Field notes on go-to-market for deep tech — the market, the position, the practice.
The board funded the land-and-expand curve. In deep tech it breaks the same way every time — because expansion isn't a motion you built. It's a second first sale.
You already know which segment to commit to. Staying present in five feels like prudence. It's the risk. Why focus — not breadth — wins deep-tech markets.
You gave enterprise value to someone with no enterprise authority. Free pilots are the most expensive way to lose a deal slowly — here's why they break every time.