BeScaled MasterClass
DEFINE BeScaled MasterClass
The defence and security (DS) sector market is growing faster than the number of SMEs. A Baltic cross-border network is needed to enable firms to serve the growing market. As the opportunities and needs of the sector are not recognised it´s hard for start-ups to pivot to the DS sector. The collaborative knowledge creation for innovations to serve the DS market is under-developed in the Baltic region. Non-DS sector start-ups do not have enough information and know-how on dual-use technologies or the optimal DS sector business models. We are addressing this topical need with the BeScaled MasterClass – 2h crash course deep dive into defence by DEFINE. The workshop will consist of three parts:
1. Team Finnish Operations Center — LTGEN (ret.) Timo Rotonen, Teemu Anttila, and Harri Kulmala — will focus on NATO business and lead a Maturity Assessment workshop.
How to Make Business with NATO?
Doing business with NATO requires more than just the right product—it demands readiness, networks, and understanding of the system. In this session, we’ll explore NATO’s key business channels, what capabilities companies need to succeed, and how to assess your own readiness through a practical NATO Business Maturity Assessment.
2. Mario Aguilera (Tespack) will focus on practical approaches to bringing defense tech into Ukraine and other active warzones, as well as sharing some hard lessons learned from building and deploying hardware in the field.
3. Marc Essig (Electro Optic Systems) will cover how large defense primes prefer to be approached for collaboration, and will offer concrete tips for startups on how to successfully close deals with them. His experience from EOS, having managed to secure agreements with several startups, will provide invaluable insights to the audience.
