The Defense Tech Playbook serves as a strategic resource for venture-backed startups aiming to build for the US defense community, addressing the unique challenges of the Department of Defense’s acquisition processes. It emphasizes the importance of understanding the differences between defense and enterprise customer needs, while outlining steps to secure funding and establish demand signals early in the startup lifecycle. The playbook highlights the necessity of building relationships with program offices and navigating the lengthy budget process to achieve scalable revenue and successful defense contracts.