The Pentagon is one of the hardest customers in the world to win over. For startups, the barriers are steep: complex rules, unfamiliar offices, and a culture that doesn’t work like Silicon Valley. But the stakes couldn’t be higher—cracking the Department of Defense can mean scaling breakthrough technologies that shape national security.
In this episode of The Burn Bag, A’ndre Gonawela speaks with two of the most influential voices in defense innovation: Steve Blank, the father of the Lean Startup movement and co-founder of Hacking for Defense, and Pete Newell, CEO of BMNT and former leader of the Army’s Rapid Equipping Force. Together, they’ve helped release the 2025 PEO Directory—a first-of-its-kind playbook that maps who buys what inside the Pentagon and how startups can navigate the system.
We break down why so many companies fail when they try to sell to the military, what’s changing in the Pentagon’s acquisition culture, and how new reforms could give startups and investors a real shot at competing with defense giants. Steve and Pete also walk through the different paths a startup can take—whether building patiently through government programs or charging directly to the field—and share how founders can take advantage of the PEO Directory.
If you’ve ever wondered how innovation actually gets into the hands of warfighters—or why it so often doesn’t—this conversation is your guide to understanding and changing the system.
Download the 2025 PEO Directory here.
Read Steve Blank's blog post on the Directory here.
Popular Podcasts
CrimeLess: Hillbilly Heist
It’s 1996 in rural North Carolina, and an oddball crew makes history when they pull off America’s third largest cash heist. But it’s all downhill from there. Join host Johnny Knoxville as he unspools a wild and woolly tale about a group of regular ‘ol folks who risked it all for a chance at a better life. CrimeLess: Hillbilly Heist answers the question: what would you do with 17.3 million dollars? The answer includes diamond rings, mansions, velvet Elvis paintings, plus a run for the border, murder-for-hire-plots, and FBI busts.
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.