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Sector Thesis·4 min read·Week 25

Defence Tech D2C vs Channel: India's Margin vs Speed Trade

Name: AletheiaAI
Author: Amit Tyagi

Defence tech startups face a binary choice: direct sales to services or channel through integrators. D2C preserves 60-70% margins but requires 18-24 month sales cycles. Channels compress timelines to 6-9 months but erode 40% of unit economics.

ByAmit Tyagi·Fitoor Capital

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Amit Tyagi

Founder, AletheiaAI & GP, Fitoor Capital

Veteran of India's startup ecosystem. Writing about fundraising, investor psychology, and what it takes to build fundable startups in India.

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#defence-tech#distribution-strategy#india-startup#b2b-sales

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