Session 04 / 05
GTM, Procurement and Pilot Strategy
How do early teams find their first customers in defence and dual-use markets? Teams learn how early customers are mapped and identified, how procurement works, and what a credible pilot pathway looks like.
Talking Stage
A keynote on how NATO DIANA cohorts map and identify customers, followed by a founder story on securing a first pilot.
Working Stage
Teams map early customers and buyers, choose their route (defence procurement or dual-use), and draft their pilot pathway and business model. Pitch structure begins.
What you leave with
An early-customer map, a pilot pathway plan and a first business model.
Speakers
Robert Spaima
BioInnovation Institute · Keynote: mapping and identifying customers