European founders must adapt to working with a new customer: the state

At a recent roundtable discussion focusing on European sovereignty, participants highlighted a major shift for technology startups in the region. Deeptech founders increasingly have to adapt to working with a new kind of customer, which is the state.

This change means that European entrepreneurs must navigate government markets, procurement processes, and public sector demands as part of their business strategies. Selling to the state introduces different operational dynamics compared to traditional commercial markets.

This development matters because European tech companies are now expected to align more closely with government priorities regarding regional sovereignty and security. Understanding how to collaborate effectively with state entities is becoming a crucial factor for the survival and growth of deeptech ventures in Europe.