The B2G Playbook Nobody Talks About (And It's Printing Money)

Most founders spend their careers chasing customers who are already convinced. Nick Lopez spent his learning to find customers who don't even know they need you yet, in a market worth hundreds of billions of dollars that most of the startup world has never touched.

Nick is the co-founder and CEO of Prosal, a capture intelligence platform built for federal defense contractors. But before you write that off as too niche or too complicated, stick with the story, because the principles buried inside this conversation are universal.

Nick started at Lockheed Martin as an engineer out of Georgia Tech, working on programs he still can't fully talk about. What he could see, though, was a massive structural gap. The people building the technology and the people selling it were operating in completely separate worlds. Business development teams with decades of domain knowledge were spending their most valuable hours doing slow, manual research instead of talking to the customers who could change their entire trajectory.

That insight became the seed of Prosal. But the path there wasn't straight.

https://www.linkedin.com/in/thenicklopez/

https://www.linkedin.com/in/estesryan/