Noah Sheinbaum’s Post

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Helping visionary builders execute big ideas

How did AeroVironment win the first Replicator announcement? Director of Business Development Kara Kramer joins Crossing the Valley this week to tell her story. She shares some key lessons for defense tech startups: 1. Focus, focus, focus. So many startups begin with a cool product but then have BD folks chasing "bluebirds out of the bush" that take attention. As you start to go and fork your product and going down all of these avenues, make sure you maintain the focus needed to deliver on that core product and original intent. 2. Keep getting feedback from end users and customers, because there's no uniform view on what is needed across the Department of Defense. 3. Work backwards from requirements.  Large companies don't invest unless there's a validated requirement. Most startups create the widget and then try to convince government they need it. If you're going to create new requirements, you need to work that path in parallel... or you're looking at the valley of death for years. Have a listen at ValleyCrossers.com, and check out the full case at https://lnkd.in/e2GQW8Q6

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Bobby Sakaki

“The Jason Bourne of the drone industry”

1mo

Or you could just say “TLDR they’re the only people that were able to meet the manufacturing capability”. Longtime AVAV bull, but the first sentence is kind of disingenuous.

Kara Kramer

Business Development | Driving Growth

1mo

Thank you for having me on the podcast Noah Sheinbaum! It was really fun and I enjoyed the discussion.

🎤Devin B.

Ubuntu is for AI | Secure Open Source Software #SOSS

1mo

AeroVironment is leading the way in Public Sector Innovation!

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Mike Nachshen

Global Communications Executive | I Grow Business & Defend Marketshare Through Strategic Communications

1mo

Great lessons learned and insights, Noah. Especially point #2... thinking of the DoD customer as a monolith is a dangerous -- but all too common -- mistake.

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