Small TAM / long tweet...
I spend a lot of my weeks helping our Series B-stage portcos think about the right pitch, and the right 'type' of investor who's going to get comfortable with their specific hardtech risk if they are pre-revenue. Generally, I think this means you need to know the couple ways people underwrite your ramp (this post is energy-focused):
The first type gets comfortable off your contracts. Say you're a power developer with a ~25MW hyperscaler PPA about to sign, 2GW of options sitting behind it, a second project at 100MW that can expand to 500MW, and a verbal from a third buyer. What they'll do is discount each of those lines for execution risk, delays, and the odds the counterparty walks, and back into what they're willing to pay today. The PPA is relatively easy to price; the options and the verbal get aggressively discounted. Most people will pay attention to whether there's a legible trigger for when it converts. Fervo's IPO valuation ran on a GW-scale Google option & you can back into the exact EV per MW cost to comp.
The second type gets comfortable off a cost floor. Say you're building infrastructure in an emerging market at ~$5M/MW when the incumbent way of doing it is $12-16M/MW, and you've got a path to 10+GW that doesn't need a science miracle. These investors need to believe in the 'core': (1) there will be consistent demand for power even if Kimi eats us all, and (2) buyers want cheaper energy (if the investor doesn't believe either of those things, your investor will probably not get over the line, in general). Then they rebuild your cost stack from line items = labor rates, transformer quotes, power contracts, permitting, vs. any tradeoffs of the specific tech (availability, reliability) -> which limits your TAM and market pull. If you're landing 5-10x under the incumbent, they can underwrite a winner-take-most outcome.
Big picture, you need to articulate why more $ = you can move faster. This was linear in software but it is not in hardware, as some development / engineering work / contract conversions aren't that predictable.
The $0 to $50m in revenue is kind of a valley of death for how people perceive you, so you want the milestone itself to be the proof you're bankable & in many instances that you unlock non-equity financing.
How long you're stuck in the cost-floor camp mostly depends on your technology. Fusion, advanced fission, geothermal before the first well live there for years and are selling an LCOE floor plus a set of de-risking milestones. Modular clean baseload and thermal storage get to a first unit faster, so they cross into the contract camp sooner. And data center power, behind-the-meter gas with CCS, RNG, grid hardware, those are offtake-driven from day one, where the counterparty's credit is a lot of the underwrite.
Two other things to prove in your pitch:
(1) Who pockets your savings. Being 5-10x cheaper doesn't help you much if your customer takes all of it. If you sell to one hyperscaler, they're big enough to keep negotiating your price down until the savings show up in their P&L instead of yours. Diversity matters!
(2) Whoever you sign sets how cheaply you can finance. The credit quality of your offtaker flows straight into your cost of capital.