Defence Tech GTM in India: Distribution Without Shortcuts
Defence tech founders in India face a three-layer distribution wall: DGFT licensing, procurement cycles of 18-36 months, and buyer skepticism toward startups. Success requires embedded partnerships with Tier-1 PSUs, not direct sales.
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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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