Hardware is hard. Large capital requirements, long development timelines, and fickle customers are classic critiques that VCs focus on when evaluating a hardware startup. Yet substantial investments in quantum computing, semiconductors, and additive manufacturing prove that an industry-changing vision with cutting edge technology can overcome investor hesitations about the sector. And while the numbers show that investment dollars into software outpace hardware, the reality is the two keywords no longer separate the industry as many hardware entrepreneurs and investors have learned the benefits of software-enabled “things.” Is the market returning to hardware bets? What do investors want to see in 2018? What are avoidable pitfalls of pitching a hardware story?