TLDR
The Canadian agriculture innovation ecosystem is growing and becoming more diverse. With this change comes more opportunities for producers to be innovation partners, co-creating solutions with ag-tech entrepreneurs from concept through to commercialization
When producers contribute operational expertise, innovations are grounded in real-world farm conditions, creating better outcomes for both producers and entrepreneurs
Three engagement models allow producers to participate based on their interests, expertise and time: trial collaborator, advisory partner and idea partner
Necessity is the mother of invention. It’s a phrase every producer is familiar with because they’ve all been there before, looking for practical solutions to decrease their workload and input costs while elevating productivity and profits. But when entrepreneurs don’t engage the farms who ultimately use their products or services, innovations can miss the mark in addressing their real challenges.
Increasingly, Canadian producers are moving beyond the traditional role of running technology trials and providing feedback to becoming active collaborators in creating the technology itself. A growing number of producers are now engaging with entrepreneurs earlier in the innovation cycle – from concept development through to commercialization – a shift that is fundamentally changing how new technologies are produced and adopted.
The opportunity is significant. When producers contribute operational expertise, they ensure innovations are grounded in real-world farm conditions. In return, they help influence product development and, in some cases, participate in the value they create through advisory roles or equity sharing. However, these engagements require clarity and consensus, particularly around how time, expertise and data are recognized and compensated.
The key learning here is that a producer’s operational experience creates value that goes well beyond performing product trials and providing feedback. The question is how to engage in a way that creates mutual value for both producers and innovators.
Adapted from a presentation delivered by Ag-Tech Investment Specialist Kyle Scott at a recent RBC thought leadership discussion, this article looks at how ag-tech investment really works and at the many opportunities for producers to help shape future technologies and share in the value they help create. It explores the roles available to producers in collaborative technology development, the value they provide, what successful engagement looks like and how to get started.
“You can’t build great agricultural technology in isolation. The strongest innovation companies are the ones working directly with growers early on to understand workflows, identify pain points and design solutions around how farms actually operate.”
— Kyle Scott, Ag-Tech Investment Expert
Why producer collaboration creates better outcomes in ag-tech
Producers continue to play a critical role in determining whether ag-tech innovations succeed or fail. While entrepreneurs bring technical expertise and capital, producers bring something equally essential to the table: real-world operational intelligence in many forms.
Real-world validation
Producer involvement ensures new technologies work beyond controlled environments, testing them across diverse climatic conditions, equipment configurations and farm management systems. This real-world exposure reduces the gap between prototype and practical adoption.
Market insight
Producers understand what will be adopted on-farm. They can quickly identify whether a solution integrates into existing workflows, delivers a measurable return or adds unnecessary complexity. This insight helps entrepreneurs build more practical tools rather than technology in search of a problem to solve.
Credibility acceleration
Producers trust other producers. So when producers endorse solutions, adoption accelerates significantly. Peer validation often outweighs traditional marketing in agriculture.
Where producer collaboration creates opportunity:
📦 Labour and efficiency: Robotics, automation and labour-saving systems
🌿 Sustainability: Biologicals, soil health measurement and carbon calculator tools
📱 Data and decision tools: Precision agriculture and farm management platforms
🧬 Genetics and adaptation: Climate-resilient crops and livestock innovations
In short, early producer engagement in technology innovation benefits everyone involved. Producers receive significantly better tools designed specifically with their operational needs in mind, while entrepreneurs enjoy far more successful outcomes. The overall result is a stronger, more resilient ag-tech ecosystem.
Three ways producers can engage with entrepreneurs
There is no single path for producers to participate in ag-tech innovation. Depending on their interests, expertise and available time, there are three primary ways to collaborate with entrepreneurs – ranging from field testing and strategic advisory roles to helping define entirely new innovations.
Engagement Model 1: Get involved as a trial collaborator
One of the most direct ways producers engage in ag-tech innovation is through structured farm trials. In this model, entrepreneurs partner with producers to test emerging technologies under real operating conditions.
This goes beyond traditional product testing. Producers provide land, operational context and multi-season feedback that can help refine product design before full commercialization. Trials may involve biological inputs, automation systems or digital tools integrated directly into farm workflows.
Key producer contributions:
Testing performance across different seasons and environmental conditions
Providing structured feedback on usability, integration and operational fit
Contributing data that validates product performance claims
Identifying practical improvements that shape final design
Strong trial partnerships are structured with clearly defined expectations – including how data will be used, what time commitment is required and how producer contributions will be recognized.
💡 When a producer’s operational insights directly contribute to a product’s success, they can be rewarded for that contribution. Beyond product discounts or reduced service fees, formal collaborations may include equity participation, allowing producers to share in the longer-term value they are helping to create when the technology scales.
For example, a biologicals input company may run a multi-year trial across different regions and soil zones. Instead of a simple “test and report” arrangement, producers may participate in structured agreements that include milestone-based equity, advisory input and early access to commercial products. When done well, trial collaboration is more than just testing – it becomes co-development.
Engagement Model 2: Become an advisory partner
Advisory arrangements allow producers to influence ag-tech development at a strategic level. Rather than focusing on a single product trial, producers can help companies design, position and scale their innovations.
In this model, producers join advisory boards or structured feedback groups for ag-tech companies. Their role includes providing insight into product design, pricing strategy and adoption barriers, as well as ensuring technologies align with real farm operations.
Key producer contributions:
Reviewing product usability and operational integration
Advising on pricing models and value perception
Identifying barriers to adoption within producer communities
Strengthening credibility through peer validation and case studies
💡 The value gained from producer-entrepreneur partnerships is mutual. Entrepreneurs avoid building solutions that fail in real-world conditions, while producers ensure technologies integrate into actual farm systems, equipment and economics. Advisory involvement also helps validate pre-launch market assumptions, reducing the risk of misaligned pricing, poor adoption or workflow incompatibility. In many cases, producer advisors become key connectors between the startup and broader farming networks, accelerating trust and adoption across the sector.
Effective advisory partnerships can include:
Advisory fees for time and expertise
Equity participation aligned with company growth
Priority access to emerging technologies
Defined input into product development decisions
Engagement Model 3: Contribute as an innovation and idea participant
Some of the most valuable ag-tech opportunities begin with producers identifying recurring operational challenges. However, not every producer wants to build a company from the ground up. The model allows producers to contribute ideas while entrepreneurs handle execution.
In this model, producers bring forward operational challenges or concepts through innovation platforms, accelerators or producer-led networks. These ideas are then matched with entrepreneurs who have the technical and financial capacity to build solutions.
Key producer contributions:
Defining the problem based on lived operational experience
Validating demand across their networks
Participating in early-stage planning, development and prototype production
Providing ongoing advisory input during development
💡 This is the ideal approach for producers who have identified operational challenges – like handling inefficiencies, equipment integration across platforms, data consolidation across farm systems, or labour optimization and automation gaps – but don’t have the time or resources to start their own company.
For example, let’s say a producer has identified a logistics challenge affecting multiple producers in their area. Through an innovation platform, they pitch their problem to a panel of ag-tech entrepreneurs and investors, who then connect the producer with a logistics technology company that’s interested in developing a solution. The producer then becomes their own advisory member, helping guide development and sharing in the equity of the growing business, without having to become a full-time entrepreneur.
What a successful innovation engagement looks like
The strongest producer-entrepreneur partnerships are built on alignment, transparency and mutual respect – where producers are recognized and rewarded for their operational expertise, market insights and credibility.
Clarity. Whether participation is advisory, trial-based or idea-driven, clear expectations of time commitments, data-sharing agreements and compensation structures need to be defined, agreed upon and documented.
Mutual value exchange. Producers’ contributions are recognized through compensation models suited to technology that is not-yet market-ready – advisory fees, equity participation, or preferential access – alongside a collaborative respect for seasonal demands and producers’ time constraints.
Operational alignment. Well-defined roles for both founders and advisory teams, and a shared vision of the goals: to solve real farm problems and build a sustainable, profitable business.
Long-term partnerships supported by credible networks. Partnerships extend beyond a single product launch or trial, often evolving into multi-phased collaboration as companies scale. Institutional investors, accelerators and industry organizations provide much-needed structure and accountability.
Ongoing communication. Producers are kept informed of development progress, funding milestones and product evolution timelines. Similarly, producers reciprocate with timely updates on their workloads and seasonal challenges.
How to get started
If you’re a producer looking for opportunities to get involved in ag-tech innovation, consider the following action plan:
Identify opportunities that align with your operation. Consider where innovation could create the most impact on your farm — labour efficiency, input optimization, sustainability goals or data integration challenges. Focus on areas where operational improvements can create measurable value.
Connect with the innovation ecosystem. Engage with organizations and networks actively supporting ag-tech development. These include CAAIN, Bioenterprise and EMILI, as well as industry conferences, innovation hubs and producer-led advisory groups. Financial institutions such as RBC can also provide introductions to innovation partners.
Start with exploratory conversations. Before making formal commitments, build relationships. Learn about emerging technologies, meet entrepreneurs and discuss early-stage concepts. Speak with other producers already involved in advisory or trial roles to understand their experiences.
Structure engagement thoughtfully. Ensure agreements clearly outline expectations around your time, data use and compensation where appropriate. If equity participation is involved, seek appropriate financial and legal guidance. Maintain records of your contributions and remain flexible around seasonal demands.
Producers who take these steps early and approach them strategically put themselves in a strong position to influence the tools they’ll rely on tomorrow – and to benefit as those tools succeed.
Building stronger producer connections in ag-tech
As ag-tech continues to create new opportunities for Canadian producers to diversify revenue, influence technology development and participate in the future of farming, RBC recognizes the need for strategic financial planning and access to the right networks.
As agricultural banking experts, RBC supports producers exploring ag-tech opportunities with guidance on equity participation, tax considerations, risk management, capital planning and succession strategies that incorporate innovation assets alongside traditional farm operations.
Through introductions to fellow producer-innovators, entrepreneurs, accelerators, innovation programs and government-supported initiatives, RBC proudly creates networking opportunities within Canada’s growing ag-tech ecosystem.
Ready to strengthen your financial toolkit?
Connect with your RBC Relationship Manager to explore hedging strategies, capital solutions, and risk management resources built for modern farm operations.
For more advice: Agriculture Banking and Financial Solutions – RBC Royal Bank
Originally from a family farm in Yorkton, Saskatchewan, Kyle Scott combines farming roots with ag-tech investment expertise from Emmertech and Clairvest Group, with earlier experience at McKinsey & Company. At a recent RBC thought leadership discussion, Scott highlighted the key benefits of having producers work alongside ag-tech entrepreneurs as co-creators and collaborators.
This article is intended as general information only and is not to be relied upon as constituting legal, financial or other professional advice. A professional advisor should be consulted regarding your specific situation. Information presented is believed to be factual and up-to-date but we do not guarantee its accuracy and it should not be regarded as a complete analysis of the subjects discussed. All expressions of opinion reflect the judgment of the authors as of the date of publication and are subject to change. No endorsement of any third parties or their advice, opinions, information, products or services is expressly given or implied by Royal Bank of Canada or any of its affiliates.
