A new book by Eric Alborg

Build for
Defense.

How commercial companies win in the defense market — the operating manual for aligning what you have built for the commercial world with how the defense market actually buys, decides, and trusts.

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$1T
Global Defense Market
The trillion-dollar opportunity hiding in plain sight from commercial tech.
90%+
Pilot Stall-Out Rate
Most defense pilots never convert. The transition gap is the real killer — not the technology.
3
Paths In
Commercial-First. Dual-Use. Pure-Play. Pick wrong and the market eats you.
From the Introduction

Two markets. One room. Different rules.

A defense pitch. Twenty-plus people around the table. A credible commercial startup presents — then the prime walks in.

The startup had done the hard work. Real commercial customers. Real revenue. Funding raised on their own. They pitched with the clarity any venture investor would lean forward for.

Then a well-known defense prime walked in. A large team. First names with the officials around the table. The body language of people who had been in this room many, many times before.

Both companies were credible. But each was fluent in a different market — and the rules don’t transfer. Commercial traction earns you the meeting. It does not win the contract. The work — the whole work — is aligning what you built for the commercial market to how the defense market actually buys, decides, and trusts.

— Build for Defense, Introduction