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DEFONEOS GTM Launch Kit

Go-to-Market Playbook — 7 Outreach Vectors · Buying Committee Map · 30-Day Channel Strategy

7
Outreach Vectors
30
MCP Servers Live
59
Public Pages
15
OS Repos Cloned

1 · Buying Committee Map

Every MOD/UK defence procurement involves 4-7 decision-makers. Map them before you outreach.

RoleTitle (typical)Cares AboutDEFONEOS AngleAccess Vector
End UserSO2/SO1 Analyst, Ops OfficerTime-to-insight, UI, data fusionCesium 3D COP, real-time sensor feedsDemo video, pilot
Technical AuthorityCTO / Chief Engineer / DCDTArchitecture, security, integrationMCP federation, air-gap deploy, OWASPTechnical Validation Agenda
ComplianceSIRO / IA Officer / JSP 936 LeadJSP 936, Cyber Essentials, SCSIGIL receipts, provenance chainCompliance Passport
Budget HolderDE&S SRO / Programme ManagerValue for money, delivery riskOpen-source = no licence lock-inPilot Evidence Pack
Policy / LegalMOD Policy / DSAOSovereignty, data residencyUK-sovereign, AUKUS-compatibleSovereign Pitch
Innovation ScoutDASA PM / NATO DIANA LiaisonTRL, dual-use, ecosystem30 MCPs, 15 repos, open-sourceDASA/DIANA application
Industry PartnerPrime SI / Tier-2 integratorSubcontract fit, margin, deliveryMCP integration API, partner programmeReferral Partner Letter
Rule: Never contact the budget holder first. Build ground-up: End User → Technical → Compliance → Budget. Each touchpoint arms the next conversation.

2 · The 7 Outreach Vectors

1
DASA Open Call

Defence and Security Accelerator. Up to £500K for Phase 1.

P0 — SUBMIT TODAY
2
NATO DIANA

NATO's Defence Innovation Accelerator. Dual-use AI challenge.

P0 — SUBMIT THIS WEEK
3
UKDI Regional Engagement

UK Defence & Security Intelligence — Regional team for Yorkshire/Humber.

P0 — SEND TODAY
4
NATO STO + DSRB

NATO Science & Technology Organisation. Defence Science Research Board.

P1 — SEND THIS WEEK
5
Prime SI Partnerships
  1. BAE Systems Applied Intelligence
  2. Leonardo UK (Edinburgh)
  3. Thales UK
  4. QinetiQ
  5. Babcock International
P1 — WEEK 2
6
Defence Press & Events
P1 — ONGOING
7
Civil Service AI
P2 — MONTH 2

3 · 30-Day Execution Timeline

Day 10 (TODAY — 13 Jul)
Days 11-14 (14-17 Jul)
Days 15-21 (18-24 Jul)
Days 22-30 (25 Jul - 3 Aug)

4 · Outreach Templates (Pre-Built)

TemplateTargetStatusFile
DASA ApplicationDASA PM✅ DRAFT READYdefoneos-dasa-application.html
NATO DIANADIANA Selection Board✅ DRAFT READYdefoneos-nato-diana.html
UKDI EmailYorkshire/Humber Rep✅ DRAFT READYdefoneos-mod-ukdi.html
System CardUK AISI✅ READYdefoneos-system-card.html
Referral Partner LetterPrime SIs✅ READYdefoneos-mod-referral-partner-letter.html
Proposal PackAny Buyer✅ READYdefoneos-mod-proposal-pack.html
Pilot Evidence PackBudget Holders✅ READYdefoneos-mod-pilot-evidence-pack.html
SC Clearance GuideNick (self)✅ GUIDEdefoneos-sc-clearance.html

5 · Success Metrics (30-Day)

3+
Grant Applications
5+
Outreach Emails Sent
1
First MOD Meeting
1
Pilot Agreement

6 · Risk Register

RiskLikelihoodImpactMitigation
No response from DASAMediumHighFollow up at 2 weeks; parallel with DIANA
SC clearance delays (4-6 weeks)HighHighStart NOW; build non-classified demos meanwhile
Cyber Essentials delayMediumMediumIASME fast-track; pre-built evidence
Prime SIs not interestedMediumMediumGo direct to MOD via DASA; partner with smaller SIs
Competitor ships similarLowHighOpen-source moat; SIGIL provenance; first-mover on MCPs