Following an intense and highly productive week at the NATO DIANA Defence & Security Days in Munich, the momentum across the cohort is unmistakable. Strategic conversations, high-level connections and critical defence insights gathered there have set a strong tone for what comes next.
Now, the journey continues in Latvia.
From March 16 - 20, all six teams of the NATO DIANA cohort will gather for the third on-site cluster - a focused, hands-on programme dedicated to market strategy, legal frameworks and practical pathways for scaling defence and dual-use technologies.
Momentum from Munich
Reflecting on the week in Germany, Andris Baumanis, CEO of UniLab, highlighted the value of direct engagement with the international defence community.
“The Defence & Security Days in Munich gave our teams the opportunity to receive direct feedback from industry leaders, defence stakeholders and ecosystem partners,” said Baumanis. “The conversations were open, practical and highly valuable. It was encouraging to see strong interest in the solutions being developed within the cohort.”
He emphasized that the insights gained in Munich are already shaping the next steps of the programme.
“We gathered important feedback on real operational needs, procurement realities and strategic priorities across NATO countries. That perspective is essential. Now, we are looking forward to continuing this momentum during the on-site week in Latvia, where the focus shifts from validation to practical execution and market entry.”
Go-To-Market Strategy in Defence
Cluster 3 focuses on one of the most complex challenges in defence innovation: how to actually enter the market.
Defence is not a traditional startup environment. Selling to governments, working with large prime contractors, navigating procurement systems and understanding decision-making structures requires a completely different approach compared to commercial markets.
Throughout the week, teams will work on:
While venture funding and investment fundamentals will be addressed, they remain a secondary and optional component. The primary focus lies on building a realistic and executable path to market within the defence ecosystem.
Participants will also strengthen their communication and pitching skills. In defence innovation, it is not enough to build strong technology - founders must clearly explain how their solution fits into national and NATO-level priorities. Teams will practice tailoring their message for different audiences, from government representatives to large defence industry players.
Mentorship in Real Time
Mentorship remains a core pillar of the DIANA acceleration experience. Throughout the week, mentors will work side by side with teams in practical working sessions that prioritize iteration over theory. This is hands-on acceleration - testing assumptions, refining positioning and strengthening market readiness in real time.
Connecting to the Latvian Defence Ecosystem
A key highlight of the cluster will be Defence Tech Meetup Vol.5, taking place on:
March 19, 2026 | Startup House Riga
Organised by UniLab Defence within the NATO DIANA and national acceleration programmes, Defence Tech Meetup Vol.5 brings together key representatives from Latvia’s and Europe’s defence innovation ecosystem.
The event will feature:
Major industry players such as Airbus and Tekever will join the programme activities, alongside emerging Latvian defence technology companies that are rapidly shaping the national landscape.
The meetup invites government representatives, industry leaders and innovators to join the conversation - accelerating defence innovation and strengthening Latvia’s role within the EU and NATO ecosystem.
To attend the event, please register here.
From Strategy to Field Reality
The week will conclude with field visits to military environments, offering participants direct exposure to operational contexts. Defence innovation cannot remain abstract - solutions must work in real-world conditions.
A key partner enabling these activities is Multinational Division North, whose collaboration allows the programme to move beyond presentations and into operational context. Understanding defence challenges directly from active military structures provides insight that no slide deck can replicate.
From Validation to Acceleration
Cluster 3 marks a shift from validation to acceleration - from discussion to execution.
With Munich’s momentum behind them and a focused week ahead in Latvia, the NATO DIANA cohort continues moving from promising innovation toward tangible defence impact.
Latvia is not only hosting the conversation - it is helping shape the future of defence innovation in Europe.
Now, the journey continues in Latvia.
From March 16 - 20, all six teams of the NATO DIANA cohort will gather for the third on-site cluster - a focused, hands-on programme dedicated to market strategy, legal frameworks and practical pathways for scaling defence and dual-use technologies.
Momentum from Munich
Reflecting on the week in Germany, Andris Baumanis, CEO of UniLab, highlighted the value of direct engagement with the international defence community.
“The Defence & Security Days in Munich gave our teams the opportunity to receive direct feedback from industry leaders, defence stakeholders and ecosystem partners,” said Baumanis. “The conversations were open, practical and highly valuable. It was encouraging to see strong interest in the solutions being developed within the cohort.”
He emphasized that the insights gained in Munich are already shaping the next steps of the programme.
“We gathered important feedback on real operational needs, procurement realities and strategic priorities across NATO countries. That perspective is essential. Now, we are looking forward to continuing this momentum during the on-site week in Latvia, where the focus shifts from validation to practical execution and market entry.”
Go-To-Market Strategy in Defence
Cluster 3 focuses on one of the most complex challenges in defence innovation: how to actually enter the market.
Defence is not a traditional startup environment. Selling to governments, working with large prime contractors, navigating procurement systems and understanding decision-making structures requires a completely different approach compared to commercial markets.
Throughout the week, teams will work on:
- Go-to-market strategies for defence and dual-use technologies
- Selling to governments and ministries
- Building partnerships with prime contractors
- Understanding procurement processes and long sales cycles
- Strategic positioning and the role of policy and lobbying
While venture funding and investment fundamentals will be addressed, they remain a secondary and optional component. The primary focus lies on building a realistic and executable path to market within the defence ecosystem.
Participants will also strengthen their communication and pitching skills. In defence innovation, it is not enough to build strong technology - founders must clearly explain how their solution fits into national and NATO-level priorities. Teams will practice tailoring their message for different audiences, from government representatives to large defence industry players.
Mentorship in Real Time
Mentorship remains a core pillar of the DIANA acceleration experience. Throughout the week, mentors will work side by side with teams in practical working sessions that prioritize iteration over theory. This is hands-on acceleration - testing assumptions, refining positioning and strengthening market readiness in real time.
Connecting to the Latvian Defence Ecosystem
A key highlight of the cluster will be Defence Tech Meetup Vol.5, taking place on:
March 19, 2026 | Startup House Riga
Organised by UniLab Defence within the NATO DIANA and national acceleration programmes, Defence Tech Meetup Vol.5 brings together key representatives from Latvia’s and Europe’s defence innovation ecosystem.
The event will feature:
- International speakers
- Curated networking opportunities
- Live demos and pitches from NATO DIANA innovator teams
- Opportunities to connect with investors, policymakers and strategic partners
Major industry players such as Airbus and Tekever will join the programme activities, alongside emerging Latvian defence technology companies that are rapidly shaping the national landscape.
The meetup invites government representatives, industry leaders and innovators to join the conversation - accelerating defence innovation and strengthening Latvia’s role within the EU and NATO ecosystem.
To attend the event, please register here.
From Strategy to Field Reality
The week will conclude with field visits to military environments, offering participants direct exposure to operational contexts. Defence innovation cannot remain abstract - solutions must work in real-world conditions.
A key partner enabling these activities is Multinational Division North, whose collaboration allows the programme to move beyond presentations and into operational context. Understanding defence challenges directly from active military structures provides insight that no slide deck can replicate.
From Validation to Acceleration
Cluster 3 marks a shift from validation to acceleration - from discussion to execution.
With Munich’s momentum behind them and a focused week ahead in Latvia, the NATO DIANA cohort continues moving from promising innovation toward tangible defence impact.
Latvia is not only hosting the conversation - it is helping shape the future of defence innovation in Europe.