Online Event
Defense & National Security: Acquisition Insights from the Inside
Understanding Your First Customer: How DoW Really Buys and How to Think About the Long Sales Cycle
Date
Jan 28, 2026
Time
03:00 pm - 04:00 pm
Address
Online Event
Breaking into the defense market isn't like selling to commercial enterprise, and most founders underestimate just how different the process really is. In this session, defense modernization and acquisition experts will unpack how the Department of War evaluates new technology, how requirements shift, and how budget cycles shape what actually gets funded.You'll walk away with a clear understanding of how to approach the DoW as a customer, how to position your solution for real consideration, and how to build a realistic pathway from first introduction to full adoption.
What You'll Learn:
- How to think about “the DoW” as a customer
- Why the defense sales cycle is long, and how to work within it
- How to navigate early conversations and avoid common missteps
About Founder Institute:
The Founder Institute is the world’s most proven network to turn ideas into fundable startups, and startups into global businesses. Since 2009, our structured accelerator programs have helped over 8,300 entrepreneurs raise over 2BN in funding. Based in Silicon Valley and with chapters across 100 countries, our mission is to empower communities of talented and motivated people to build impactful technology companies worldwide.
The Founder Institute is the world’s most proven network to turn ideas into fundable startups, and startups into global businesses. Since 2009, our structured accelerator programs have helped over 8,300 entrepreneurs raise over 2BN in funding. Based in Silicon Valley and with chapters across 100 countries, our mission is to empower communities of talented and motivated people to build impactful technology companies worldwide.
Speakers
Platinum Partners
Google
Linkedin
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The Founder Institute is the world’s most proven network to turn ideas into fundable startups, and startups into global businesses. Since 2009, our structured accelerator programs have helped over 8,900 entrepreneurs raise over 2BN in funding. Based in Silicon Valley and with chapters across 100 countries, our mission is to empower communities of talented and motivated people to build impactful technology companies worldwide.
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