The best part of this wasn’t the contract wins, it was the reminder that dual-use tech only works if you build for real problems. Too many founders chase defense without ever proving they can create value in the wild.
That shift to a outcome delivery focus is the real marker of a company crossing the valley. Also appreciated the brutal honesty on internal resistance. Customer success and cleared engineering don’t build themselves.
The best part of this wasn’t the contract wins, it was the reminder that dual-use tech only works if you build for real problems. Too many founders chase defense without ever proving they can create value in the wild.
That shift to a outcome delivery focus is the real marker of a company crossing the valley. Also appreciated the brutal honesty on internal resistance. Customer success and cleared engineering don’t build themselves.