Steve Blank How To Sell to the Dept of War – The 2025 PEO Directory
a day ago
- The 2025 Department of War (DoW) PEO Directory serves as a 'Who buys in the government' phone book for startups, addressing the challenge of finding the right contacts and go-to-market strategy.
- Startups face a complex landscape of DoW acronyms and processes (PEOs, PMs, SBIRs, OTAs, etc.), requiring a specialized go-to-market (GTM) strategy distinct from commercial sales.
- Two paths for DoW funding are illustrated: the 'Patient Capital Path' (for startups without working products) and the 'Impatient Capital Path' (for those with MVPs, directly reaching warfighters).
- The directory aims to bridge information asymmetry, helping startups identify PEOs early to gauge warfighter needs and market viability, and is updated for 2025 with major DoW changes (e.g., Golden Dome, Sentinel, Columbia programs).
- New in 2025: a 30-page tutorial on DoW acquisition processes; information on OMB, FAR, and new offices (DIU, DARPA, MDA, etc.); expanded appendices with VC firms, SBIR programs, OTA consortia, test centers, defense publications, and contractor lists.
- The directory is not an official U.S. government publication and should not be relied upon for accuracy or business advice; it is hosted online with partners (Stanford Gordian Knot Center, America’s Frontier Fund, BMNT) and accepts updates via email.