Why Defense Sales Cycles Kill Startups: A Venture Insider's Diagnosis | Geoff Orazem
Your runway isn't measured in dollars; it's measured in pivots. And in defense, every pivot takes forever.Geoff Orazem has spent 15 years inside the defense innovation machine as a Marine, a McKinsey alum, a founder of the Eastern Foundry incubator, a J2 Ventures advisor, and a current DARPA contractor working on acquisitions reform. In this new episode of GovCon Unscripted, he sits down with Chelsea Roberts to unpack why so many promising startups stall when they try to sell to DOD first, why a commercial revenue stream is almost always the smarter on-ramp, and what's actually changing (and…
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