12. Making the World a Safer Place with TJ Rowe
All Quiet on the Second Front
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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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