnt Island Ventures: https://www.burntislandventures.com/

Craig Beckman: https://www.linkedin.com/in/craig-beckman-ceo/

Aqua Membranes: https://aquamembranes.com/

SM Material

Key Takeaways:

"Just because everyone has wastewater doesn't mean it's a good commercial opportunity."

"The membrane market is poised for growth. It's a critical need for food and water security."

"Persistence is key in water entrepreneurship. Be patient. Water's impact grows over time."

"In water treatment, solving problems for customers is about aligning with their needs, not just trends."

"Cash flow is crucial in startups. It's a lesson learned from experience."

"The speed at which opportunities are pursued is crucial. Big companies often can't get out of their own way."