Go-To-Market Strategies For Dual-Use Companies

Steve Blank presents on “Go-to-Market Strategies for Dual-Use Companies.” He dives into strategies for effectively navigating sales to both commercial and government customers.

Blank delivers an insightful talk on go-to-market strategies for dual-use technology companies. He explores the evolving relationship between Silicon Valley and the U.S. Department of Defense, the challenges of selling to the government, and the rise of venture-backed defense startups. Drawing from decades of experience, Blank provides a roadmap for entrepreneurs navigating the complex world of defense innovation, acquisition, and commercialization.

Joe Felter also provides special remarks. 

Key Takeaways

• The Shift in Defense Innovation

  The DoD no longer owns all cutting-edge technology, making commercial innovation vital for national security.

• Go-to-Market Strategies Matter

  Dual-use startups must carefully choose between models like direct defense sales, partnerships with primes, or leveraging venture capital.

• The Bureaucracy Challenge

  Selling to the government is vastly different from commercial sales, requiring an understanding of complex acquisition processes and funding mechanisms.

• Venture Capital’s Role in Defense

  A new wave of mission-driven VCs is investing in defense startups, though returns and exit opportunities differ from traditional tech investments.

• The Importance of Customer Discovery

  Success in defense tech hinges on engaging with users, acquisition officers, and budget holders to navigate the procurement maze effectively.