EDTH x Karve – The Map You Don’t Have: How to Scale into Defence without Dead Ends

​Lloyd Fallesen founded Karve after a career spent operating at the nexus of National Security transformation and strategic delivery. He has worked across some of Europe's most complex government and multi-agency programmes, with a focus on aligning innovation to mission needs, accelerating capability into real-world environments, and unlocking long-term commercial value.

​This workshop gives attendees a clear route from prototype to paid defence work. Karve will show how to secure an end-user sponsor, shape a minimal viable pilot that meets acceptance metrics, and convert results into funded contracts across EU and NATO pathways. Karve will map realistic non-dilutive routes to first revenue, explain when and how to use mechanisms such as trials, framework access and multinational programmes, and share the conventions that shortens time to contract.

​Outline of talk:

• ​Why defence GTM is different, and who the real buyer is, and how you access them.

• ​Non-dilutive routes to first revenue in UK, EU, and NATO contexts.

• ​Avoiding the valley of death.

• ​How to build multinational momentum and access alliance pockets of capital / frameworks.

• ​Q&A.

​​Bring your questions – we’d love to hear your thoughts!