2min chapter

a16z Podcast cover image

How AI Is Changing Warfare with Brian Schimpf, CEO of Anduril

a16z Podcast

CHAPTER

Navigating the Challenges of Defense Sales for Startups

This chapter explores the unique hurdles that startups encounter in the defense industry, particularly in fostering relationships with government entities. It highlights the complexities of the sales process, including long cycles and the need for a deep understanding of bureaucratic dynamics to successfully pitch technology.

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