In the logistics industry, the IFOY AWARD is something like the Oscar for innovation. But before the coveted trophies are awarded in June, the finalists for the IFOY Start-up of the Year spin-off award had the opportunity to prove themselves on stage at the TEST CAMP INTRALOGISTICS during the panel discussion “Start-ups: Challenges and Lessons Learned.” Moderated by Stefanie Nonnenmann (impact media projects), the founders discussed their visions and the harsh reality of balancing financing strategies with the search for suitable investors.

To kick things off, the panel used a playful analogy: What superpower would their own company have? For Mariya Rajendran (AI2Connect), it’s “relief”—making teams more efficient and sustainable through AI. Damjan Miklić (Romb Technologies) relies on “super-flexibility” to convert market tensions into energy, while Daniel Jarr (Pyck) sees himself as a liberator for his customers from the “hell of rigid legacy systems.” Massoud Koshan (Koiotech) chose “flying” to elegantly overcome logistical hurdles. Investor Markus Hueting (XPRESS Ventures) dryly added: His superpower would be the “crystal ball” to foresee success 15 years from now, even today.

Behind every success story, there is often a radical change of direction. Massoud Koshan explained how Koiotech originally developed AI systems for measuring potatoes on harvesters before turning its attention to the logistics industry. Today, instead of tubers, their technology identifies packages. Daniel Jarr also founded his company out of frustration: The Pyck CEO witnessed firsthand at a systems integrator how innovations failed due to API documentation priced in the six figures.

The panel participants agreed: Success is not measured by technical perfection, but by the customer problem solved. Damjan Miklić emphasized that you don’t sell to companies, but to people—emotions and storytelling included. Mariya Rajendran offered what is arguably the most important advice for the early stages: “Sell your product before it’s perfect. Listen to the customers, not your ego.”

Markus Hueting reinforced this from an investor’s perspective. A perfect pitch doesn’t need 40 pages—five to six concise slides on the problem and the solution are enough. His credo for founders: “A startup is a wild roller coaster ride. The successful ones aren’t those with the first perfect idea, but those who keep getting back up.”

With their nomination for the IFOY AWARD, all four companies have already reached a milestone. Whether it’s visibility, team motivation, or new investor contacts—the “logistics roller coaster” is just really picking up speed for Koiotech, Pyck, Romb Technologies, and AI2Connect.