The Startup Defense – Détails, épisodes et analyse

Callye Keen and Paul Gus Garcia discuss the intersection of innovation and national security technology. They explore the challenges and opportunities in bridging the gap between emerging technologies and military needs, emphasizing the importance of defining outcomes, effective prototyping, and the role of decision-makers in facilitating innovation. The discussion highlights the SigmaBlox initiative, which aims to connect innovators with military end-users to validate and implement new solutions.

Takeaways

• Paul is passionate about technology for national security.
• There is a significant digital divide in technology adoption.
• SigmaBlox aims to bring together a community around national security tech.
• Defining outcomes is crucial for effective innovation.
• Prototyping allows for rapid testing and feedback.
• Decision makers play a vital role in the innovation process.
• Many solutions are already available but not utilized effectively.
• Asking better questions leads to better technology solutions.
• The current procurement process is slow and needs to adapt.
• Engagement across sectors is essential for successful innovation.

About Gu$

LinkedIn: https://www.linkedin.com/in/paul-gus-garcia/

Callye Keen and Keith Palmisano discuss the innovative work being done at Rampart in the field of communication technology, particularly in defense applications. They explore the importance of understanding the physical layer of communication, the challenges of developing hard tech, and the significance of customer-centric product development. Keith shares insights on navigating the complexities of the startup landscape, including the 'valley of death' that many hard tech founders face, and emphasizes the need for collaboration within the startup community to drive innovation.

Takeaways

• Rampart is innovating in the communication space, focusing on defense and commercial applications.
• Understanding the physical layer of communication is crucial for security.
• "Layer Zero" security is foundational and often overlooked in cybersecurity discussions.
• Breaking the kill chain is essential for effective transmission security.
• Hard tech development faces unique challenges, including funding and commercialization.
• Customer-centric design is vital for successful product development.
• Navigating the valley of death is a common struggle for hard tech founders.
• Collaboration within the startup community can lead to transformative solutions.
• Product-focused thinking should evolve from simple solutions to complex systems.
• The right timing and market need are critical for startup success.

About Keith Palmisano

Keith Palmisano has over two decades of experience in cybersecurity — the majority in the US Executive Branch, as a research scientist, operations officer and technical leader. He’s made a career of researching vulnerabilities, leading teams of engineers and analysts, and communicating vetted and valuable intelligence to US policymakers. He is a recognized leader in wireless communications, offensive and defensive information security, and physical layer security. Keith holds a B.S. degree in Mathematics and Computer Science from Grove City College.

Links

Website: https://rampartcommunications.com/
LinkedIn: https://www.linkedin.com/in/kpactual/ 

Callye Keen speaks with William Treseder, Chief Strategy Officer at the Marine Innovation Unit and SVP at BMNT, a pivotal organization in the defense innovation space. William shares insights from his diverse career, discussing everything from 3D printing with his kids to complex defense contracting and the changing landscape of defense technology innovation.

Key Topics Discussed:

• Journey into Defense Innovation: William traces his path from the Marine Innovation Unit to his current role at BMNT, highlighting how his past experiences influence his approach to innovation.
• Impact of 3D Printing: Exploration of how 3D printing technology is not just a tool for creation but a gateway for young minds into the realms of engineering and problem-solving.
• Hacking for Defense: William discusses the program's multifaceted impact, from offering real-world problem-solving for students to acting as a bridge between academic institutions and defense needs.
• Barriers to Innovation in Defense: The conversation dives into the systemic challenges and evolving landscapes of defense procurement and the integration of new technologies from non-traditional sources.
• Future of Defense Innovation: Discussion on the potential shifts in defense contracting and procurement, emphasizing the need for models that accommodate rapid technological change and non-traditional defense solutions.

Key Quotes:

• "I've loved being a builder for a very long time, from zero to one phase, where you're just figuring things out." - William Treseder
• "Friction has built many great things, and curiosity—I'll make an argument for ignorance as well." - William Treseder
• "If you can hold on to that sense of curiosity, we're all better off, and some of those things will manifest as businesses later on." - William Treseder
• "The best decisions I've made were based on people...these are amazing people I want to work with." - William Treseder on joining the Marine Innovation Unit

About William Treseder:

Episode Summary:
In this episode of "The Startup Defense," Callye Keen sits down with Larsen Jensen, a former SEAL and Olympic athlete, who is making significant strides in the world of impact investing through his work with Harpoon. Larsen discusses his journey from a rural upbringing through elite athletics and military service to becoming a pivotal figure in defense-focused venture capital. He shares insights into the power of private capital to drive innovation in defense technologies and the importance of dual-use applications.

Highlighted Topics:

• Larsen's Diverse Background: From his roots on a Californian almond farm to competing in the Olympics and serving as a Navy SEAL, Larsen's unique experiences have shaped his approach to venture capital and impact investing.
• Impact Investing in Defense: Larsen discusses how impact investing can simultaneously achieve significant financial returns and provide essential capabilities to the defense sector, contributing to national security.
• Challenges of Dual-Use Technologies: The conversation delves into the nuances of dual-use technology development, emphasizing strategic go-to-market approaches for startups in the defense and commercial sectors.
• The Role of Private Capital in Defense Innovation: Larsen highlights how private capital is increasingly pivotal in bringing cutting-edge technologies to the defense market, potentially accelerating development cycles and implementation.
• Advice for Entrepreneurs: Larsen encourages entrepreneurs to take bold actions and leverage their unique backgrounds to innovate within the defense sector, stressing the importance of moving from planning to execution to truly understand market needs.

Key Quotes:

• "I'm passionate about making the improbable possible." - Larsen Jensen
• "Everything's out of reach until it's not." - Larsen Jensen on breaking into the defense industry
• "We need to mass our resources where there is a gap in the market we can exploit." - Larsen Jensen on strategic market entry
• "Stop thinking too much and start doing more." - Larsen Jensen on taking action in entrepreneurship

About Larsen Jensen:
Larsen Jensen is the Founder and General Partner of Harpoon Ventures—one of the first dual-use venture capital firms in Silicon Valley, now with over $300M AUM. Larsen has led dozens of investments in defense tech, cybersecurity, AI, enterprise infrastructure, and frontier technology. Prior to his entrance into venture capital, Larsen was a two-time Olympic medalist (2004 and 2008) and maintains the American record in the 400m swimming event. After the Olympics, Larsen served as a Navy SEAL. Larsen previously held investment and asset management roles at UBS, Goldman Sachs, Andreessen Horowitz, and Lightspeed Venture Partners. Larsen earned a Bachelor’s degree from USC and an MBA from Stanford.

In this episode, Robert Shelton, a retired tech industry professional, discusses his passion for artificial intelligence (AI) and its impact on various industries. He shares his background working at Microsoft and the company's role in the AI revolution. Shelton also highlights the transformation of the tech industry in the federal space, particularly in national security and intelligence. He emphasizes the importance of working with startups and small companies, as they often drive innovation and bring fresh perspectives to the market. Shelton explores the potential impact of AI on knowledge worker jobs and discusses the changing job landscape. He concludes with advice for startups, encouraging them to get their ideas out there and leverage platforms like YouTube and podcasts to gain visibility and support.

00:00 Introduction and Passion for AI
Callye Keen introduces Robert Shelton, who shares his post-retirement passion for artificial intelligence and programming, highlighting the rapid advancements in generative AI.

01:16 Shelton's Tech Background and Microsoft's AI Initiatives
Robert delves into his extensive background in technology, focusing on his time at Microsoft and their significant contributions to the AI revolution.

02:09 Microsoft's Role in Defense and Intelligence
The conversation shifts to Microsoft's proactive stance in the defense sector, especially when others stepped back, and how startups began contributing to national security.

02:59 The Transformation of the Tech Industry Towards Federal Space
Discussing the tech industry's evolution, Robert and Callye explore the impact of startups and innovation on national defense and security solutions.

11:09 The Impact of AI on the Workforce and Industry
The dialogue turns to the broader implications of AI on jobs, the workforce, and how it's changing the landscape for programmers and other knowledge workers.

29:36 Future of AI and Advice for Startups
Robert shares his perspective on the future possibilities with AI in national security and offers valuable advice for startups looking to make an impact.

Takeaways

• Artificial intelligence (AI) has the potential to revolutionize various industries, including national security, mental health, and data analysis.
• Startups and small companies play a crucial role in driving innovation and bringing fresh perspectives to the market.
• The adoption of AI may lead to changes in the job landscape, with certain career fields being reduced or eliminated while new opportunities emerge.
• The accessibility of AI tools and platforms allows startups to compete with larger companies and create impactful solutions at a fraction of the cost.
• Entrepreneurs should focus on getting their ideas out there and leveraging platforms like YouTube and podcasts to gain visibility and support.

This conversation explores the shift from manufacturing in China to Mexico, particularly in the context of the Southern California manufacturing renaissance. The guest, Terry Arbaugh, discusses the benefits of manufacturing in Mexico, including proximity to the US market and the ability to work closely with customers. The conversation also touches on the opportunities in defense tech and the potential for regulation changes to support domestic sourcing. The importance of getting people excited about manufacturing and the impact it can have on communities is highlighted.

Takeaways

• Manufacturing in Mexico offers benefits such as proximity to the US market and the ability to work closely with customers.
• The Southern California region is experiencing a manufacturing renaissance, with increased investment and growth in the industry.
• Opportunities in defense tech are expanding, and near-shoring in Mexico can provide a strategic advantage.
• Regulation changes may support domestic sourcing and encourage the growth of manufacturing in the US.
• It is important to get people excited about manufacturing and showcase the impact it can have on communities and the world.

Chapters

00:00 Introduction and Background

03:23 The Shift from China to Mexico

09:14 Benefits of Manufacturing in Mexico

12:20 The Southern California Manufacturing Renaissance

19:46 Participating in the Growing Ecosystem

23:32 Opportunities in Defense Tech

27:21 Regulation Changes and Near-Shoring

29:17 The Long-Term Impact of Manufacturing

32:27 Getting People Excited About Manufacturing

38:49 The Importance of Marketing Manufacturing

Welcome back to The Startup Defense, in this week’s episode Callye Keen talks with John Ferry about innovation in government contracting. Ferry shares his background from military service to working acquisitions.

Topic Highlights:

[00:00] Introduce John Ferry
Callye Keen introduces John Ferry, CEO of UseRogue.com, an organization blazing the trail of applying AI to the GovCon industry. 

[02:12] The DARPA Experience and Technology Transition 
Ferry's recount of his tenure at DARPA illuminates the process of transitioning technology from labs to operational forces. This segment explores the nuances of bringing innovative solutions to the warfighter, emphasizing the organizational skills required to navigate the defense ecosystem.

[04:00] The Role of AI in Streamlining Acquisition
Highlighting his passion for applying cutting-edge technology to government procurement, Ferry discusses how automation and AI can revolutionize the acquisition process, making it faster and more efficient.

[07:00] Misconceptions in Selling to the Government 
Ferry addresses common misconceptions about selling technology to the government, shedding light on the distinction between users and customers within the DoD. This discussion is crucial for startups aiming to navigate the complex web of defense procurement successfully.

[18:28] Rogue: Revolutionizing Proposal Writing with AI 
An in-depth look at Rogue, Ferry's venture into using AI for proposal writing, offers a glimpse into the future of GovCon. This highlight underscores the transformative potential of AI in reducing the complexity and cost of proposal writing, making defense contracting more accessible.

[29:16] The Defense Innovation Ecosystem: A Call for Realistic Expectations 
Ferry critically examines the current state of defense venture capital and innovation, urging startups to temper their expectations and understand the long-term nature of DoD contracting. 

Parting Thought:

"Invest as much time into the people as you do into the process... You can make a quick buck, but you can't make a long buck if you do it wrong."  John Ferry

Callye Keen - Kform

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

John Ferry - UseRogue.com

With over 15 years of work experience in the defense and government sectors, John Ferry is the Chief Executive Officer of UseRogue.com, a company that applies AI to the GovCon industry. He is also the President of Trenchant Analytics, LLC, where he oversees the company's strategic vision, business development, and customer relations. John has a Masters of Public Policy from George Mason University and a Bachelor of Arts in Business Administration from American Military University. As a former Army officer and Special Forces candidate, John has a deep understanding of the needs and challenges of the operational force, and he leverages that expertise to match user needs and technology capabilities to identify opportunities for technology transition.

LinkedIn

UseRogue.com

Tacgov.com

Dave Sterling of Royce Geo and Callye Keen (Kform) discuss the fusion of commercial technology, complex data, and national security. Sterling's unique perspective on the intersection of defense, technology, and startup culture offers invaluable insights for innovators and leaders in the defense sector.

Topic Highlights:

[00:00] Introduce Dave Sterling
Callye Keen introduces Dave Sterling, CEO of Royce Geo a leader within the IC and DoD in enterprise IT, advanced analytics, and intelligence modernization, rapidly increasing intelligence production, situational awareness and delivering answers to some of the hardest issues currently facing US national security.

[05:08] The Convergence of National and Commercial Intelligence
Discussing the integration of national technical means and commercial data, Sterling emphasizes the need for practical technical expertise. He details how Royce Geo leverages this convergence to provide actionable intelligence, illustrating the company's strategic shift towards comprehensive, tech-driven solutions.

[09:00] The Role of Advanced Analytics in Intelligence
Sterling shares insights into Royce Geo's core competency in advanced analytics and its impact on agile data collection and processing. He reflects on the journey from traditional intelligence methods to pioneering real-time, automated data analysis, revolutionizing intelligence gathering.

[26:32] Talent Acquisition and Training in Intelligence 
A key focus for Sterling is harnessing untapped talent. He discusses the strategy of employing individuals with strong technical backgrounds and then immersing them in intelligence work, effectively bridging the gap between technology and defense intelligence.

[32:13] Future Trends in Commercial Space and Intelligence 
Looking ahead, Sterling predicts significant developments in commercial space, emphasizing the need for faster data transmission and processing. He foresees a growing reliance on commercial assets for national security, underscoring the importance of speed and resilience in intelligence operations.

"Really understanding the problem, I think, has been a big part of our success... If you really want to make it in this industry and have that enduring name... you've got to understand the problem. And if you do that, then I think the rest of it will come." - Dave Sterling

Callye Keen - Kform
https://kform.com/
https://www.linkedin.com/in/callyekeen/


Dave Sterling - Roye Geo
Dave started Royce Geo back in 2015 with the idea of making analysis more powerful with greater speed through automation. Fast – forward to today, Royce Geo is a leader within the IC and DoD in enterprise IT, advanced analytics, and intelligence modernization, rapidly increasing intelligence production, situational awareness and delivering answers to some of the hardest issues currently facing US national security. Sterling has over 20 years of geospatial expertise serving as analyst for NGA and building a GEOINT portfolio for KEYW (now Jacobs). It was this combined mission experience gained through government service and corporate capabilities development at KEYW that set the tone for what Royce Geo would be today and for the future… where unrelenting mission focus is combined with force multiplying innovation. Today, Sterling leads operations, strategy and sets corporate vision for Royce Geo.

https://twitter.com/Royce_Geo
https://www.facebook.com/roycegeoconsulting
https://www.linkedin.com/company/roycegeo  

In EP032 of "The Startup Defense," host Callye Keen engages with Roy Edwards, an expert in business automation and remote work. This insightful dialogue delves into the nuances of integrating AI and automation in both government agencies and commercial businesses.

Topic Highlights:

[00:00] Introduce Roy Edwards 
Callye Keen introduces Roy Edwards, President & Chief Operations Officer at Capital Presence, where he helps Organizations and the Military to #WorkWherever while being more productive using Microsoft Power Platform. 

[06:13] Embracing Automation and AI 
Discussing the early resistance and current embrace of automation, Roy Edwards highlights the evolution and impact of AI and automation in streamlining processes and enhancing efficiency in various sectors.

[13:09] The Transformation of Government Processes
Edwards shares insights on how government agencies are increasingly adopting automation, moving from traditional methods to more efficient, AI-enhanced processes, significantly improving operational capacity.

[20:30] The Necessity of Hybrid Work Models 
Keen and Edwards discuss the inevitability and current reality of hybrid work models, stressing the importance of adaptability in today's workforce and the role of existing technologies in facilitating this shift.

[29:00] Training and Security in Remote Work 
Addressing security concerns in remote work, Edwards emphasizes the importance of training and appropriate network use, ensuring data security even in non-traditional work environments.

[34:57] Building Remote Work Cultures 
The conversation shifts to how startups can cultivate a thriving remote work culture, focusing on the importance of clearly defined processes and core values for effective team collaboration and cultural integration.

[39:23] Advantages of Remote Teams for Startups 
Roy Edwards discusses the strategic benefits for startups in embracing remote teams, highlighting the potential for attracting diverse talent and the importance of adaptable processes in a remote setting.

"Processes over people, people over technology. That's my baseline." - Roy Edwards

Callye Keen - Kform

https://kform.com/ 

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

Roy Edwards - Capitol Presence

Roy is a Cloud executive, Microsoft Subject Matter Expert, and the current President and Chief Operations Officer of Capitol Presence. Roy specializes in Robotic Process automation, Artificial intelligence, and is a remote work advocate. He is the host of the Work Wherever Podcast.

https://www.linkedin.com/in/roy-edwards-spsme/

https://goworkwherever.com/

https://podcasts.apple.com/us/podcast/work-wherever-podcast/id1512353766 

In the riveting EP031 of "The Startup Defense," host Callye Keen engages with Eric Frahm from Gallium Solutions. This episode unveils the transformative trends in defense innovation, focusing on the integration of commercial technology into national defense. They explore the significant role of dual-use technologies and the evolving landscape of defense startups. Frahm, with his insights from AFWERX to Gallium, offers a compelling view of the future of defense innovation and its impact on national security.

Topic Highlights:

[00:00] Introduce Eric Frahm 
Callye Keen introduces Eric Frahm, founder of Gallium Solutions, where Eric and his team are focused on making government collaboration affordable, accessible, and achievable.

[02:03] Venture Capital in Defense Innovation 
Frahm notes the growing interest of venture capitalists in defense-focused startups, indicating a mature and investable ecosystem where dual-use technologies are gaining prominence.

[08:18] Navigating the Government Innovation Ecosystem 
Frahm reflects on the progress in understanding government processes within the defense innovation space, highlighting a shift from basic knowledge to a more sophisticated grasp of complex government systems, as observed at the Fed Supernova conference. This evolution indicates a deeper, more effective engagement of companies with government entities in defense innovation.

[18:16] Government as a Catalyst in Technological Advancement 
The conversation debunks the notion of the government merely being a customer, instead highlighting its pivotal role in driving technological advancements, especially in defense.

[21:17] Prospects of Defense Innovation 
Eric provides a future outlook on defense innovation, predicting an accelerated pace of change and the necessity for operational transformation to fully harness emerging technologies.

[29:40] The Critical Role of Manufacturing in Defense 
A discussion on the indispensability of manufacturing technology and resilience in national security, stressing the need for a robust industrial base to support and sustain defense requirements.

[31:29] Guidance for Startups in Defense Space 
Offering practical advice, Eric urges startups in the defense sector to seriously consider the complexities of government contracting and the importance of strategic planning and team building in this niche.

Parting Thought:

"In the defense space, if you think there's a shortcut, you're heading towards a brick wall." - Eric Frahm emphasizes the importance of respecting the process and commitment in the defense innovation sector.

Callye Keen - Kform

https://kform.com/ 

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

Eric Frahm - Gallium Solutions

With a successful 20+ year Air Force career focused on aviation and revolutionizing military operations and technology, Eric is focused on sharing his extensive knowledge with our team and clients. Eric was a founding member of the AFWERX Austin team and played a pivotal role in remaking the Air Force’s SBIR process. Eric became a master at crossing the “technology valley of death” between R&D and transition in the government. Today, he’s a mentor at startup accelerators across the country and a frequent public speaker. As our Strategic Advisor, Eric creates broad client strategy, identifies government opportunities, and helps set client efforts apart from the competition.

https://www.linkedin.com/in/eric-frahm/

https://www.galliumsolutions.co/