Startup Story: Scopeful X Tehnopol Startup Incubator

Tehnopol Startup Incubator runs several specialised accelerator programmes each year to support early-stage companies, help them build connections and enter the market. One of these is the AI Accelerator, which selects startups developing AI-powered solutions. Scopeful is among this year’s participants. Let’s get to know them better!

Scopeful is a project scoping platform that helps software agencies clarify what to build and how to price it based on outcomes. Founder Kaido Koort has 23 years of experience in the software business, has led eight teams and launched six products – including Smart-ID, now the leading e-identity solution in the Baltics. Kaido Koort writes weekly on LinkedIn about AI-driven software development.

How did you come up with the idea to create a startup?

Kaido Koort: “The idea grew out of my experience on both sides – running an agency and being a buyer of software projects. Working on both sides of the table, I noticed a recurring pattern: leaders of small agencies spend a huge amount of time on sales. Scoping a single potential deal and preparing a quote takes, on average, four weeks of a founder’s time. This eats into margins and holds back growth. More importantly, the customer’s and the agency’s interests are not aligned, because hourly billing does not incentivise efficiency. In 2025, I explored this problem in depth in my master’s thesis, ‘Opportunities and Barriers to Outcome-Based Pricing in Software Projects’.”

What have been the biggest challenges/failures and the biggest wins so far?

“Challenge: Outcome-based software development requires a mindset shift on both the buyer and seller side. Clients don’t realise software development can be purchased this way, and agencies don’t realise it can be sold this way.

Win: Our Claude Code trainings are gaining momentum – we’ve trained over 100 developers with an average rating of 8.4/10. This proves people see potential in the new development model. Agentic development is many times more efficient, but it’s not yet widely understood how to apply it.”

What sets your startup apart from competitors?

“We focus on outcome-based pricing, which is used in only 0.5% of software agency deals. We believe developers should be paid for results, not hours – that aligns incentives on both sides. Our AI-powered platform enables quotes to be prepared 60% faster.”

Why did you apply to the Startup Accelerator?

“Because of Tehnopol’s AI focus. Language models create the greatest value in software development – writing code is becoming cheaper, but the complexity of scoping requirements and pricing remains. Tehnopol provides the right environment and network to realise this potential.”

Where do you see your startup in 1 year? And in 5 years?

“In a year, our MVP will be on the market, our first customers will be using the platform, and we’ll be validating the business model through real deals. In five years, we’ll be the leading project scoping platform in the Nordics and the Baltics, helping agencies move beyond hourly-rate competition and towards outcome-based pricing.”

Who is the next (Estonian) unicorn?

“Pactum AI. They’re solving a similar problem in negotiations, using AI to automate business negotiations between large enterprises. Their approach is ambitious and scalable.”

Which books/podcasts/publications and influencers in your field do you follow and would recommend to other aspiring entrepreneurs?

“In AI, I recommend following Dr Ethan Mollick (a professor at Wharton) – his research on AI’s impact on work and productivity is eye-opening. In value-based pricing, Professor Andreas Hinterhuber is a leading researcher in the field; his books help you understand how to move from an hourly-rate model to value-based pricing.”

Tehnopol’s AI Accelerator is open for applications until early February. The six-month AI Accelerator helps early-stage AI startups and corporate spin-outs move faster from experimentation to market, reaching their first customers and investors sooner. Find out more and submit your application!