Love: Product-led growth does not exist in defense technology
Connor Love · Connor Love (Lightspeed) on Everything You Need to Know About Defense Startups · Apr 1, 2025 · at 2:58
Connor Love, defense tech investor at Lightspeed Venture Partners, explains why standard software go-to-market strategies fail in Department of Defense procurement.
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“More importantly, like, you know, the crazy thing about defense tech that I think not a lot of people realize is there's really not the concept of product-led growth. Like, you can't just dog food something with a customer, and then all of a sudden the colonel or the general out in the Pacific is like, great, I'm gonna buy a hundred million dollars this thing. I mean, It's not how it works. I mean, Congress has to say we have program offices. We have this complexity of just utter chaos that makes this really hard.”
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