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 defence market and it’s customers

• ​how defence 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)

• ​This is 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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