EDTH x Andreas Pilz — Getting Your Ideas and Products into the Defense Market

An often-missed element of being in a promising defence team as a start-up or scale-up is to forget that after the successful and promising pitches the products need to be brought onto the market and bought by military procurement. One way or the other! Responding to short-term demand instead of focusing on a clear product vision and growth strategy based on a long-term relationship is often the wrong turn taken.

We will talk about:

• the peculiar thing about the defense market and it’s customers
• how defense teams can position themselves in the market
• the benefits LSI bring to the table
• how to navigate and sell to a MoD
• real lessons, mistakes, and insights in your Q&A round

Agenda (45 mins):

• Introduction to the session by Andreas Pilz, Key Account Director Skyeton, Mentor for DIANA and Stage2 Group, Lecturer at CCG e.V., BavAIRia e.V. and University of Esslingen (10 min)
• Q&A and discussion of your challenges based on where you are right now (30 min)
• A practical conversation for people building defence products and trying to navigate the realities of European defence procurement. (5 min)

Bring your questions and challenges — let’s unpack them together!

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