Redefining home comfort for a sustainable future
Credit: Quilt
In the latest episode of the Xooglers in Climate Founder Series, we had the pleasure of hosting Paul Lambert, the founder and CEO of Quilt.
Fresh from his recent appearance at TechCrunch Disrupt, Paul joined us to share insights into his journey from big tech at Google to climate tech entrepreneurship.
Quilt is making waves in the home heating and cooling space with a product designed not just for functionality but for comfort, beauty, and efficiency—all elements essential to the climate tech landscape.
Paul’s journey to founding Quilt came from a mix of curiosity, and a drive to tackle climate change head-on. After selling his company Learndot and working at Twitter, Paul joined Google’s Area 120 incubator, gaining great experience—but he still felt the pull to do something different. His goal was simple yet powerful: to build a company he’d want to commit the next decade to, creating a lasting impact he could truly be proud of.
Paul said it best:
Credit: Quilt
From left to right: Bill Kee, Co-founder and COO, Paul Lambert, Co-founder and CEO, Matthew Knoll, Co-founder and CTO.
“ I just had to find something I could commit 10 years to as a minimum. And that’s what led me to climate change.
The worst case scenario is that you work on the world’s biggest problem, and the business doesn’t succeed, but you’re very proud of what you’ve done. And the best case scenario is you help solve the biggest problem facing humanity.”
Quilt’s mission is more than just delivering comfort, it’s about tackling the significant climate emissions tied to home heating and cooling.
Paul pointed out that residential energy use accounts for a substantial portion of global emissions. In the U.S. alone, home energy use makes up roughly 20% of emissions (according to the U.S. Energy Information Administration, eia.gov), with heating and cooling responsible for the lion’s share. To put this in perspective, heating emissions often exceed those from personal vehicles, underscoring the pressing need for efficient, decarbonized solutions.
Credit: Quilt. Indoor unit.
Why heat pumps are getting traction
One major innovation behind Quilt’s product is its use of advanced heat pump technology, which not only cools but also heats homes efficiently. While traditional air conditioners only cool by expelling heat from the home, heat pumps can reverse this process to bring heat in from the outside, functioning as a year-round climate solution.
Previously, heat pumps struggled in colder climates, requiring backup systems when temperatures dropped below freezing. But recent advancements in refrigerant fluids and compressors have allowed heat pumps to work for almost all regions.
Credit Quilt. Outdoor unit.
This transformation makes heat pumps an ideal solution for both sustainability and practicality. By providing heating and cooling with high efficiency, they reduce reliance on fossil fuels and cut energy costs.
Practical innovation meets consumer desire
Quilt tackles a core issue with heating and cooling systems today—most are designed for functionality, not for aesthetics or ease of use. In Paul’s view, creating something effective wasn't enough; it had to also appeal to the senses. By putting intentionality into the look, feel, and functionality of each unit, Quilt has developed a system that feels at home in the most modern of spaces.
Credit: Quilt. Sketches from Mike & Maaike’s, the industrial designers behind Quilt’s beautiful design.
“We knew we had to create a product that people would feel proud of. I want my neighbors to come over and see it. It builds me social equity and it will make my house more valuable.”
This notion of “social equity” is powerful. In a sector where climate tech products have often been functional but visually lacking, Quilt offers an elegant solution that people want to showcase in their homes.
The magic of room-by-room control
One of Quilt’s standout features is its room-by-room control capability, which allows homeowners to manage the temperature and climate of each room individually, resulting in a more efficient, comfortable environment. According to Paul, it’s an experience that’s hard to give up once you’ve tried it.
“I’ve lived with Quilt for seven months, and I cannot imagine ever living in a central system again. I’m so used to having a little control in every room that when you go to a house that has one thermostat in the hallway where no one even is, it just feels like you’re stepping back in time,” he explained.
Credit: Quilt
Homeowners can save by only heating or cooling the rooms they’re using, which reduces energy bills while lowering their carbon footprint.
Optimizing the growth loop
Quilt’s structure revolves around what Paul describes as a "growth loop," with demand, product, and fulfillment tightly connected.
The cycle begins with demand generation—creating interest in the market through awareness and partnerships.
Demand then fuels product innovation, with insights gathered from early users and targeted research shaping future iterations.
Finally, Quilt’s in-house fulfillment team steps in, ensuring that customer needs are met with top-tier installation and service, which in turn drives more demand through customer satisfaction and word of mouth.
Credit: Quilt.
“There’s three things that at any given moment could be the reason Quilt is not growing: demand, product, and fulfillment. And each of those categories feeds back into the other, creating a loop that either scales growth or reveals areas where we need to improve.”
Paul and his team have developed a multi-faceted go-to-market strategy focused on meeting consumers where they are, from product design through installation and customer service.
Product development
The team began by conducting extensive UX research to understand user pain points and then used those insights to create prototypes that were tested in real homes. Paul and his team are continuously refining both the product and installation experience based on real-time customer data.Awareness and demand generation
Quilt’s journey kicked off with Paul’s personal announcement on LinkedIn, which drew hundreds of early adopters to join the waitlist. This initial traction played a crucial role in showcasing market interest to investors. Today the marketing approach is multichannel and includes earned media, paid channels, and partnerships.Targeting the design-conscious customer
Quilt partners with interior designers and builders to expand its reach. These partnerships introduce Quilt to homeowners through trusted professionals who are deeply attuned to the aesthetics and values of their clients.Owning the installation process
Quilt initially chose to handle both sales and installation in-house to remove friction and ensure quality control throughout the customer journey. This approach allows them to understand what excellent service looks like and build the systems needed to maintain it. Although they don’t plan to manage all installations themselves long-term due to scalability, controlling the process at first provided valuable insights. This foundation allows Quilt to eventually partner with others, offering support, training, and systems to ensure they uphold the high standards of “the Quilt way”.
Credit Quilt.
Scaling impact with a multidisciplinary team
Building Quilt has required a unique approach to team structure, spanning several disciplines and expertise. From product design to field operations, Quilt is like several companies in one, “Our software is as much as a software company, we have a hardware company, and then on the installation services side, we basically have an in-house HVAC business.”
Credit: Quilt.
Building a legacy
For Paul Lambert, Quilt is more than a business; it’s a mission to make a real difference in the fight against climate change. By creating a product that consumers genuinely want and that can have a measurable impact on energy consumption and emissions, Quilt exemplifies how innovation and climate tech can intersect meaningfully.
“I want to be able to look back at the end of my career and say I moved the needle on problems that our planet is facing.”