valley of death

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Networks & Digital Warfare

3 keys to bridging ‘valley of death’: Get involved early, cut out middlemen and pray Congress works

“So you can have something that the chief wants that will solve the problem, but if you don't have a way to sell it in a way that the government can buy it – and then the challenge is not, you know, in many cases the buyer isn't the customer,” James Guerts said. “And so I think where the services are really working hard is to compress that so the buyer and the customer are more closely aligned."