Ideal Client Journey

Most venture-backed startups get DoD completely wrong.They treat it like a one-off opportunity…Instead of a multi-year revenue strategy.

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So if I were starting from Seed/Series A today, here’s exactly how I’d approach it:

→ Phase I SBIR/STTR (5–7 targeted shots)→ Win into Phase II (narrow the competition)→ Stack matching programs (TACFI, STRATFI, etc.)→ Pull in the real customer (program office)→ Set up for $10M–$50M+ scaleThat’s the path from$50K experiments → to real, repeatable revenue.

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I broke it all down step-by-step in this videoIf you’re serious about building with the DoD, this is the roadmap.