Category Visionaries Brad Bode, Founder CTO & CIO of ATLAS Space Operations: $37M Raised to Pioneer the Ground Software as a Service Category
ATLAS Space Operations is transforming how satellite operators communicate with their space assets through their innovative ground software as a service platform. With over $37 Million in funding, ATLAS has evolved from providing basic antenna infrastructure access to delivering a comprehensive cloud-based solution that enables satellite operators to efficiently retrieve data from space. In this episode of Category Visionaries, Brad Bode shares the company's journey from a bootstrapped startup to becoming a leader in both government and commercial space communications.
Topics Discussed:
- Evolution from ground station as a service to ground software as a service
- Building a dual commercial and government business model
- The growth trajectory of the space industry
- Navigating complex government procurement processes
- Future of space communications technology
- The role of software in modernizing space infrastructure
GTM Lessons For B2B Founders:
- Build a Two-Year Government Sales Runway: Brad emphasizes, "You must anticipate that it will take longer than you think. If you have a six month runway, that's not going to do it." B2B founders targeting government contracts need at least a two-year runway unless they have robust commercial revenue to sustain operations.
- Start Small with Government Contracts: "The best way to start accessing government money and making the government aware of who you are as a company is probably through these small business initiatives," Brad notes. Success in government sales requires starting with smaller contracts ($1-2M) to build credibility and past performance credentials.
- Develop Agency-Specific Strategies: "Each agency has been making it easier to bid on those programs," Brad shares. Different government agencies have distinct procurement processes and requirements. Success requires understanding and adapting to each agency's unique approach.
- Balance Commercial and Government Revenue: Brad explains their 50-50 revenue split between government and commercial, with government projected to reach 80%. Having both streams provides stability and multiple growth paths.
- Prioritize In-Person Relationships: As Brad's team says, government sales is "a contact sport." Traditional B2B marketing tactics don't work - success requires building relationships through in-person meetings and industry events: "There's no amount of Google Adwords you could do to help you with the government."
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