To anyone building a startup that's trying to raise money or sell their product:
Do NOT start by talking about your technology. I repeat, DO NOT DO THAT.
First, describe the problem.
Then who has the problem. Then describe the level of pain that the problem causes. Then talk about how much the people who feel that pain are willing to pay. THEN give first-hand evidence for all of that. Then talk about your business model: who pays, how much, when, how, etc. Then ask the person you are talking to about whether they want to hear about your solution. Not your technology. Your solution. If you don't know the difference, then go back to your business model and start over. Only after ALL of that, would an investor or customer be even remotely interested in how your technology solves PART of the problem.
*Screen shot from SpaceNews' Military Space article "What defense buyers want from space startups":