The Startup Defense

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 SterlingCallye 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 IntelligenceDiscussing 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 IntelligenceSterling 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 SterlingCallye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ Dave Sterling - Roye GeoDave 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/roycegeoconsultinghttps://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 ProcessesEdwards 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 EdwardsCallye Keen - Kformhttps://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 - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ Eric Frahm - Gallium SolutionsWith 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/

In an engaging conversation, Brandon Shelton, founder of TFX Capital and seasoned veteran, highlights the unique strengths of veteran entrepreneurs. He discusses how military experience shapes resilience and creative problem-solving, vital in the startup landscape. Shelton reveals the critical dynamics of founding teams, emphasizing a blend of mission-driven mindsets and domain expertise. He also tackles the delicate balance of hubris and humility needed for entrepreneurial success, providing insights into the emerging trends in defense technology investments.

In this engaging episode of "The Startup Defense," Callye Keen delves into the fascinating realm of AI and generative modeling in the manufacturing and defense sectors with Terry Miller. Discover how AI technologies are reshaping industries and the challenges they face. Dive deep into the vital importance of defining clear problems before seeking technical solutions. Topic Highlights:[00:00] Introduce Terry MillerCallye Keen introduces Terry Miller, Executive Director-Global Advanced Analytics at Johnson Controls, is an experienced Analytics service leader with a demonstrated history of working in the industrial automation industry. [01:23] Unlocking Manufacturing's AI Potential Explore the uncharted territory where manufacturing becomes a playground for AI, transforming it into an engineering, IT, and cybersecurity job.[08:00] Machine Learning Engineers: A Scarce ResourceTerry Miller highlights the scarcity of machine learning engineers and their crucial role in scaling AI solutions in industrial applications.[16:00] AI as an Augment, Not Replacement Delve into the role of AI as a valuable augment in production environments, reducing downtime, enhancing productivity, and mitigating staff shortages.[23:00] AI in the Defense Industrial BaseExamine the unique challenges and vast opportunities AI presents in the defense industry, driven by a multitude of small, specialized businesses.[27:00] Defining Clear Problems for AIUnderstand the importance of having a clearly defined problem before seeking technological solutions, and how this clarity can lead to impactful outcomes."In industry, you'll find examples where someone has realized the benefit of technology but then discovered that they didn't necessarily need a new technology; they could solve the problem with existing capabilities." Terry MillerCallye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Terry Miller - Analytics LeaderExperienced Analytics service leader with a demonstrated history of working in the industrial automation industry. Skilled in "Big Data" applications, IoT, IIoT, Predictive Modeling, Manufacturing Analytics, Engineering, Business Development, Project Engineering, Process Automation, and SCADA. Strong sales and marketing professional with a Master of Science (MS) focused in Predictive Analytics from Northwestern University.https://www.linkedin.com/in/terry-miller-b1333a62/ 

In this episode, Callye Keen engages with Mark Holden, a defense innovation expert in an insightful discussion on innovation in the defense industry. They delve into the challenges and opportunities within the defense industrial base, addressing topics such as scaling the force, modernization priorities, and the need for technological advancements in the ever-evolving landscape of great power competition.Topic Highlights:[00:00] Introduce Mark HoldenCallye Keen introduces Mark Holden, founder of HOLDEN, a professional services firm dedicated to offering top-notch content marketing and robust market strategy for companies, big and small, within the defense and aerospace markets.[01:40] Challenges and Opportunities in Defense Innovation Mark discusses the unique challenges and opportunities presented by the defense industry, emphasizing the importance of staying agile in the face of emerging threats and modernization needs.[07:20] The Role of Technology in Great Power Competition The conversation highlights the critical role of technology in responding to the demands of great power competition. It underscores the need for technological advancements to ensure the military's effectiveness in an evolving operational environment.[14:12] Unlocking Defense Industry Success Mark offers sage advice for solopreneurs and entrepreneurs aiming to enter the defense industry. He emphasizes the importance of identifying evangelists and building social proof, showing how these elements play a crucial role in gaining government interest and procurement.[33:00] Defining Lethality, Dispersion, and Mobility Mark emphasizes the significance of lethality, dispersion, and mobility in defense innovation. These components are crucial for improving survivability in modern warfare scenarios and addressing the challenges posed by emerging threats. [42:00] Engaging the Defense CustomerMark offers insights into how innovators can effectively engage with the defense customer. He encourages asking thought-provoking questions, embracing intellectual curiosity, and making use of community resources to understand the government's modernization priorities."Embrace the era of defense innovation, stay curious, and be part of the transformation. We're here to support innovators and enthusiasts as we navigate the evolving challenges and opportunities in this space." - Mark HoldenCallye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Mark Holden - HOLDENhttps://www.linkedin.com/in/mark-n-holden https://www.youtube.com/channel/UCqk8UYrKBqChKnfMn1de0yQ www.defensebyholden.com  Having served in our nation's military during the Global War on Terrorism, Mark transitioned to a Product Leader role in the Defense and Aerospace sector. Mark Holden has had the privilege of working with dynamic teams, focusing on advanced robotics, artificial intelligence, smart weapons, drones, missiles, tanks, lasers, and thermal imaging sensors. His collective effort has always been aimed at delivering game-changing, life-saving technologies for our warfighters.Now, Mark helms HOLDEN, a professional services firm dedicated to offering top-notch content marketing and robust market strategy for companies, big and small, within the defense and aerospace markets.

Join host Callye Keen in this insightful episode featuring Sean Matson, co-founder of MATBOCK. Sean's journey from a Navy SEAL to a successful entrepreneur is both inspiring and educational. Together, they discuss the intricacies of innovation, product development, and the defense industry. Topic Highlights:[00:00] - A Message from Host Callye KeenCallye shares with the audience a message regarding his audio quality. This was an important podcast to release, so while Callye’s audio quality is slightly degraded, Guest Sean Matson’s is good.[00:46] - Introduce Sean MatsonCallye Keen introduces Sean Matson, Co-founder MATBOCK, an organization that helps To Bring Disruptive Technologies to The Market and Empower Others in Our Journey.[08:20] - The Power of PrototypingThe importance of building prototypes, no matter how rudimentary they may seem. [16:29] - Bootstrapping Your StartupThe benefits of self-funding and taking a hands-on approach to reduce costs.[18:35] - Innovative Product DevelopmentMATBOCK's unique approach to creating products that stand out in the defense industry [00:25:31] - Starting Small and Scaling UpThe value of starting with minimal resources and gradually expanding.[31:13] - The Key to Successful PitchesSean's advice on crafting a pitch deck that's concise, informative, and captivating."As a startup, you have to start somewhere. You have to start moving in that path. Give me a prototype. I don't care how ugly the prototype is. Give me something to look at." - Sean MatsonTune in to this episode for an engaging conversation that delves into the world of startups, innovation, and the military perspective on entrepreneurship.Callye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Sean Matson - Co-founder MATBOCKhttps://www.matbock.com/ https://www.linkedin.com/in/sean-matson/ 

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 WalkerCallye 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 InnovationZach 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 WalkerCallye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Zach Walker - Co-founder ATX Defense atxdefense.com/cmmcZach 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.

Callye Keen engages in an educational conversation with Art Trevethan, unraveling the intricate layers of defense innovation, entrepreneurship, and the intersection of the private sector with the military. Trevethan, equipped with years of experience and insights, demystifies the path of innovations from conception to the hands of warfighters, emphasizing the pivotal role of collaboration, understanding, and actionable solutions in this dynamic ecosystem.Topic Highlights:[00:00] - Introducing Art TrevethanCallye Keen introduces Art Trevethan, Partner at RIIS Technologies, an organization that offers performance ready data science and artificial intelligence.[05:25] - Navigating the Valley of Death Art illuminates the hurdles faced by innovations in transcending the infamous “valley of death.” He underscores the need for a plan and experienced individuals to expedite the journey of prototypes from obscurity to implementation.[07:08] - The Startups’ Stint with the Military Callye Keen highlights the recurring challenge of innovation implementation in the DOD. He pinpoints gaps between idea inception, sales, and establishing a viable business, stressing that achieving a program of record isn't the panacea many believe it to be.[10:02] - The Dual-Use Dilemma Trevethan advocates for a dual-use approach, warning against the government being the sole customer. He shares insights from his entrepreneurial journey and emphasizes the unpredictability and fickle nature of federal contracts. [14:02] - Barriers to Innovation in DODCallye points out the inherent challenge faced by radical innovations in finding their footing within the DOD, attributed to specific problems lacking analogous solutions in the commercial market. [19:08] - The Tribe Concept of CollaborationArt elaborates on the "tribe" concept, a converging point for various defense stakeholders. He envisions a nexus where startups, primes, warfighters, military leadership, and acquisition professionals collaboratively forge solutions.Parting Thought:"We are in a great power competition...and it's a fairly pacing competition that we need to get our innovations out and move them quickly." - Art Trevethan. This statement encapsulates the urgency and imperative nature of innovation in defense, illuminating the pressing need for speed and efficiency in this era of global competitiveness.Callye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Art Trevethan - RIIS TechnologiesMedium -  https://medium.com/@ygthbLinkedIn - https://www.linkedin.com/in/arttrevethan/Email - art@RIIS.TECH or Art.Trevethan@gmail.comPhone - 614-579-7227About Art:As Partner at RIIS Technologies, Art leverages his technical proficiency and entrepreneurial insight to advance the culture of innovation. His team is consistently updated on market and technology trends, seeking opportunities to infuse these insights into the ecosystem of solution providers who may not have previously partnered with the military or federal government. Formerly serving the DOD Innovation community as Entrepreneur in Residence within the U.S. Army's modernization division - Army Futures Command > Army Applications Laboratory > Corporate Ventures - Art Trevethan is an entrepreneurial pioneer deeply involved in the startup and innovation landscape.

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 StartupsCallye 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 HurdlesThe duo addresses the major obstacles that are unique to defense startups, emphasizing the importance of perseverance and strategic planning. 14:33 - The Dual-Use DilemmaAndrew 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 DeathThe 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 PopularityThe 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 DynamicsCallye 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 AnalogyAndrew's comparison to Aesop's Fable accentuates the risks of over-diversification. He suggests a deliberate approach when targeting multiple markets. 32:58 - Commercialization & ExpansionThe 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 WiselyChoosing 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 GlennCallye Keen - Kformhttps://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.