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11min chapter
12. Making the World a Safer Place with TJ Rowe
All Quiet on the Second Front
Navigating Defense Market Challenges
This chapter delves into the complexities faced by tech companies in navigating the defense market, emphasizing the challenges of building effective, high-performing teams aligned with go-to-market strategies and production-level contracts. It highlights the importance of understanding defense personas, mapping stakeholders within the Department of Defense, discerning genuine demand signals, and focusing on establishing a successful commercial business before pursuing government contracts.
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