{"id":200383,"date":"2026-04-30T14:17:05","date_gmt":"2026-04-30T11:17:05","guid":{"rendered":"https:\/\/www.tehnopol.ee\/nato-diana-tiimid-panid-tallinnas-oma-lahendused-proovile-sojamangus-pitch-roastil-ja-kaitsevaldkonna-ekspertide-ees\/"},"modified":"2026-04-30T16:08:46","modified_gmt":"2026-04-30T13:08:46","slug":"locked-shields-wargaming-and-pitch-feedback-shaped-the-fourth-nato-diana-onsite-in-tallinn","status":"publish","type":"post","link":"https:\/\/www.tehnopol.ee\/en\/locked-shields-wargaming-and-pitch-feedback-shaped-the-fourth-nato-diana-onsite-in-tallinn\/","title":{"rendered":"Locked Shields, wargaming and pitch feedback shaped the fourth NATO DIANA onsite in Tallinn"},"content":{"rendered":"

The NATO DIANA Estonian Accelerator teams returned to Tallinn for their fourth onsite, bringing 12 dual-use and defence companies into four days of workshops, field visits, scenario-based wargaming, pitch practice and direct ecosystem feedback.<\/strong><\/p>\n\n\n\n

The onsite focused on what happens after a strong technical demo: financial planning, defence sales, operational context, testing options, clearer pitch decks and sharper conversations with potential customers and partners.<\/p>\n\n\n\n

\u201cOur goal is to help international NATO DIANA innovators turn their solutions into real defence capabilities. Estonia\u2019s defence ecosystem may be small, but it is agile. Its strength lies in decision-makers and industry leaders who show up, engage directly and discuss what matters: investment, market entry, real-world testing and capability needs.<\/p>\n\n\n\n

It also goes beyond conversation. With contracts already in place, this collaboration is creating clear value both for innovators across the Alliance and for Estonia\u2019s defence ecosystem,\u201d said Karen-Maria Toomiste, Programme Lead of the NATO DIANA Estonian Accelerator.<\/strong><\/p>\n\n\n\n

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From strong technology to operational relevance<\/h2>\n\n\n\n

For dual-use and defence companies, technical performance is only part of the work. They also need to understand operational needs, customer problems, procurement decisions and how to explain their value to different audiences.<\/p>\n\n\n\n

During the onsite, the teams worked on business models, sales, customer understanding, operational use cases and validation. They also heard from people who see dual-use and defence innovation from different angles: government, the military, investors, test centres and companies already building in the field.<\/p>\n\n\n\n

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Building the foundations during the first three days<\/h2>\n\n\n\n

The week began with financial planning, including the different realities of hardware and software business models and longer defence sales cycles.<\/p>\n\n\n\n

The teams also worked on defence sales strategy and negotiations with government and industry customers, looking at how customer needs, buying processes and sector-specific expectations shape the route from product development to adoption.<\/p>\n\n\n\n

The programme brought the teams into direct contact with the Estonian defence and cyber ecosystem. They engaged with the Estonian Defence Forces Cyber Command and visited Cybernetica, where the discussion touched on mission-critical systems, maritime situational awareness, secure data exchange and cybersecurity. An introduction to the Estonian Aerospace and Defence Industry Association added a wider view of the local defence industry landscape.<\/p>\n\n\n\n

Scenario-based wargaming connected to the Gulf of Finland and the surrounding region formed a major part of the onsite. The format pushed the teams to place their solutions into a concrete operational context and work through capability needs, use cases, mission threads and concept of operations. For companies building complex technologies, this helps clarify where the solution could create value, what assumptions need testing and what may be required for real-world use.<\/p>\n\n\n\n

Field visits, pitch feedback and founder lessons<\/h2>\n\n\n\n

The final day took the teams further into Estonia\u2019s dual-use and defence environment.<\/p>\n\n\n\n

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The morning started at Locked Shields 2026 Distinguished Visitors Day, followed by field visits to the Estonian Ministry of Defence and CR14. Locked Shields is the world\u2019s largest and most complex international live-fire cyber defence exercise, hosted annually by the NATO Cooperative Cyber Defence Centre of Excellence.<\/p>\n<\/div>\n\n\n\n

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At the Ministry of Defence, the teams gained insight into defence industry development and defence planning. At CR14, a NATO DIANA test centre, they were introduced to cyber testing environments available to companies working in this field.<\/p>\n\n\n\n

The afternoon brought the teams back to Tehnopol for pitch practice, feedback and input from the local ecosystem. The pitch roast gave each team one minute and one slide to explain their solution, followed by direct feedback from defence, investment and ecosystem experts. The setting was informal, but the feedback was practical, covering defence relevance, investment readiness, operational value and market understanding.<\/p>\n\n\n\n

The day also included feedback from graphic designer Ranno P\u00e4i on the visual clarity of the teams\u2019 pitch decks, and an overview of regional military exercises from Jaak Kalja from the Force Transformation Command of the Estonian Defence Forces.<\/p>\n\n\n\n

The final session focused on lessons from local companies already building in dual-use and defence. Representatives from SensusQ, Wayren, KrattWorks and TEKEVER shared experience on pitfalls, pivots, testing and validation. Their input gave the teams a direct look at what it takes to develop, adapt and validate technology in demanding defence and security contexts.<\/p>\n\n\n\n

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What comes next<\/h2>\n\n\n\n

The teams will return to Tallinn in May for their next onsite. They can also be seen pitching on stage at Latitude59 on 21 May at 13:00.<\/p>\n\n\n\n

The participating teams are Blue Team Intelligence B.V., MAPS Messaging BV, Datambit, VIG-SEC DRONE S.L., Aereus, CulturePulse, HIGHTEK SRL, Eye2Drive, SkyFi, Datifex, Inc., Quantum Quest and Unplugged.<\/p>\n\n\n\n

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A sincere thank you to everyone who contributed their time, experience and insight during the fourth onsite: Sandra Golbreich, Mihkel Tikk, Artjom Geraskin, Valdur Tammets, Kristjan Kask, Logan Emily Carmichael, Lauri Almann, Rene Ehasalu, Jaanus Tamm, Sten Allik, J\u00fcri Kosola, Ahto J\u00e4rve, Siim Vahkel, Miiko Peris, Veikko Kannel, Carl-Robert Reidolf, Ranno P\u00e4i, Eneli Saabas, Maris Prii, Farid Singh, Indrek Sirp, Jaak Kalja, Janar Pekarev, Rait Arro, Oliver Tiit, T\u00f5nis Voitka and Tuuli Vors.<\/p>\n\n\n\n

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The NATO DIANA\u00a0Estonian\u00a0Accelerator\u00a0is\u00a0led\u00a0by\u00a0Tehnopol\u00a0Startup\u00a0Incubator\u00a0together\u00a0with\u00a0Sparkup\u00a0Tartu Science Park.\u00a0It\u00a0is\u00a0supported\u00a0by\u00a0the\u00a0Ministry\u00a0of\u00a0Economic\u00a0Affairs and Communications,\u00a0the\u00a0Ministry\u00a0of\u00a0Foreign\u00a0Affairs,\u00a0the\u00a0Ministry\u00a0of\u00a0Defence, and\u00a0the\u00a0City\u00a0of\u00a0Tallinn.<\/em>\u00a0<\/p>\n\n\n\n

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Photos: Tehnopol<\/p>\n\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

The NATO DIANA Estonian Accelerator teams returned to Tallinn for their fourth onsite, bringing 12 dual-use and defence companies into four days of workshops, field visits, scenario-based wargaming, pitch practice and direct ecosystem feedback. The onsite focused on what happens after a strong technical demo: financial planning, defence sales, operational context, testing options, clearer pitch […]<\/p>\n","protected":false},"author":35,"featured_media":200381,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_s2mail":"yes","footnotes":""},"categories":[182,198],"tags":[],"class_list":["post-200383","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-startup-incubator","category-dual-use-and-defence-technologies"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/posts\/200383","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/comments?post=200383"}],"version-history":[{"count":5,"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/posts\/200383\/revisions"}],"predecessor-version":[{"id":200393,"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/posts\/200383\/revisions\/200393"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/media\/200381"}],"wp:attachment":[{"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/media?parent=200383"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/categories?post=200383"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.tehnopol.ee\/en\/wp-json\/wp\/v2\/tags?post=200383"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}