Breaking into new markets can feel like stepping onto a stage in a foreign play—you might not speak the language or know the cast, but the show must go on. Trust is your ticket in, and real partnerships, with boots on the ground, often make or break the story. Because in many regions, relationships aren’t just valuable; they’re the currency of progress. ## Key Insights 1. **Local Partners and Trust** Having the right local ally isn’t a nice-to-have—it's an absolute must. They navigate local nuances, open backroom doors, and accelerate rapport with decision-makers who shape your destiny. When trust blossoms, deals often follow. 2. **Unsexy Problems = Hidden Gold** The best opportunities sometimes hide where nobody’s looking. Industrial processes, legacy infrastructures, specialized applications—they’re the unglamorous frontiers that boast serious margins and stable revenues. If it feels “boring,” it might just be the next billion-dollar idea. 🌱 3. **Quantum Security and Its Business Case** Quantum tech is both thrilling and frustrating: the hype is massive, but near-term ROI can be elusive. Hybrid solutions, mixing conventional cryptography with quantum-safe layers, are finally making headway. Yet the big missing piece is a clear financial incentive that sparks widespread adoption. Until that’s solved, quantum might stay on the horizon—shimmering but just out of reach. ## So What? - **Seal Partnerships Early**: Formalize agreements before any heavy lifting. Clear mandates and shared expectations keep the wheels from falling off. - **Focus on Core Competencies**: Don’t chase shiny distractions. Showcasing deep expertise and delivering builds credibility—and trust. - **Unearth the Overlooked**: Seek the “boring” problems that others ignore. That’s often where the real money lives. - **Build the Business Case**: Especially for frontier tech (quantum included), line up tangible ROI for potential partners. Make it impossible for them to say no. The frontier can be bumpy, but it’s ripe with innovation and opportunity. Lean in with the right alliances, target neglected problems, and back every pitch with a compelling business case. Then watch as trust—and revenue—take off.