Crossing the Valley

About Dave TuttleDave Tuttle’s career reads like preparation for exactly one mission: building defense logistics software that actually works at the tactical edge. After commissioning as an Army officer and deploying to Afghanistan, he transitioned to aerospace and defense investment banking on Wall Street, where he learned to decode J-books and understand the intricacies of defense budgeting and color of money. A second stint on active duty at Fort Bragg leading software teams within the JSOC enterprise showed him the power of great engineering paired with operational problems. This led him to Anduril, where he spent several years building their command and control hardware business and developing relationships with world-class engineers. Today, he continues serving in the National Guard while co-founding and leading Rune Technologies. His philosophy: every experience, from selling beverages to analyzing balance sheets to leading special operations software teams, compounds into a unique toolkit for navigating the defense market.About Rune TechnologiesRune Technologies builds software platforms for military logistics and sustainment operations. Their approach challenges decades of conventional wisdom. While legacy defense contractors have tried to push enterprise cloud software down to tactical units, Rune flipped the architecture entirely. Their platform starts at the tactical edge and works upward, recognizing that military logistics is inherently a bottom-up warfighting function. The company focuses on the Army and Marine Corps initially, tackling what Dave calls “the gnarliest problem”—how to sustain a 90,000-soldier force in near-peer conflict. Beyond simple dashboards and data visualization, Rune emphasizes automated course of action recommendations and machine-paced decision-making that enables logisticians to operate at the speed required in contested environments. The company raised a seed round led by Caffeinated Capital, achieved product-market fit in nine months (half their projected timeline), and recently closed a Series A led by Human Capital. Their recent announcements include a Marine Corps pilot contract through the Warfighting Lab, an Army CRADA focused on logistics data standards, and investment from In-Q-Tel.For more Rune: https://www.runetech.co/For more Crossing the Valley: www.valleycrossers.comFollow Dave: LinkedInFollow Noah: LinkedIn | X This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

About Jeff ColeJeff Cole is the CEO and co-founder of Hidden Level, bringing 20 years of experience developing radar and sensing technology for defense, intelligence, and commercial customers. Before founding Hidden Level, Jeff worked at Saab and SRC (a not-for-profit defense company), where he developed cutting-edge systems for customers including the Army, FAA, and NASA. He also collaborated with commercial giants like Google, Apple, Disney, and Amazon on early drone delivery initiatives, working directly with Astro Teller and Sergei Brin on what would become Wing.Born and raised in Syracuse, New York—an epicenter for radar and electronic warfare technology—Jeff built his expertise in an ecosystem surrounded by companies like Lockheed Martin, Raytheon, and Saab. This background gave him rare insight into both the technical challenges of advanced sensing systems and the procurement realities of government customers. At SRC, he co-founded Griffin Sensors, a wholly-owned subsidiary focused on commercial applications, which shaped his vision for a commercial-first defense company.Jeff’s approach combines technical depth with an entrepreneurial mindset learned from working with fast-moving commercial partners. His guiding principle: “If it wasn’t hard, it wouldn’t be worth doing.”About Hidden LevelHidden Level provides airspace awareness through passive radar and RF sensing technology that detects objects ranging from small, non-emitting drones to fighter jets and balloons. The company’s vertically integrated approach means they design and build everything in-house—software, firmware, phased arrays, and mechanical systems—using a modular “Lego” architecture that enables rapid deployment and reconfiguration.Founded with a commercial-first strategy, Hidden Level initially focused on enabling safe drone delivery and urban air mobility through subscription-based airspace monitoring services. Early customers included NASA, Joby Aviation (formerly Uber Elevate), and commercial enterprises. This commercial foundation proved critical when transitioning to defense applications, as the technology was designed from the start for exportability, interoperability, and rapid scaling.The company’s breakout moment came through a partnership with the U.S. Army. After starting with small SBIR contracts, Hidden Level progressed through an IDIQ vehicle with Booz Allen Hamilton as lead systems integrator, won APFIT funding in May 2023, and achieved program of record status under urgent capabilities in January 2024—just 18 months from initial prototype to fielded production systems. During the December 2024 drone crisis in New York, Hidden Level deployed sensors at Stewart International Guard Base in under 24 hours, enabling the apprehension of unauthorized drone operators within minutes.The company has raised over $100 million from investors including Quest Ventures, DFJ, Costanoa Ventyres, Washington Harbor, Lockheed Martin Ventures, and Booz Allen Ventures. With 130+ employees and growing, Hidden Level is scaling both commercial infrastructure deployments across U.S. cities and defense applications globally.Key Takeaways1. Commercial-first beats defense-to-commercial for dual-use companiesHidden Level’s approach didn’t take defense technology and try to commercialize it; instead, they built with commercial intent from day one and then adapt to defense needs. Hidden Level designed for subscription models, exportability, and interoperability—requirements that made government adoption easier, not harder. The modular architecture that enables rapid deployment in commercial settings (like the 24-hour Stewart AFB installation) directly translated to defense value. This approach avoids the vendor lock-in and compliance baggage that makes defense-to-commercial transitions so difficult.2. Reputation and relationships create momentum that capital alone cannotBefore Hidden Level existed, Jeff and his team had delivered advanced radar systems to demanding customers for two decades. This track record meant NASA, Joby, and Army customers believed in their ability to execute even when working from a basement. When first investor Tom Moss tripled his commitment within 48 hours and introduced Jeff to other VCs, it wasn’t just about the technology—it was about backing a team with proven delivery capability. For defense tech founders, past performance and domain expertise can be more valuable than a perfect pitch deck.3. APFIT and other bridge funds are really important to bridge the valley of deathHidden Level used small SBIR awards to maintain customer relationships, moved to an IDIQ through partnership with Booz Allen Hamilton, then leveraged APFIT funding to procure systems when the Army customer had validated demand but lacked budget. This represents a careful understanding of which funding mechanisms match which stage of technical maturity and customer pull. APFIT worked because Hidden Level had already proven the technology and had an evangelizing customer; it wouldn’t have worked two years earlier.4. Partnerships with primes require clear-eyed understanding of incentives and termsJeff’s advice on working with integrators like Booz Allen Hamilton and strategic investors like Lockheed Martin is notably nuanced. These relationships can be powerful but require understanding contractual vehicles (FAR parts 12 vs. 15), IP ownership, colors of money, and compliance requirements upfront. The relationship with Booz Allen worked because roles were clear—they were the lead systems integrator doing C2, Hidden Level provided sensors and integrated into their architecture. Going in eyes-wide-open about what the partnership actually entails prevents later frustration about doors not opening or unexpected IP constraints.5. Intentional product architecture enables speed at scaleHidden Level’s “Lego modular” design philosophy is a strategic choice that enabled their 18-month prototype-to-production timeline and 24-hour deployment capability. Components designed for one product line work across different applications, reducing development time for new variants when the Army wanted a vehicle-mounted system half the original size. This modularity also supports the dual-use model: the same core technology serves commercial airspace monitoring subscriptions and military counter-drone applications. Speed in defense tech isn’t about cutting corners—it’s about making architectural choices that create optionality and reduce integration friction from the start.For more on Hidden Level: Website | LinkedInFor more Crossing the Valley: Substack | YouTube | LinkedIn Follow Jeff: LinkedIn Follow Noah: LinkedIn | X This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

From University Lab to Critical Defense SupplierAbout Jonathan RowntreeJonathan Rowntree brings three decades of materials commercialization experience to his role as CEO of Niron Magnetics. His background spans scaling technologies across consumer electronics, industrial applications, automotive, and defense sectors. Before joining Niron in 2022, Rowntree led global businesses and specialized in taking new material technologies from development to market-scale production. His experience includes both successful ventures and instructive failures in solar thermal materials and heat transfer applications. Rowntree describes his 30-year career as an "apprenticeship" that prepared him to tackle the unique challenges of scaling breakthrough magnet technology during a critical geopolitical moment.About Niron MagneticsFounded in 2013 and spun out of University of Minnesota research, Niron Magnetics has developed the world's most powerful rare earth-free permanent magnet using iron nitride technology. The company's breakthrough material delivers 2.4 Tesla magnetic strength compared to 1.4 Tesla for traditional rare earth magnets, while using abundant materials (iron and nitrogen) that can be sourced anywhere. Niron has raised over $150 million in development funding and secured strategic investments from automotive OEMs (GM, Stellantis), tier-one suppliers (Magna, Allison), and technology companies (Samsung). The company serves multiple markets including audio, industrial motors, automotive, and defense applications. Their first commercial manufacturing facility breaks ground in fall 2025 in Minnesota, with plans for global expansion to meet tripling demand by 2030.For more Crossing the Valley: https://www.linkedin.com/company/crossing-the-valley For more on Niron: https://www.nironmagnetics.com/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

About Dan WrightDan combines deep operational experience with strategic thinking about technological competition. Starting his career as a lawyer at Goodwin Proctor, Wright made the transition to technology by joining AppDynamics as one of the early employees, eventually becoming COO. He then served as CEO of DataRobot before co-founding Armada in 2022.Dan combines three critical elements that prepared him for building Armada: legal expertise that taught him to understand complex regulatory environments, operational experience scaling enterprise software companies, and a data-centric worldview developed across three technology companies focused on extracting value from information.About ArmadaArmada has positioned itself as "the hyperscaler for the edge" - building distributed cloud infrastructure for the 70% of the world not served by traditional data centers. The company's core product line consists of modular data centers called Galleons, ranging from suitcase-sized units (Beacon) to megawatt-scale facilities (Leviathan).The company's strategy centers on three technological convergences: Starlink bringing fiber-quality connectivity to remote locations, the explosive growth of edge data generation (75% of all data by 2025), and the rise of AI capabilities. Armada combines these trends into a full-stack platform that processes data locally rather than sending it to centralized cloud facilities.Operating across 70+ countries with over 10,000 connected assets, Armada serves both defense customers (including active work with the US Navy) and industrial clients in energy, mining, and manufacturing. The company has raised over $200 million from investors including Founders Fund, Lux Capital, and Microsoft, with their latest $131 million round announced alongside their "American AI Dominance" strategic framework.To learn more about Armada: https://www.armada.ai/Follow Dan: https://www.linkedin.com/in/wrightdhFollow Crossing the Valley: https://www.linkedin.com/company/crossing-the-valley This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

Case Study: Blue Water Autonomy's Lightning-Fast Series AAbout the GuestsRylan Hamilton is Co-founder and CEO of Blue Water Autonomy, bringing a unique combination of naval service and commercial robotics expertise. After his Navy career, Hamilton spent years in the commercial robotics space focusing on warehouse and logistics automation, giving him deep understanding of both military requirements and commercial-scale robotics deployment.Austin Gray is Co-founder of Blue Water Autonomy and a prominent voice in the maritime autonomy and defense technology movement. Gray combines operational understanding of defense acquisition challenges with strategic thinking about how commercial innovation can reshape military capabilities.About Blue Water AutonomyBlue Water Autonomy is developing medium unmanned surface vessels specifically designed for U.S. Navy operations. Based outside Boston, the company is building on the region's robotics expertise, drawing talent from successful companies like Amazon Robotics and iRobot.Their vessels are approximately half a football field in length - large enough for cross-ocean operations but small enough to be manufactured at dozens of mid-tier shipyards rather than requiring major naval facilities. The company focuses on creating "attritable" platforms that balance capability with cost-effectiveness, designed around cost-to-kill ratios rather than pure survivability.The team has grown rapidly from stealth to over 50 employees, including key hires like COO Tim Glinatsis (20+ years in naval shipbuilding) and ship designer Ryan Maatta (formerly on a DARPA autonomous ship program). This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

Fortem Technologies - From Radar Innovation to Counter-UAS LeaderAbout Jon GruenJon brings a unique combination of operational experience and defense industry knowledge to his role as CEO of Fortem Technologies. After graduating from the U.S. Naval Academy, he served 10 years on active duty as a Navy SEAL, including multiple deployments to Afghanistan and Iraq during Operations Enduring Freedom and Iraqi Freedom.His transition to the private sector began in 2007 when he joined the Navy Reserve while simultaneously building his commercial career. He spent 11 years at Lockheed Martin learning acquisition processes and big program management, while concurrently commanding unmanned aerial system units in the reserves for four years. This dual perspective gave him front-row seats to both the traditional defense contracting world and the emerging defense innovation ecosystem.Before joining Fortem, Gruen worked as an operational consultant helping multiple aerospace and defense startups navigate the valley of death. He took the helm at Fortem in 2022.About Fortem TechnologiesFounded in 2016 by Adam Robertson, Fortem Technologies began as a radar company leveraging Robertson's decades of experience developing military radars, particularly for IED detection during the Wars on Terror. Robertson's breakthrough was creating an architecture that enabled very low size, weight, power, and cost (SWAP-C) radar systems.The company's evolution accelerated when DARPA recognized the potential of their small radar technology and suggested mounting it on drones in 2018. This led to Fortem developing comprehensive counter-UAS solutions spanning the entire detect-to-mitigate spectrum:* Ground-based and airborne radars with edge computing and AI* Command and control software integrating multiple sensors* A family of counter-UAS drones using various effectors (nets, explosives, future high-powered microwave)* Man-portable systems that fit in commercial trucks for tactical mobilityFortem has been operationally deployed in Ukraine for over three years, working with border guards and other units while providing real-time intelligence on electronic warfare environments to U.S. government agencies. They've also developed significant homeland security capabilities, becoming the only approved kinetic solution for safely removing drone threats in the continental United States.For more on Fortem: fortemtech.comFor more Crossing the Valley: valleycrossers.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

How Palantir, SpaceX & Anduril Veterans Are Redefining Cybersecurity for the Defense Industrial BaseAbout the GuestsNik Seetharaman and Grace Clemente represent perhaps the most elite defense tech pedigree possible. Between them, they've touched the holy trinity of modern defense juggernauts: Palantir, SpaceX, and Anduril.Nik's journey began in special operations before transitioning to the private sector. At Palantir, he learned the art of aggressive execution and brutal feedback loops that forge high-performing teams. His stint at SpaceX reinforced the culture of rapid iteration and learning from failure. But it was at Anduril where he faced his defining challenge: becoming the first security engineer at a company scaling from 100 to 4,000 people while building weapon systems under constant foreign adversary attention.Grace built her expertise in the most sensitive areas of corporate security—insider threat and counter-espionage programs at both SpaceX and Anduril. She witnessed firsthand the daily reality of nation-state adversaries attempting to penetrate critical infrastructure and defense technology companies. Her experience shaped a deep understanding of what real security looks like versus the theater of compliance checkboxes.Their pain points weren't academic—they were personal and professional crises. Waking up at 3 AM to alerts, logging into 40+ different security tools, spending hours gathering context for simple decisions, and watching talented security professionals burn out from cognitive overload and poor tooling.About WraithwatchWraithwatch emerged from a simple but profound question: What would we have wanted to gift ourselves as lone security engineers told to "protect the company" with 100,000 possible next steps?The company addresses a fundamental market shift in defense technology. Security has evolved from a cost center to a revenue generator. Defense companies literally cannot sign government contracts without robust security controls, making cybersecurity teams direct contributors to revenue generation rather than overhead expenses.Wraithwatch's core innovation is a unified security platform that breaks down the data silos plaguing modern cybersecurity. Instead of forcing teams to operate 40+ point solutions, Wraithwatch creates a "digital twin" of customer environments and runs thousands of attack simulations to identify the most critical vulnerabilities and provide actionable remediation steps.Their "gain of function" approach uses advanced AI offensive capabilities to continuously improve defensive strategies—a co-evolution process that mirrors how nation-state adversaries actually operate. The platform deploys in as little as 22 minutes and immediately begins autonomous threat modeling without executing actual attacks against production systems.The user experience philosophy is radical for cybersecurity: make defenders feel like Tony Stark commanding an intelligent system rather than helpless operators drowning in alerts. This includes features like AI-generated daily briefs with voice narration, 3D network visualization, and one-click remediation capabilities.For more on Wraithwatch: https://www.wraithwatch.com/Follow Nik: On X | LinkedInFollow Grace: On X | LinkedInFollow Noah: On X | LinkedIn This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

About James BoydJames Boyd is the archetype of a mission-driven founder. Born in California but raised in the UK, his trajectory changed completely on September 11, 2001, when he was a Stanford computer science student. Instead of following his peers into consulting or investment banking, Boyd made the contrarian decision to enlist in Army Special Forces—a choice that would define his entire career.Boyd was in the First Special Forces Group for about three years. It was during these deployments that he experienced firsthand the friction between cutting-edge intelligence systems and the analog processes that dominated day-to-day military operations. This experience led him to Palantir, where he spent nearly seven years building and deploying data analytics platforms across special operations units.The combination of Stanford computer science education, Special Forces operational experience, and Palantir's high-velocity startup culture created a unique skill set: deep technical capabilities paired with intimate understanding of military operations and bureaucratic navigation. This intersection would prove invaluable when founding Adyton.About AdytonAdyton was founded in early 2020 with a simple but powerful thesis: while defense organizations had invested heavily in enterprise systems and data analytics, the actual warfighters—the people doing maintenance, training, and operations—remained trapped in analog processes using paper notebooks, clipboards, and manual data entry.The company's flagship product, Adyton Operations Kit (AOK), transforms these analog workflows into seamless digital experiences optimized for mobile devices. Rather than requiring new government-furnished equipment, AOK leverages the smartphones that service members already carry, addressing everything from personnel accountability to digital asset management to training coordination.Adyton's growth trajectory has been impressive: 500% growth in 2024, deployment across 39 of 59 Army Brigade Combat Teams, adoption by seven Special Forces groups, and recent expansion to multiple Navy aircraft carriers. The company achieved this scale through organic, bottom-up adoption—end users demanding the product rather than top-down procurement mandates.Follow James Boyd: https://www.linkedin.com/in/james-alexander-boyd/Learn more about Adyton: https://www.adytonpbc.com/Subscribe for more Crossing the Valley: www.valleycrossers.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

LeoLabs is Building the "Living Map" of Space ActivityAbout Tony FrazierTony Frazier joined LeoLabs as CEO after a distinguished career scaling technology companies in complex government markets. At Maxar Technologies, he served as Executive Vice President and General Manager of Earth Intelligence, overseeing partnerships with over 60 allies worldwide and supporting critical missions from humanitarian assistance to the Ukraine conflict. His earlier experience includes leadership roles at Cisco Systems and Infor, plus startup experience during the late 90s internet boom. Tony's unique combination of product expertise, P&L management, and deep government market knowledge made him the ideal leader to scale LeoLabs from innovative technology to mission-critical infrastructure.About LeoLabsFounded in 2016, LeoLabs commercialized radar technology from Stanford Research Institute to create the world's most comprehensive space domain awareness platform. The company operates a globally distributed network of 11 radars across 7 countries, tracking over 24,000 space objects daily and providing persistent monitoring services to government and commercial customers. LeoLabs has raised over $140 million through Series B funding and serves a diversified customer base spanning US government (33% of revenue), international governments (60%), and commercial space operators (7%). With recent wins including a $60 million STRATFI award and $4 million TACFI award, the company is positioned to scale its next-generation "seeker" class radar technology as space activity explodes toward 100,000+ trackable objects in the coming decade.For more about LeoLabs: https://leolabs.space/For more Crossing the Valley: www.valleycrossers.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

About Lieutenant General (ret) Ross CoffmanRoss Coffman represents a rare breed in defense innovation - a senior military leader who transitioned directly from the Pentagon to startup leadership. During his final seven years in the Army, Lt Gen Coffman was deep in technology, serving as director of the next generation combat vehicle cross-functional team before becoming deputy commanding general for combat development at Army Futures Command from 2022 to 2024.His portfolio at Army Futures Command spanned satellite payloads to vaccines for monkeypox - giving him a unique perspective on how the military evaluates and adopts new technology. After 35 years of military service, Lt Gen Coffman joined Forward Edge-AI as president, a company building cybersecurity products for the quantum age.About Colonel Dan CormierColonel Cormier brings the operational perspective as both a seasoned warfighter and current educator at the Naval Leadership and Ethics Center in Newport. His focus on senior leader development provides crucial insight into how bureaucratic processes shape military thinking, particularly the tension between compliance-based junior leadership and the dynamic thinking required at senior levels.About Forward Edge AIForward Edge AI is an early-stage startup focused on cybersecurity for the quantum age. The company's core values align with national defense, public safety, and national security - a mission alignment that drew Coffman from his military career to startup leadership.For more on Ross Coffman: https://www.linkedin.com/in/ross-coffmanFor more on Daniel Cormier: https://www.linkedin.com/in/daniel-j-cormierFor more Crossing the Valley: www.valleycrossers.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

Case Study: Bridging the Strategy-Industrial Reality GapAbout the ExpertsBecca Wasser and Phil Sheers from the Center for New American Security (CNAS) authored "From Production Lines to Front Lines: Revitalizing the U.S. Defense Industrial Base for Future Great Power Conflict." Wasser specializes in defense strategy and great power competition, while Sheers focuses on defense budgets and acquisition policy. Their research combines strategic analysis with practical policy recommendations.About CNASThe Center for New American Security is a leading defense policy think tank that bridges the gap between government and industry through rigorous research and strategic analysis. CNAS's defense industrial base work examines how America's manufacturing capacity intersects with national security strategy, and makes recommendations for policymakers and industry leaders on navigating the transition from “Pax Americana” to great power competition. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

About Dr. Alex MillerDr. Alex Miller serves as the Chief Technology Officer of the United States Army, a position that oversees technology modernization across one of the world's largest and most complex organizations. An intelligence professional by trade, Miller was elevated to this strategic role to drive the Army Transformation Initiative—the most significant military modernization effort in decades. Working directly with Army Chief of Staff General Randy George and Secretary Dan Driscoll, he manages everything from organic industrial base operations (e.g., production of ammunition for the Joint Force) to next-generation command and control systems.About the Army Transformation InitiativeThe Army Transformation Initiative represents a fundamental shift in how the military acquires, tests, and fields technology. Directed by an April 30th memo from the Secretary of Defense, the initiative focuses on two critical areas: divesting outdated systems and investing in war-winning capabilities. The program encompasses everything from holistic soldier fitness to counter-drone warfare, magazine depth for missile systems, and close combat force equipment. What makes this transformation unique is its emphasis on real soldier testing through the "Transforming in Contact" program, where three brigades serve as beta testers for new technologies in demanding training environments. Rather than relying on contractor demonstrations, the Army is letting soldiers determine what works in actual field conditions—from Louisiana swamps to freezing German winters.Timestamps:[00:01:33] Army 250th birthday celebration and family military legacy[00:03:15] Role and scope of Army CTO - "The Army does everything, everywhere, all the time"[00:05:51] Army Transformation Initiative focus areas and modernization priorities[00:07:45] Counter-drone warfare: "This generation's IED flying at 100 mph"[00:10:01] "Transforming in Contact" - fixing broken Pentagon procurement process[00:14:02] Learning from ABMS failures and structuring top-of-funnel experimentation[00:18:30] The divestment challenge: divesting old equipment and congressional battles[00:20:40] RQ7 Shadow case study: $77M for sub-50% readiness rates[00:22:30] Humvee divestment after 40 years and 103,000 vehicles[00:24:45] Detachment 201 deep dive: Big Tech executives commissioning as Lieutenant Colonels[00:33:28] Final thoughts: Building irreversible momentum beyond personality-driven changeCheck out the full interview on YouTube and follow Crossing the Valley on LinkedIn! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

Checking in on Accrete: Building a Dual-Use AI Company That ScalesAbout Brian Drake & Bill WallBrian Drake serves as Federal Chief Technology Officer at Accrete AI, bringing deep government intelligence experience from his time at Defense Intelligence Agency (DIA). Bill Wall leads federal operations, managing the complex dance between classified and unclassified work across government contracts. Together, they've built a successful dual-use AI company that serves both commercial and government markets effectively.About Accrete AIAccrete AI develops decision analytics platforms that process massive information flows to identify patterns and predict outcomes. Their technology began in the commercial music industry, helping record labels identify viral talent from millions of social media posts. This same capability now serves government customers for information operations, supply chain risk assessment, and cognitive warfare applications. The company recently secured a $15M strategic financing agreement from the Air Force.For more on Accrete: www.accrete.aiFor more Crossing the Valley: valleycrossers.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

About Brian StreemBrian Streem is the founder and CEO of Vermeer, a company building vision-based navigation systems for GPS-denied environments. His unconventional path began at NYU film school, where a screenwriting teacher taught him that good stories are "both unpredictable and inevitable" – a principle that would define his entrepreneurial journey. Streem became one of the first legal drone cinematographers in America, working on Fast & Furious movies and Steven Spielberg films before pivoting to defense tech.About VermeerVermeer develops hardware-software systems that enable drones to navigate without GPS by using computer vision and locally stored terrain databases. Their solution combines cameras, NVIDIA chips, and neural networks to match real-time imagery with pre-loaded 3D maps, creating jam-proof navigation for military applications. The company has secured millions in product sales and works with tier-one defense contractors across the US, Europe, and Asia.Key Takeaways1. Customer Discovery at Scale Beats Perfect Pedigree: The story that defines Brian’s hustler ethos takes place in a cabin on a lake during COVID. Brian scraped 50,000 .mil emails for DoD personnel, emailed every one, and conducted over 2,000 individual conversations to understand the market before he started his business. This aggressive customer discovery revealed that GPS-denied navigation was the #1 problem across multiple military branches. Customer discovery is the way. In his own words: "Don't build a goddamn thing. Speak to a thousand people who have a lot of money in your market and ask them what their biggest problem is." 2. Naivety Can Be Your Greatest Weapon: Brian’s lack of defense experience became an advantage. While experts said solutions already existed, he asked simple questions: "If it exists, where is it? Why do they tell me it's still a problem?" His outsider perspective led him to pursue solutions that insiders had dismissed, ultimately winning five Phase II SBIRs in his first year.3. Test in Real Conditions or Risk Building Fantasy Products: Instead of raising venture capital, Streem moved to Ukraine for 14 months to test his product in actual combat conditions. "There's no point of wartime technology if you don't fight in a war," he argues. This real-world testing revealed critical issues – like the challenge of testing $30,000 systems on one-way drones – that he simply wouldn’t have learned as quickly back home in the comforts of the United States. 4. Services Revenue Can Fund Product Development: Vermeer is not Brian’s first startup. He previously funded software development by running a drone cinematography service company, which generated millions in revenue. But like many founders who start with services and aim to pivot to products, he hit a wall — he captured most of the Hollywood market, and realized that he couldn’t scale himself as fast as he wanted to grow his business. At the same time, he saw that "investors would rather fund your product from zero" than hear about “distracting services revenue.” They wanted him to focus. 5. Solve the Hardest Version of the Problem First: Brian discovered that in some ways, "Hollywood drone cinematography is actually harder than military drone missions" because of their highly specific aesthetic requirements and demands around precision. Learning to fly for Hollywood actually made it easier to handle the military applications. Just like Tesla started with the high-end car, and SpaceX started with bespoke missions, solving the complex use case first created competitive advantages that have proven sticky.Brian is a star in the making — honestly, listen to this on 1.5x if you have to, but don’t delete this email. You can thank me later.For more on Vermeer: getvermeer.com For more on Brian: https://www.linkedin.com/in/brianstreem/For more Crossing the Valley: Valleycrossers.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

Building Multi-Domain Capabilities Through Iterative ExperimentationAbout our GuestsRepeat guests from Episode 43, Lt Colonel Tommy Burns and Lt Colonel Aaron Ritzema are completing their tours with the 2nd Multi-Domain Task Force in Germany, where they've spearheaded some of the Army's most innovative experimentation efforts. Both officers bring operational experience to the challenge of transitioning emerging technologies from concept to battlefield capability.As they prepare to transition to new roles, they re-joined Crossing the Valley to share their experience leading the Arcane Thunder exercise, and to give a candid look into what worked, and what didn’t, as we look toward the future.Key Takeaways1. Network Architecture Enables All Other CapabilitiesThe exercise's biggest breakthrough was achieving real-time data sharing between operations in Poland and Arizona. This network integration became the foundation for every other success, enabling live video feeds across continents and coordinated multi-domain operations. Without robust network architecture, individual technologies remain isolated capabilities rather than integrated systems.2. Honest Assessment Accelerates Innovation CyclesDespite multiple drone crashes and weather setbacks, the team gave themselves a "passing grade" because they proved the core digital signal flow concept. This honest evaluation—celebrating successes while acknowledging failures—enabled rapid iteration and course correction. Organizations that hide failures slow their own progress.3. Training Systems Must Evolve With TechnologyThe unit broke Army records by launching 10 micro-HABs in one day (previous record was 5) because they developed deliberate training progressions from individual to collective tasks. Their success came from building human proficiency alongside technological capability.4. Performance Standards Need Development for New CapabilitiesUnlike traditional military capabilities with established time and accuracy standards, multi-domain operations lack comparative benchmarks. "We still don't even really know what good looks like yet," Burns explained. Building evaluation criteria and collecting baseline performance data must happen in parallel with capability development.5. Human Judgment Remains Critical in Automated SystemsEven with sensors automatically connecting to shooters across domains, empowered junior leaders remain essential. The exercise reinforced that technology should enhance human decision-making rather than replace it. "There's absolutely room for empowered junior leaders to execute within commander's intent," Ritzema emphasized, highlighting the enduring importance of the "humans over hardware" philosophy.For more on Arcane Thunder 25: https://www.dvidshub.net/news/496977/exercise-arcane-thunder-25-press-releaseFor more Crossing the Valley: www.valleycrossers.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

Case Study: How ULA CEO Tory Bruno Stewarded a Legacy Giant Through Existential ThreatsAbout Tory BrunoTory joined United Launch Alliance as CEO in August 2014, bringing four decades of aerospace experience and a track record of over 400 rocket launches. Previously at Lockheed Martin, he led programs in hypersonics, directed energy, and missile defense while running one of the company's largest and most profitable business units. Bruno initially resisted the ULA opportunity, preferring to work on critical national security technologies, until his wife (also a rocket scientist) convinced him that taking on the ULA mission would be too important for the nation’s space capabilities to pass up.Bruno is known for his technical depth, strategic foresight, and unconventional approach to business challenges. He is a steady hand in stormy waters. The contrast to his fellow space executives at SpaceX and Blue Origin is quickly apparent.About United Launch AllianceUnited Launch Alliance was formed in 2006 as a joint venture between Boeing and Lockheed Martin, combining their Delta and Atlas rocket programs. Created to solve a national security crisis when both companies threatened to exit unprofitable space launch, ULA became a "monopoly of service" focused on mission success over commercial competition.When Bruno arrived in 2014, ULA faced existential threats: Senator McCain had outlawed their primary Atlas rocket by 2017, SpaceX was emerging as serious competition, and the company culture was unprepared for competitive markets. The 50-50 ownership structure prevented traditional equity financing, requiring creative approaches to fund development of the new Vulcan rocket.Today, ULA maintains a 100% mission success rate, has achieved National Security Space Launch certification for Vulcan, and holds major contracts including a multi-billion dollar government award and 47 launches for Amazon's Kuiper constellation.For more on the United Launch Alliance, visit their website at https://www.ulalaunch.com/Tory recently launched the Burn Sequence Podcast - you can check it out here: https://www.youtube.com/watch?v=K2XFxZO6iLoPlease subscribe and share with friends — we’d love to keep doing this sort of in-depth, on-site work if you enjoy it! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

About JoshJoshua Steinman brings a unique combination of operational military experience, senior policy leadership, and entrepreneurial drive to the challenge of securing America's industrial infrastructure. A retired naval officer, Josh was one of the original "10 heretics" tasked by the Chief of Naval Operations to find asymmetric opportunities for the Navy - an effort that helped catalyze today's defense tech ecosystem.During the first Trump administration, Steinman served as Senior Director for Cybersecurity on the National Security Council staff, where he was responsible for all cyber, telecom, crypto, and supply chain policy. This role gave him intimate knowledge of the vulnerabilities in America's critical infrastructure and the sophisticated threats targeting these systems.After leaving government service, Josh co-founded Galvanick with Brandon Park (former Amazon global OT cybersecurity lead) and Feliks Pleszczynski (hedge fund trader). The team brings together expertise from military operations, large-scale industrial cybersecurity, and zero-failure financial environments.About GalvanickFounded just over three years ago, Galvanick focuses on securing operational technology (OT) - the industrial control systems that manage physical processes in manufacturing facilities, power plants, and other critical infrastructure. Unlike traditional IT cybersecurity, OT security requires deep understanding of industrial processes and the unique constraints of manufacturing environments.The company has developed a platform that provides real-time visibility and automated threat detection for industrial control systems. Rather than requiring defenders to manually correlate data across multiple systems - a process that can take hours, days, or weeks - Galvanick automatically generates comprehensive investigations in real-time.With a lean team of 14 people, Galvanick already protects manufacturing facilities for some of the world's largest companies. Their platform can be deployed in as little as 2.5 hours and operates with the passive monitoring approach required in zero-failure industrial environments.The company represents a commercial-first approach to a fundamentally dual-use problem. While their current customers are primarily large manufacturers, the same vulnerabilities exist across defense industrial base companies and military installations.For more on Galvanick: https://www.galvanick.com/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

SOF Week Part II: How Early Stage Companies’ Strategies Played OutLast week, we connected with the founders of EdgeRunner AI, Aurum Systems, and Distributed Spectrum before they made their way to Tampa for SOF Week.In this follow-up episode, we hear how they performed.Edgerunner AI: From Education to ValidationOriginal Objective: Meet "shot callers" (decision-makers at multiple levels) and educate the market about edge AI capabilities that operate without internet connectivity.Results Achieved:* Secured high-level meetings with SOCOM J3* Generated immediate follow-up meetings scheduled in Tampa* Validated that operators were "blown away" by internet-free AI capabilities* Announced Series A funding during the event* Demonstrated product at both their own booth and through Second Front Systems partnershipKey Learning: "Try to line up as many meetings as you can. Let people know you're going to be there and ask them to set aside time." The educational component worked—operators immediately wanted the technology once they understood it was possible.Evolution: The company is moving from "zero to one" in their market presence and aspires to use conference presence as a yard stick as they scale up (“we want to be on the big stage right next to Anduril.”)Aurum Systems: Discovery Through Direct EngagementOriginal Objective: Achieve a "public launch," validate technology with operators, and receive initial feedback from acquisition professionals.Results Achieved:* Received validation that they were "20 to 30% ahead of anything else we've seen" from acquisition professionals* Discovered entirely new use cases for their 3D reconstruction technology through direct operator conversations* Successfully demonstrated their Atlas platform for UAV autonomy* Participated in pitch competitions and secured good booth traffic in Accelerator AlleyKey Learning: The value of unexpected discovery—Jason noted that "everyone sees [our products] in a different light" based on their specific problem sets. This led to previously unconsidered applications of their technology.Resource Constraint: Myles identified a critical limitation: "We had us and one of our coworkers helping us. That was still not enough." They plan to bring more team members next year to maximize event value.Distributed Spectrum: Operational Efficiency at ScaleOriginal Objective: Connect with three stakeholder groups—acquisition teams, operators, and potential partners—while maintaining operational flexibility.Results Achieved:* Conducted real-time product demonstrations that led to immediate UI improvements* Received specific technical feedback that refined their user interface presentation* Maintained strategic flexibility without booth commitments* Successfully navigated the event solo due to last-minute team constraintsKey Learning: Alex Wulff's approach of finding "good places to sit down with people to actually have a real conversation" proved more effective than previous years' ad hoc lobby meetings.Strategic Evolution: As a more mature company (third SOF Week attendance), they're considering booth space once they have "enough resources beyond just me and my co-founders."For more on the companies:* Aurum Systems: https://aurum.systems/* Distributed Spectrum: https://www.distributedspectrum.com/* EdgeRunner AI: https://www.edgerunnerai.com/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

SOF Week Pt. 1: A Tale of Three Defense Tech StartupsIn this special edition of Crossing the Valley, we sit down with three promising defense technology companies ahead of their trip to SOF Week—one of the defense industry's premier events. Each company represents a different stage in the journey across the "valley of death" from concept to production, providing valuable insights for founders navigating the defense ecosystem.About Edgerunner AICompany Overview: Edgerunner AI is building domain-specific AI agents for warfighters that can operate without internet connectivity. Their technology enables military personnel to access ChatGPT-like capabilities that are tailored to their specific military occupational specialty (MOS), all while functioning in disconnected, degraded, intermittent, and limited bandwidth (DDIL) environments.Founders:* Tyler Saltsman: Former Army logistician who served in Operation Atlantic Resolve. Previously at AWS where he first encountered Stability AI, helping to build their infrastructure before eventually joining them.* Colton Malkerson: Former Capitol Hill staffer for Speakers Boehner and Ryan, Stanford Business School graduate, and held positions at AWS and Stability AI.Company Stage: Edgerunner AI has secured a CRADA (Cooperative Research and Development Agreement) with the Air Force Research Lab (AFRL) to power NIPR GPT. They recently closed their Series A funding (announced during SOF Week) and partnered with Second Front Systems. The company is less than a year old.About Aurum SystemsCompany Overview: Aurum Systems is developing the Atlas platform, designed to transform existing UAVs into independent intelligence, surveillance, reconnaissance, and targeting assets. Their software works completely at the edge and in the field, enabling operators to complete missions autonomously with minimal input.Founders:* Jason Ashton: Founder and CEO with a background in robotics and self-driving technology.* Myles Spencer: Founder and CTO with product development experience at Google (YouTube's data warehouse) and Wayfair.Company Stage: Aurum is approximately one year old, having raised a small angel round in September 2023. They recently demonstrated their technology publicly for the first time at the Avon Park Air Force Range for US SOCOM. They currently operate as a two-person team.About Distributed SpectrumCompany Overview: Distributed Spectrum focuses on helping warfighters understand what's happening across the radio spectrum. Their technology adds intelligent software to existing hardware systems, enabling both trained experts and frontline operators to identify adversary communications and detect jamming without requiring expensive equipment or specialized training.Founders:* Alex Wulff: Co-founder and CEO with a background in electrical engineering and a deep fascination with radio waves. Started the company with Ben Harpe (COO) and Isaac Struhl (CTO) while in college at Harvard.Company Stage: Approximately 4.5 years since founding, with significant momentum since 2022 after graduation. They've raised a Series A round of $25 million, secured over $7 million in DoD contracts, and their RF sensing platform is already deployed in Ukraine and with U.S. special operators. The company currently has 16 employees.About our AdvisorsDave Rolen is a combat developer for US Army Special Operations Command. He identifies, captures, and develops resourcing strategies for emerging requirements and Program Objective Memorandum (POM) products for key emerging capabilities.Scott Moore is a recently retired Green Beret, most recently serving as the R&D NCOIC, and previously Director of Operations with the 3rd Special Forces Group. He’s now with SBIR Advisors and brings a wealth of recent insider knowledge after many years as the target customer and planning industry engagement events.To hear how the show went, tune in next week for Part II of this special episode!For more about the companies:* Aurum Systems: https://aurum.systems/* Distributed Spectrum: https://www.distributedspectrum.com/* EdgeRunner AI: https://www.edgerunnerai.com/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com

The Army's Multi-Domain Task Force: Soldier-Driven Innovation in ActionAbout our GuestsLieutenant Colonel Thomas Burns serves as the Deputy Commander of the 2nd Multi-Domain Task Force (MDTF), headquartered in Germany in support of US Army Europe and Africa. With a background in traditional Army operations, Burns brings a task force-level perspective on how new capabilities need to integrate into joint warfighting concepts.Lieutenant Colonel Aaron Ritzema commands the 2nd Multi-Domain Effects Battalion (MDEB), which serves as the primary sensing and non-kinetic effects arm of the task force. His battalion comprises specialized companies focused on space, cyber, electronic warfare, and unmanned systems. Ritzema's role involves organizing, training, and equipping soldiers across multiple technical specialties that historically have been siloed across different parts of the Army.Together, these officers represent the operational leadership of one of the Army's most innovative organizational constructs - a unit specifically designed to counter anti-access/area denial (A2/AD) capabilities that potential adversaries have developed to keep U.S. forces at bay.About the Multi-Domain Task ForceEstablished through Army Chief of Staff General James McConville's 2021 vision paper "Army Multi-Domain Transformation," the MDTF concept represents the Army's primary organizational innovation for multi-domain operations. The Army is currently building five such task forces, with three currently established - two focused on the Indo-Pacific and the 2nd MDTF focused on Europe.The 2nd MDTF, activated in late 2021, consists of a headquarters element, an intelligence/cyberspace/electronic warfare/space detachment, and a brigade support company. At its core is the Multi-Domain Effects Battalion, which is organized into specialized companies:* A signal company providing mission command networks* A military intelligence company for target analysis* An extended range sensing and effects company with unmanned aerial systems, electronic warfare, and high-altitude balloon platoons* A space company with modular and fixed space control capabilities* An information defense company with defensive cyber and electromagnetic attack platoonsWhat makes the MDTF concept unique is that it brings capabilities previously reserved for joint or national-level commands down to the tactical level, enabling field commanders to integrate and synchronize effects across domains. As LTC Ritzema explains, the task force's mission is fundamentally about finding adversaries faster than they can find you, then delivering effects - whether kinetic or non-kinetic - to enable broader joint operations.For more on Arcane Thunder 25: https://www.dvidshub.net/news/496977/exercise-arcane-thunder-25-press-releaseFor more Crossing the Valley: www.valleycrossers.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.valleycrossers.com