The Startup Defense

Imagine if the complexities of government tech adoption, the disruption caused by AI and ML, and the power of compelling user stories were all decoded for you in one enlightening conversation. That's exactly what you're signing up for as Meg Vorland of DCode and DCode Capital graces our podcast. Meg offers us an insider's perspective on how DCode helps startups surf the opportunities surfacing at the intersection of government and technology.Technology has its tentacles wrapped around modern governance and its challenges. Commercial tech companies are taking the plunge into the government market, while innovation shops and programs like SOFWorks and Defenseworks are reshaping government's tech approach. But as AI and ML disrupt the market, we must confront significant hurdles. Meg Vorland, with her rich experience, provides us a roadmap to navigate this evolving landscape. She talks about DCode's role in guiding startups and aiding the government in identifying use cases and potential impact areas.We then pivot our discussion to an often overlooked aspect - understanding the user. Meg and I emphasize the power of 'listen mode', the art of asking the right questions to get the backstory. We also touch upon the role of a good connector in the ecosystem who offers insight and understanding. Wrapping up this insightful discussion, we value having a VC for market sentiment and intelligence and echo the importance of a mentor to maintain focus. Dive headfirst into this riveting conversation as we demystify the convergence of government and technology.

Join Callye Keen as he engages with inventive engineer and entrepreneur, Matt Bilsky. From innovative product design to the challenges of running a successful startup, this episode uncovers the intersections of creativity, technology, and business.Topic Highlights:00:00 - Decoding Product Design with Matt BilskyMatt Bilsky explores the intricacies of product design, discussing the importance of user-focused development and its role in creating successful, marketable products.17:12 - Emerging Trends in Engineering Bilsky provides an overview of current trends in engineering, their impact on product development, and the exciting potential they present for the future of technology.22:50 - The Role of Persistence in InnovationBilsky highlights the pivotal role of persistence in the realm of innovation. His personal anecdotes underscore the necessity of resilience in the face of adversity.41:07 - Deciphering the Start-up LandscapeBilsky delves into the thrills and spills of running a startup, sharing insights on the journey from conceptualization to realization, shedding light on the dynamics of modern entrepreneurship.43:04 - Navigating Business ChallengesAn honest examination of the challenges encountered in business from Bilsky's experience, offering valuable lessons for those stepping into the entrepreneurial world.44:12 - The Future of TechnologyBilsky concludes with a thought-provoking discussion on the future of technology, exploring its potential impacts on society and speculating on emerging trends in the field.Parting Thought:"The secret to successful product design is in understanding that it's not about what we make, it's about why and for whom we make it." - Matt Bilsky [01:45:30]Callye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Matt Bilskey - FLX Solutions, Inc. https://twitter.com/flx_solutions https://linkedin.com/company/flxsolutions https://www.facebook.com/FLXSolutionsInc https://www.linkedin.com/in/mbilsky 

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 EntrepreneurshipDave 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 DefenseCallye 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 DefenseCallye 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 DefenseDave 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 StartupsBoth 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 - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Dave Peterson - Fenix Grouphttps://www.fenixgroup.io https://www.linkedin.com/in/dave-peterson-042b30125/ 

Callye Keen engages with tech entrepreneur Nathan Mintz, known for his excellent ability to attract and develop talent. A discussion on successful team building, understanding one's strengths and weaknesses, and identifying individuals with a shared vision is explored. Mintz's journey from aerospace to start-ups, and even his political run, serves as a backdrop for this deep dive into leadership dynamics.Topic Highlights:00:00 - Radar Innovations: Insights from SpartanNathan Mintz discusses the founding of Spartan, its products, and the unique value proposition they bring to the automotive sector.03:15 - Technological Evolution: From Military to Civilian UseMintz talks about the challenges and opportunities of transitioning technologies from the defense sector to civilian uses, such as automated vehicles.06:42 - Navigating a Start-Up: Spartan’s Growth StrategyMintz discusses Spartan's approach to developing its product, growing the team, and the key elements to their success.09:30 - Competition and Innovation: Radar Technology's FutureThe discussion touches on how competition fuels innovation in the radar technology industry. A competitive landscape can stimulate innovation, pushing companies to continually evolve their products. In a field that is advancing rapidly, staying ahead necessitates constant exploration of new possibilities. 15:04 - AI and Radar: Unlocking New PotentialMintz provides insights on the use of AI and machine learning in radar systems and its potential to revolutionize the field.19:17 - Attracting Top Talent: Transition at SpartanNathan Mintz details his decision to step back from the operational role at Spartan, making way for Dr. Matt Markle. He underlines the importance of understanding one's role in the company and picking the right successor for each stage of development.20:00 - Insightful Leadership: Choosing The Right RoleMintz talks about the self-awareness and humility required in leadership roles. He describes his aspiration to always be the 'dumbest person in the room,' illustrating the significance of surrounding oneself with talented individuals.23:02 - The Start-up Experience: Finding the Right FitAccording to Mintz, individuals who are content with monotony may struggle in the chaos and unstructured environment of a start-up. He stresses the importance of the pioneering spirit and curiosity in thriving amidst the uncertainties of a start-up.24:15 - The Political Drive: An Engineer in the AssemblyMintz’s political aspirations show a through-line of dissatisfaction and a desire to change things for the better. His experiences, including running for state assembly and co-founding the non-profit, California Common Sense, are highlighted.26:05 - Entrepreneurship: Overcoming Self-DoubtMintz encourages aspiring entrepreneurs to take the first step towards their entrepreneurial journey, emphasizing that the fear of not realizing one's full potential should never hold one back.Callye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Nathan Mintzhttps://spartanradar.com/ https://www.linkedin.com/in/nmintz/ https://twitter.com/mintz4assembly 

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 SourceRob 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-SourceSlaughter 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 PracticalityThere 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 DefenseDelving 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 ImplementationCallye 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 DilemmaBoth 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 InnovationRob 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 - Kformhttps://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-unicornshttps://twitter.com/DefenseUnicorns

Episode Summary:In an enlightening conversation with Trish Martinelli, Callye Keen delves into the heart of problem-solving within the realm of defense innovation. They explore the intersection of bureaucracy and technological advancements, focusing on the role of an innovation mindset in revolutionizing the defense industry.Topic Highlights:00:00 - Embracing an Innovation MindsetAdopting an innovative mindset is vitally important, even within bureaucratic settings. Encouraging risk-taking and creativity, Martinelli highlights the need to foster an environment that facilitates progress and experimentation.16:01 - The Value of Innovation in Defense IndustryIn an engaging discussion with Callye Keen, Trish talks about the crucial role of innovation in the defense industry, emphasizing the need for industry-wide adoption of an innovation mindset to ensure national security and development.28:33 - Collaborative Approach to Innovation Discussing the evolution of the defense industry, Callye Keen shares his perspective on the increasing role of collaboration. The blending of commercial innovation and defense industry requirements is helping to expedite problem-solving and development.31:01 - Putting Users at the Center of SolutionsTrish elucidates the need for user-centric solutions within the defense department. She shares insights from Marina's book, "Hack your Bureaucracy", illustrating the need to improve user experience in the defense sector.29:00 - Learning from Commercial GiantsDrawing comparisons with UPS, Google, and Amazon, Callye encourages the defense sector to learn from the logistics and tracking systems of these industry leaders. This cross-industry learning is crucial to foster rapid innovation.33:42 - Engaging with Defense Entrepreneur ForumAs the Executive Director Emerita of the Defense Entrepreneur Forum, Trish advocates for joining passionate communities that are committed to problem-solving and innovation within the defense realm.34:00 - Understanding Ingredients and Knowing People for SuccessMartinelli lists two essential components for success in the defense department: understanding the systems and data, and knowing the right people. Building networks and asking good questions can significantly impact progress.Parting Thought:"Ask good questions, offer good solutions, and follow up. If you don't have a personal CRM or a way to process through LinkedIn connections and business cards, find your system that works or find a person that will do it for you." - Trish MartinelliCallye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Trish Martinelli - Defense Entrepreneur Forumhttps://www.linkedin.com/in/trishmartinelli-differencemaker/ 

Episode Summary:In a thought-provoking dialogue, host Callye Keen engages with Michael Meyer, an intrapreneur innovator, in discussing the complex intersection of software and hardware. They delve into the transformation of the design process, the challenges of reaching end users, the impact of bureaucratic barriers, and the power of innovation to overcome these hurdles.Topic Highlights:00:00 - Innovation CultureMeyer attributes this shift from a checklist-based approach to a more iterative, experimental innovation culture largely to a new generation of leaders within the military who view the world differently. As the mentality towards innovation shifted, it sparked the rise of new initiatives and gave birth to a culture that encourages open opinions and problem-solving.11:30 - “Default Laziness”Callye and Meyer discuss the current business culture of "default laziness", where organizations tend to outsource any complex problem that arises rather than dealing with it internally. 18:44 - Rethinking the Engineering ProcessMeyer underscores the shift in engineering, particularly as hardware's rapid evolution slows, and attention focuses on maximizing data utility and developing efficient software that fits within existing hardware constraints.19:54 - The Software Age and Hardware ConstraintsMichael suggests we're in the 'software age,' where due to the increasing cost and complexity of advancing physical technologies, focus has shifted to software design, data compression, and usefulness of data.22:06 - Innovation as Communication SolutionDiscussing the rise of AI, Meyer notes that much innovation is driven by the challenge of bypassing bureaucratic barriers to effective communication, creating systems that infer and predict needs, reducing the need for explicit instruction.23:36 - Hardware as Software's ResidenceKeen describes his role in creating adaptable and modular hardware systems to accommodate varying data and software needs. He emphasizes that modern hardware's primary function is to enable data collection and transformation.25:28 - The Misunderstood Relationship of Hardware and SoftwareMeyer challenges the notion that "software is eating hardware," suggesting instead that software development is now being forced to adapt to hardware constraints, leading to more efficient and thoughtful software design.26:27 - Software Design Influencing HardwareMeyer presents Tesla as an example of a company that's mastered the art of developing software and then building hardware to support it. This reverse approach could potentially simplify physical building.Parting Thought:"At the end of the day, what makes you an innovator, especially in today's world, is aligning passion. Find what matters the most to you in your life, and then just use that as your inspiration for all your solutions." - Michael Meyer Callye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://youtube.com/@kforminc  https://twitter.com/CallyeKeen Michael Meyerhttps://www.linkedin.com/in/michael-meyer-3a4442156 

Episode Summary:In this captivating conversation, host Callye Keen engages with his guest, Russell Waddell, in a deep dive into the world of manufacturing. Their discussion explores the evolution of manufacturing and the inherent need for collaborative work environments. The duo also underscores the significance of fostering talent and staying adaptable in a rapidly changing industrial landscape.Topic Highlights:00:00 - Rejuvenating the Manufacturing SceneThe duo delve into the resurgence of manufacturing, with Waddell noting that the focus should not be on competition, but on creating quality products and cultivating a talented workforce.11:07 - The Power of Passion and ExperienceKeen highlights the importance of hands-on experience and passion in shaping the best engineers, emphasizing how a non-monetary drive can lead to impressive results and innovative solutions in the manufacturing field.14:29 - The Shift Toward FlexibilityThe conversation underscores the shift in the defense industry from large, long-term platforms to smaller, more flexible ones. This move fosters efficiency and expedites the production cycle.21:06 - The Future of ManufacturingCallye predicts a brighter future for manufacturing, particularly in the reshoring initiatives downstream of the CHIPS Act. Russ shares his aspirations of contributing to this promising future by aiding the creation of unique, useful products.24:27 - The Role of Collaboration in ManufacturingRuss elucidates how modern manufacturing is a team sport, highlighting the necessity for a range of skill sets and cross-team collaboration for efficiency and effectiveness in the manufacturing process.Parting Thought"We're in a world that doesn't allow us to grow fast enough or have the right resources. The only way forward is through collaboration and connectivity. In the end, our goal is to make cool stuff, and if I can work with 10 people who are making cool stuff, I can make 10 times as much stuff." - Callye KeenCallye Keen - Kformhttps://kform.com/ https://www.linkedin.com/in/callyekeen/ https://www.youtube.com/channel/UCxJE64JgFTUAzDS3m-56FtA https://twitter.com/CallyeKeen Russell Waddellhttps://www.linkedin.com/in/russell-waddell/ https://www.russwaddell.com 

Episode Summary:Host Callye Keen converses with Andy Yakulis, expert in defense innovation, discussing how startups can navigate and leverage the defense industry's complex contracting vehicles. They delve into the concept of Other Transaction Authority (OTA), its potential for startups, and how the defense industry is encouraging and fostering innovation.Topic Highlights:00:00 - Understanding the Defense EcosystemThe defense industry is emphasized as a relationship business. Understanding various contracting vehicles, problem domains, and the industry's landscape can significantly benefit startups aiming for growth.07:21 - Unlocking Defense FundingKeen and Yakulis discuss the potential of various funding methods, including SBIR programs, OTAs, and other alternative contracting vehicles, to give startups the financial boost they need to thrive.15:31 - The Innovation in Defense IndustryYakulis details the unique role of startups in bringing innovation to the defense sector, how they fill a gap that traditional defense primes may not focus on due to their focus on large system developments.21:46 - The Power of OTAYakulis explains the advantage of Other Transaction Authority (OTA), a contract method that may be friendlier to startups. While every contracting officer has the ability to use OTA, certain defense innovation organizations specialize in this method, offering startups a potential pathway into the defense industry.22:25 - Strategy of OTAStartups should understand the distinction between prototype OTAs, production OTAs, and FAR-based contracts. A well-planned approach can prove beneficial in winning defense contracts.26:02 - Importance of Defense ExposKeen and Yakulis highlight the value of attending defense shows, where startups can connect with industry veterans, learn about the latest tech, and gain insights into community and innovation programs within defense.29:43 - Facilitating StartupsYakulis expresses that the DOD understands that startups are key to innovation. Hence, the department is working on breaking barriers and simplifying processes to make it easier for startups to demonstrate their technology.Parting Thought"We understand that startups are where innovation happens... We want new innovative technology. We want new businesses to apply and get involved." - Andy YakulisCallye Keen - Kformhttps://kform.com/https://www.linkedin.com/in/callyekeen/ https://www.youtube.com/channel/UCxJE64JgFTUAzDS3m-56FtA https://twitter.com/CallyeKeen Andy Yakulis https://www.linkedin.com/in/andyyakulis/ https://twitter.com/AndrewYakulis 

Episode Summary: Callye Keen sits down with Pramod Raheja, the co-founder and CEO of Airgility, a company pioneering drone and aerial robotics technology. They delve into the world of emerging tech startups, discussing the unique challenges, potential pitfalls, and the excitement of taking a new idea to market, with a particular focus on Department of Defense (DoD) solutions.Topic Highlights:00:00 - Societal Impact Fuels InnovationRaheja talks about the larger societal mission that drives Airgility, sharing the company’s aspiration to use drone technology to make a significant impact, be it in defending the country, sustainability, climate change, or search and rescue operations.21:54 - The Concept of Anti-Fragility in StartupsPramod Raheja explains the necessity of resilience and adaptability in startup environments, emphasizing the importance of team members who can roll with the punches. He underscores that this resilience will serve individuals well in their future careers.25:16 - Selling the Vision, Not the PaycheckCallye Keen points out the significance of selling the mission and vision of the startup rather than a lucrative paycheck. They explore the crucial role of authenticity in attracting top-tier talent who resonate with the company’s values.27:18 - Emerging Tech Market PotentialThe conversation touches on the misconception that drone technology is a saturated market. Raheja highlights the vast, unexplored potential in the UAS (uncrewed systems) sector, proving that it's nowhere near being "played out."29:08 - Persistence: The Key to SuccessIn concluding thoughts, Raheja shares the quintessential entrepreneurial wisdom of persistence. He encourages startups to stick with their vision, strive for the holy grail of product-market fit, and keep engaging with potential clients and the wider industry community.Parting Thought:Pramod Raheja leaves us with this parting thought about persistence, "You might think you're done, but something's right around the corner... So I would say that, and, and you know, and if you read, like I do a lot of reading of entrepreneurs, many thought about quitting... But you did because you're human. So I'd say persistence, just sticking with it."Callye Keen - Kformhttps://kform.com/ LinkedInYouTubeTwitterPramod Raheja - Airgility, IncLinkedInTwitter