The Pentagon Pitch Paradox: Why great defense tech often fails to win contracts

SpaceNews contributor Omar Pimentel argues that even when a defense startup builds exactly what the military needs, it can still fail to secure a Pentagon contract, underscoring a procurement gap. Drawing on DIU’s Counter-small UAS Low-Cost Sensing challenge at Eglin Air Force Base (Sept. 2025), the piece outlines a pattern for success: pitches must align with procurement needs, demonstrate field readiness, and follow a repeatable path through the Pentagon’s acquisition process.