How to enter NATO?

About the event

Entering the NATO ecosystem is often perceived as complex, opaque, and reserved for large defence contractors. This session was designed to dispel that myth and explain, in practical terms, how technology companies can approach NATO-related opportunities at different stages of maturity.
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During this live session, we explored three realistic entry paths used today by startups and scale-ups operating in defence, dual-use, cybersecurity, and adjacent regulated sectors.

What we covered

1. The DIANA accelerator pathway – when it makes sense, what it enables, and its limitations
2. Partner-led routes through integrators and defence primes — how to assess fit and readiness
3. Direct engagement paths with NATO-related structures — what companies often underestimate
4. Typical decision blockers and credibility gaps faced by early-stage teams
5. How to think about sequencing: which path first, and why timing matters

Key takeaways

1. There is no single “NATO entry” model — the right path depends on organisational maturity, risk tolerance, and delivery readiness.
2. DIANA is not a shortcut to procurement; it is a positioning and validation mechanism that requires a follow-up strategy.
3. Partner-led entry can accelerate access but introduces dependency and governance complexity.
4. Institutional buyers focus less on vision and more on execution capacity, compliance posture, and delivery credibility.
5. Many promising technologies fail not due to product gaps, but due to a misaligned entry strategy.

Who this session was for

• Startups and scale-ups operating in defence, dual-use, cyber, space, or regulated B2B tech
• Founders, CEOs, CTOs, and Heads of Business Development
• Teams already exploring or preparing for engagement with NATO, EU, or defence institutions

Speakers

ForePrime team & FORT Kraków

Practical insights from advisors who worked directly in EU & NATO and ecosystem operators active in defence, dual-use, and institutional innovation.

No recording – what’s next?

This session was intentionally held as a live-only meeting to allow open discussion and practical Q&A.

If you would like to:

• receive invitations to future closed sessions
  
• get briefings on NATO, defence, and institutional market entry
  
• discuss which pathway may fit your company