Season 2 Ep 4: Vannevar Labs is Changing the Defense Tech Paradigm
Crossing the Valley
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Building Trust and Finding Champions in Defense Technology
This chapter explores the strategies for defense tech companies to earn trust and find champions within government agencies who are eager to partner in solving mission-related challenges. It emphasizes the importance of understanding mission problems, delivering quick solutions, and cultivating relationships with individuals who have decision-making power and discretionary budgets to invest in emerging capabilities. The chapter presents a case study of a Marine Corps colonel who became a champion for a company, leading to collaborative efforts, product development, and business expansion.
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