The Startup Defense

In this engaging conversation, Callye Keen is joined by Dave Peterson, a defense entrepreneur with a wealth of knowledge in defense startups. Their lively discussion revolves around the importance of startups in the defense space, market sizing, and potential challenges in the transition of commercial technologies to defense.
Topic Highlights:
00:00 - Defense Entrepreneurship
Dave Peterson outlines the significance of entrepreneurship in the defense sector, highlighting the difference in culture, language, and processes from conventional startups, providing an overview of the role that startups play in contributing to defense innovation.
18:32 - Challenges of Introducing Commercial Technologies to Defense
Callye Keen sheds light on the difficulties faced when introducing commercial technologies into defense. Discussing his experiences, he emphasizes the challenges of convincing defense stakeholders about the reliability and applicability of technologies proven in the commercial sector, often leading to resistance due to unfamiliarity.
19:02 - Market Sizing and Value Proposition in Defense
Callye Keen discusses the complexities and uncertainties of sizing the defense market, especially when considering product applicability. He shares key strategies to estimate the total addressable market, the value of solving specific problems, and how the opaque nature of defense can sometimes be a barrier.
20:14 - Understanding Your Market in Defense
Dave Peterson explains why understanding the defense market is crucial, especially when trying to secure investment. From projecting future revenue to identifying potential competition, he highlights the importance of business intelligence for defense startups.
22:09 - The Value of Dual Use for Defense Startups
Both Callye and Dave discuss the advantages of dual-use strategies for defense startups, underscoring the protective benefits of diversifying into related markets. The conversation emphasizes on finding commercial applications for defense innovations to overcome potential hurdles.
24:04 - Importance of Process and Mentorship in Defense Startups
Dave Peterson's final thoughts revolve around the need for well-defined processes in defense startups and the value of seeking guidance from experienced individuals. He advocates for productization and quality control as key factors for success.
Parting Thought:
"Nobody wants to buy one-offs. They want to buy productized things with quality control enabled, in your whole process soup to nuts." - Dave Peterson [00:24:42]
Callye Keen - Kform
https://kform.com/
https://www.linkedin.com/in/callyekeen/
https://youtube.com/@kforminc
https://twitter.com/CallyeKeen
Dave Peterson - Fenix Group
https://www.fenixgroup.io
https://www.linkedin.com/in/dave-peterson-042b30125/

Host Callye Keen discusses the Internet of Things (IOT), which has revolutionized the way we interact with our environment. Diving deeper, Callye hones in on a subset of IOT - the Internet of Military Things (IoMT), aka the Internet of the Battlefield. The parallels that exist between IoMT, Consumer IOT, and Industrial IOT are discussed as well as the critical requirements that exist for IoMT, such as robust cybersecurity, interoperability, cost, and perceived value.
Episode Summary
00:00 - The Startup Defense Podcast
Host Callye Keen provides background and the need to execute on innovative ideas
02:27 - Consumer IOT and Industrial IOT Parallels and How These Advance Military Operations
Devices and sensors are connected in order to monitor, analyze, and control various aspects of that environment. IOT devices in the home environment include things such as smart thermostats, lighting systems, and security cameras, which can all be controlled remotely and programmed for optimal performance. Keen discusses how the IoMT extends this concept to military assets to allow for real time monitoring and management of equipment, logistics, communication systems, etc.
04:34 - Challenges to Adoption and Application of IoMT
Keen discusses how the current invisible high-level of adoption in the commercial market for IOT can be used to assist IoMT. If we can understand the challenges that commercial IOT has overcome, we can provide valuable insight into how these obstacles could be overcome for IoMT. One major challenge is the lack of interoperability.
12:15 - The Cybersecurity Challenge to Adopting IoMT
While the military faces the same challenges as commercial IOT, there is a significantly higher resistance and there is significantly more risk. One of the largest challenges that arise from this risk is in regards to cybersecurity, which directly impacts national security and the safety of military personnel. “Ensuring the confidentiality, integrity, and availability of sensitive military data is paramount.” Keen discusses the necessity for cybersecurity and some of the DOD’s various standards for cybersecurity, such as CMMC.
15:22 - Supply Chain Concerns for IoMT
Supply chain security is a significant concern for IoMT, as an increase in sourced components and software leads to an increased risk of vulnerabilities in the chain. Keen highlights the effectiveness that domestic production can have to mitigate these risks and encourages public-private partnerships and collaboration between defense contractors, technology startups, and government agencies.
Callye Keen - Kform
https://kform.com/
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In this episode of "The Startup Defense," hosted by Callye Keen, we delve into the complex world of cybersecurity and defense innovation. Joined by cybersecurity expert Zach Walker, the discussion revolves around the evolving landscape of security regulations, including the Cybersecurity Maturity Model Certification (CMMC).

Topic Highlights:

[00:00] - Introduce Zach Walker
Callye Keen introduces Zach Walker, Co-founder ATX Defense, an organization that helps national security organizations integrate revolutionary technology, scalable processes, and long-term viability into operations.

[02:55] - Understanding CMMC and Its Evolution
Zach Walker introduces the Cybersecurity Maturity Model Certification (CMMC) and explains its significance in the defense industry. He highlights the evolution of CMMC and its role in strengthening security regulations.

[06:45] - Challenges and Confusion Surrounding CMMC
Callye and Zach discuss the challenges and confusion many companies face when dealing with CMMC requirements. Zach emphasizes the need for clarity and proper guidance in compliance.

[12:18] - Empowering Startups in the Defense Space
The conversation explores how startups can play a pivotal role in driving innovation within the defense industry. Zach and Callye discuss the importance of bringing new entrants into the ecosystem.

[15:52] - CMMC's Impact on Business Operations
Zach elaborates on how CMMC compliance can significantly affect a company's ability to secure defense contracts. He emphasizes the importance of understanding and preparing for CMMC's implications.

[23:32] - Army Software Factory and Institutionalizing Innovation
Zach Walker shares insights into the Army Software Factory and its mission to empower service members to drive innovation in software development. The discussion highlights the culture shift required to embrace emerging technologies.

"To me, what's so special about the Army Software Factory, being in the reserves and, coming from the defense innovation unit, they have made good on that promise of empowering soldiers, service members to be part of the solution." - Zach Walker

Callye Keen - Kform

https://kform.com/

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

https://youtube.com/@kforminc

https://twitter.com/CallyeKeen

Zach Walker - Co-founder ATX Defense

atxdefense.com/cmmc

Zach led the Defense Innovation Unit’s Texas office from 2017-2020 and has over two decades of national security experience with service in the Army, Air Force, NSA, CIA, and at the Pentagon. He co-founded ATX Defense to help national security organizations integrate revolutionary technology, scalable processes, and long-term viability into operations. Zach serves as the Chief Innovation Officer for the Texas Air National Guard and has worn the uniform since 2001.

Episode Summary:
Callye Keen discusses the complexities and challenges facing defense technology innovation with guest Rob Slaughter. They explore the landscape of government defense contracts, the role of open-source software in innovation, and the potential of leveraging AI in the defense sector.
Topic Highlights:
00:00 - The Government and Open Source
Rob Slaughter discusses the pros and cons of using open-source software in the defense sector. He highlights the barriers to adoption, including policy restrictions and security concerns. This conversation provides an in-depth look at the potential for change in governmental processes.
15:47 - The Security of Open-Source
Slaughter delves into the security implications of using open-source software. He expresses a nuanced understanding of the benefits and drawbacks, such as the potential for a broader community to identify vulnerabilities versus the risks of exposure.
30:02 - Balancing Innovation and Practicality
There is a struggle between pushing for innovation and adhering to practical limitations. Rob and Callye explore this balance, discussing the importance of clear communication, understanding end-user needs, and the careful management of resources.
38:49 - AI's Role in Defense
Delving into the opportunities AI presents, Rob paints a vivid picture of how machine learning models could process and extract information from government documents. However, he acknowledges the complexity of marrying classified information with AI, emphasizing the need for continued research and development.
40:39 - Auditing vs Implementation
Callye Keen introduces a significant problem in the defense industry - the focus on audit standards over implementation standards. This shift in approach could significantly alter the way businesses interact with government defense contracts and improve operational efficiency.
42:40 - The Incentive Dilemma
Both Callye and Rob underline the tension that exists between innovation and profitability in the defense sector. This part of their discussion explores the reasons behind the defense sector's reluctance to embrace open source and the potential loss of expertise that could ensue.
44:12 - Shaping Defense Innovation
Rob draws attention to the innovation ecosystem within the defense industry, the budget allocations, and the impact of leadership changes. He also expresses his concern about the rapid turnover of personnel in government innovation programs, likening it to the challenges startups face.
Callye Keen - Kform
https://kform.com/
https://www.linkedin.com/in/callyekeen/
https://youtube.com/@kforminc
https://twitter.com/CallyeKeen
Robert Slaughter -
https://www.defenseunicorns.com/
https://www.linkedin.com/in/robertcslaughter/
https://www.youtube.com/@defense-unicorns
https://twitter.com/DefenseUnicorns

What happens when Silicon Valley intersects with the defense industry? Host Callye Keen and guest Andrew Glenn set out to answer this question. Andrew's unique perspective on the evolving relationship between tech startups and the defense industry provides valuable insight into a sector that's paving the way for exciting collaborations and potential disruptors. The conversation blends robust experience with actionable insights, shedding light on the intricate landscape of defense innovation.

Topic Highlights:

00:00 - Introduction to Defense Startups

Callye and Andrew set the stage by discussing the defense startup landscape. They underline its importance and the role it plays in contemporary geopolitics.

08:12 - Defense's Unique Hurdles

The duo addresses the major obstacles that are unique to defense startups, emphasizing the importance of perseverance and strategic planning.

14:33 - The Dual-Use Dilemma

Andrew Glenn elaborates on the "dual use" approach, explaining the intertwined sales cycle, dedicated marketing channels, and crucial compliance factors.

18:05 - Crossing the Valley of Death

The notorious 'valley of death' is dissected by Callye, who portrays the strategies defense startups can utilize to traverse this perilous phase.

22:07 - The Illusion of Dual-Use Popularity

The appeal of dual use within the VC community is juxtaposed against the real-world complexities of its execution, underscoring the gap between perception and reality.

25:32 - Defense Department Dynamics

Callye delves into the potential of the Department of Defense as an inaugural customer, highlighting the opportunities startups can exploit within this vast establishment.

29:45 - The Aesop's Fable Analogy

Andrew's comparison to Aesop's Fable accentuates the risks of over-diversification. He suggests a deliberate approach when targeting multiple markets.

32:58 - Commercialization & Expansion

The dialogue revolves around the importance of broadening horizons. Defense startups are encouraged to look beyond the D.O.D.'s budget and seek wider commercial opportunities.

34:50 - Partnering Wisely

Choosing the right collaborators is pivotal. Callye emphasizes the benefits of allying with partners well-versed in emerging industries.

36:04 - Parting Thought:

"Don't take life too seriously, you'll never get out alive. Yes, we do a really, really important and serious business, but it's crucial that we remain human too." - Andrew Glenn

Callye Keen - Kform

https://kform.com/

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

https://youtube.com/@kforminc

https://twitter.com/CallyeKeen

Andrew Glenn

https://www.linkedin.com/in/andrewglenn161

https://andrewglenn.substack.com

Andrew Glenn is an operator, advisor, and consultant in the aerospace, defense, and venture capital industries, a retiring career military officer, and has previously served as the CEO of a privately-held company. Andrew helps set strategic guidance, build executable plans, secure financing, generate strategic partnerships, and provides steady, integrity-focused leadership. He has help a company go from $0 to $100M in revenue in a year and built defense-focused investment programs (thesis, playbook, et al) for two top-tier venture capital firms.