Defense TechCustomer DiscoveryTravel-TechFounder-Led GTM
Defense Tech Founders, Travel Patterns, and Listening Over Pitching
A LinkedIn post from a defense tech event about how founders in regulated, frontier categories travel — and why listening beat pitching for surfacing the real WanderWorth use case.
What this shows
Using an in-person event for customer discovery instead of pitching, and turning the observed travel patterns into a clear product signal.
Why this matters
This sample shows how I run founder-led discovery in frontier categories — showing up, having normal conversations, and writing back a specific takeaway about who actually travels and why. It connects defense tech, business travel, and WanderWorth's target user without forcing the pitch.