Pathfinder series: Lessons from defence tech companies
Scaling, selling & surviving in Defence – straight from the companies doing it
Breaking into defence isn't just about great technology. It's about understanding customers, navigating procurement, building trust, and knowing whether the market is the right strategic fit for your business.
Join Ross Exley, Corporate Development at Hadean, for an honest conversation on what it really takes to build and scale a technology company in defence. Drawing on experience from both industry and 18 years in the Ministry of Defence, Ross will share practical insights into winning your first customer, scaling delivery, working with government, and avoiding the common pitfalls that catch growing companies.
Delivered in partnership with the London Regional Defence & Security Cluster (RDSC), this Janus Pathfinder session is designed for ambitious technology companies looking to turn innovation into operational impact.
Who should attend
Startup founders and scale-up leaders exploring defence markets
CTOs, product and commercial leaders
Technology companies looking to sell into government and defence
How to join
You can take part in the workshop in one of two ways:
Join online from 15:00 to 16:00
Join in-person from 14:30 to 17:00 in West London.
Please note
The in-person event is limited capacity and requires approval. For in-person attendees, the address will be sent to approved attendees at least 10 days prior to the event. Check-in begins at 13:30 and networking takes place for 1 hour after the event. Light snacks will be provided. If you have applied for an online ticket please do not turn up to the in-person event as we will not be able to accomodate you.
If you have any questions, please reach out to us at janus@iottribe.org
London Regional Defence & Security Cluster
The London Regional Defence and Security Cluster (LRDSC) is a collaborative network that brings together organisations across London working in defence, security, and related technologies.
It connects industry, academia, startups, government bodies, and innovation hubs to strengthen the region’s capabilities in areas such as cybersecurity, aerospace, dual-use technologies, and national security innovation.
The cluster’s core role is to foster collaboration and partnerships across the ecosystem, support innovation and commercialisation of defence and security technologies, promote access to funding, talent, and supply chains, and position London as a leading global hub for defence and security innovation.
In essence, it acts as a coordinating platform to accelerate growth, innovation, and cross-sector engagement within London’s defence and security landscape.
About Janus
Janus delivers the UK Accelerator for NATO DIANA as the appointed Delivery Partner on behalf of UK Defence Innovation (UKDI).
Led by IoT Tribe in consortium with SETsquared partnership and Atmos VC. Janus gives startups the tools, network and momentum to turn bold ideas into operational capabilities for the UK and NATO allies.