Navigating Sales in the Department of Defense: Key Learnings for Founders

Steve Blank is an Adjunct Professor at Stanford University, where he co-created the "Hacking for Defense" curriculum for the Department of Defense. As a consultant to top defense and intelligence organizations, Steve brings cutting-edge strategies to the national security sector. Before entering academia, Steve built eight different startups. He helped launch the Lean Startup movement with his May 2013 Harvard Business Review cover story. Steve also authored the acclaimed business books "The Four Steps to the Epiphany" and "The Startup Owner's Manual.”

This episode’s is guest host is Meka Asonye, a Partner at First Round Capital. Before joining First Round as an investor, Meka led go-to-market teams at both Stripe and Mixpanel.

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In today’s episode we discuss:

• Commercial versus military market strategies
• Finding mission solution fit
• The hidden challenges most startups miss
• Building relationships in National Security
• The new generation of “defense founders”
• Much more

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Referenced:

• Alexander Osterwalder: https://www.linkedin.com/in/osterwalder/
• Department of Defense: https://www.defense.gov/
• Eric Ries: https://www.linkedin.com/in/eries/
• Hacking for Defense: https://hackingfordefense-prod.stanford.edu/
• How Saboteurs Threaten Innovation: https://steveblank.com/2024/07/30/why-large-organizations-struggle-with-disruption-and-what-to-do-about-it/
• How to find your customer in the Dept of Defense: https://steveblank.com/2024/09/17/the-directory-of-dod-program-executive-offices-and-officers-peos/
• Mission Model Canvas: https://steveblank.com/2019/09/
• Pete Newell: https://www.linkedin.com/in/petenewell/
• Special Operations Command: https://www.socom.mil/
• The Frozen Middle: https://steveblank.com/2024/07/30/why-large-organizations-struggle-with-disruption-and-what-to-do-about-it/
• The Hacking for Defense Manual: https://stanfordh4d.substack.com/p/the-hacking-for-defense-manual-a
• The Hacking for Defense Course: https://www.h4d.us/
• The lean launchpad at Stanford: https://steveblank.com/2011/05/10/the-lean-launchpad-at-stanford-–-the-final-presentations/
• The Secret History of Silicon Valley: https://steveblank.com/secret-history/

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Where to find Steve:

• LinkedIn: https://www.linkedin.com/in/steveblank/
• Twitter/X: https://twitter.com/sgblank
• Website: https://steveblank.com/

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Where to find Meka:

• LinkedIn: https://www.linkedin.com/in/mekaasonye/
• Twitter/X: https://x.com/bigmekastyle

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Where to find First Round Capital:

• Website: https://firstround.com/
• First Round Review: https://review.firstround.com/
• Twitter/X: https://twitter.com/firstround
• YouTube: https://www.youtube.com/@FirstRoundCapital
• This podcast on all platforms: https://review.firstround.com/podcast

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Timestamps:

(00:00) Introduction

(02:27) Validating ideas for defense products

(03:57) Guide to military sales and procurement

(07:15) Rethinking GTM strategies

(10:13) Building a network in national security

(15:07) The dual-use debate

(18:35) Behind the rising number of “defense founders”

(22:30) “Mission solution fit”

(24:35) Breaking new ground in military tech

(26:09) Essential resources for any defense founder

(28:59) What’s missing from Silicon Valley