Crossing the Valley

About BazzeFounded in 2019, Bazze is an intelligence platform designed to transform how the defense and intelligence community accesses and utilizes commercial data. The company's platform enables users to know everything about a person, place, or thing using exclusively commercial data sources. Users of Bazze technology can quickly identify potential security risks and gather comprehensive intelligence using publicly available information.For more on Bazze, or if you’re interested in checking out their products, head over to bazze.ioFor more on Sammy, you can follow him on LinkedIn here: https://www.linkedin.com/in/semwangu/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

This summer, Georgetown’s Center for Security and Emerging Technology (CSET) at Georgetown published the paper Building the Tech Coalition: How Project Maven and the U.S. 18th Airborne Corps Operationalized Software and Artificial Intelligence for the Department of Defense (check it out here).Today’s episode dives deep into the case, highlighting a crucial illustration of successful defense innovation. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

About ChrisChristopher Kirchhoff has been a key figure in many major developments in defense and national security over the past decade. He served as Obama's director for strategic planning at the National Security Council, was a senior civilian aide to the chairman of the Joint Chiefs of Staff, and authored influential reports on America's war in Iraq, the space shuttle Columbia disaster, and the Ebola response. Crucially, along with Raj Shah, Kirchhoff helped establish the Defense Innovation Unit Experimental (DIUx), which has become a vital piece in bringing modern technology into the mission of national defense. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

Darkhive, founded in the fall of 2021, aims to address the critical gap in the defense community by building affordable, high-performance tactical drones that are designed with the end-user in mind. The company places a strong emphasis on open, discoverable systems that can be easily integrated with existing infrastructure, ensuring that their products remain useful and adaptable over time. Darkhive has secured multiple government contracts, including a Phase III award from Autonomy Prime, and has received widespread support from various branches of the military, including the Air Force, Space Force, Army, Marine Corps, and Navy. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

In this episode of "Crossing the Valley," we are joined by Ian Kalin, CEO and founder of Turbine One, to discuss the challenges and opportunities in bringing innovative technology to the defense sector.Key topics covered:- Ian's diverse background from Navy counterterrorism officer to tech entrepreneur- The mission of Turbine One and its focus on edge AI for warfighter safety- Navigating the complex landscape of defense contracting and acquisitions- The importance of exercises and field testing in product development- Overcoming obstacles in the "frozen middle" of defense procurement- The key elements needed for success in defense tech startupsIan shares candid insights on the realities of building a defense tech company, including dealing with industry incumbents, protecting intellectual property, and aligning with warfighter needs. This episode offers valuable lessons for entrepreneurs and innovators looking to make an impact in the defense and national security space. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

David Brown, CEO of CounterCraft, joins Noah to discuss the company's journey in the digital security industry. David covers the company's foray into the American market, its partnership strategies, and plans for future growth. Timestamps:00:00-00:45: The Evolution of Deception in Warfare and IT 03:04-03:26: Spanish Cybersecurity Startup's Unique Approach 04:37-06:10: Countercraft's Deception Platform 09:16-12:43: Early Days: From Commercial to Government 13:39-16:52: Scaling through Partnerships 29:06-31:38: Democratizing Deception Technology 35:33-36:12: What's Next for Counter Craft 36:31-37:43: Advice for Startup Founders For more visit: https://www.countercraftsec.com/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

About Our Guests:Ben Kohlmann is a retired F-18 pilot, former consultant, founder, and current investor at Cubit Capital. Ben has touched it all, and has a well-rounded, thoughtful, and purpose-driven perspective on defense investing.Dan Magy is a repeat defense founder and the co-founder and CEO of Firestorm Labs. Dan's experience includes starting a counter-UAS company and working closely with special operations forces, giving him deep insight into the defense innovation landscape. He’s also prolific on LinkedIn, where his near-daily drone videos are wildly popular with the defense community and beyond.Timestamps: 00:39-01:40: Introduction to Modular, Attritable Systems in Defense Tech 01:56-06:41: The Emergence of Drone Swarms in Modern Warfare 07:06-08:47: Asymmetric Warfare Advantage: Countering High-Tech with Low-Cost Solutions 09:08-10:53: Challenges in Adapting US Military Innovation and Procurement for Modern Conflicts 11:40-13:48: US Missed Opportunity to Innovate and Learn in Ukraine Conflict 13:48-14:46: The Importance of Real-World Testing and Rapid Innovation in Military Technology Development 16:30-17:58: Leveraging Battlefield Experience for Innovation 18:20-19:33: Navigating the Government Procurement Process for Startups 19:34-23:09: The Importance of Lobbying and Customer Discovery for Defense Startups" 23:47-24:58: Finding the Right Customer 26:01-30:58: The Keys to Successful Defense Tech Startups: Relationships, Go-to-Market Strategy, and Building Credibility 31:13-34:34: Navigating the DOD Innovation Ecosystem 36:02-36:25: DIU's Evolution 36:59-38:11: Firestorm's Progress and Future Milestones 38:12-39:15: Effective Storytelling for Congress in Defense Appropriations 42:32-45:51: Finding Alignment and Purpose in Your Role This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

In this week’s Crossing the Valley, Noah sits down with Hank Holland, CEO of Amaero International, a modern manufacturing company that’s increasingly involved in modernizing America’s industrial base. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

In this episode of Crossing the Valley Noah sits down with Greer Carper, the Senior Vice President of Corporate Development and Strategy at Fortem Technologies. Timestamps: 00:00-03:59: A Journey through Defense Technology Development 03:59-07:04: Moving from Investing to Operating in a Growing Company 07:55-08:47: Navigating Strategy Roles in Startups 10:00-12:38: From Commercial Markets to the Defense Space 18:45-22:02: Leveraging RDTE Funding 22:50-24:23: Navigating the Trade-offs in Counter-UAS Systems 26:10-27:00: International Expansion 27:30-28:45: Next Steps in Defense Contracts and Counter-UAS Innovations This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

In this episode of Crossing the Valley, I had the pleasure of speaking with Misha Govshteyn, the CEO of Macrofab, a Texas-based cloud manufacturing company that is working to revitalize American manufacturing. With a network of over 100 factories across the United States and Mexico, Macrofab supplies defense contractors and helps them produce goods quickly, cost-effectively, and at a higher quality, all while keeping production closer to home. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

About Vannevar LabsVannevar Labs is building the next-generation “non-kinetic defense prime.”Today, they're mentioned in the same breath as defense behemoths like Anduril and Palantir. Since founding the company in their Stanford dorm room in 2019, CEO Brett Granberg and President Nini Hamrick have grown the company dramatically. From $3.5 million in annual contract value in 2021, they did $25 million in 2022, before growing to $49 million last year.What's even more crazy is, unlike most of their peers, they're already profitable. Brett and Nini know that defense modernization is not a fight that's going to be won by one company alone.Check us out at ValleyCrossers.com and frontdoor.substack.com for the full writeup!Timestamps00:00:00-00:00:34 - Introduction to Vannevar Labs00:00:34-00:01:50 - Founding Story00:04:22-00:05:55 - Reactions to Starting a Defense Tech Company00:09:29-00:11:55 - Building Trust with Customers00:13:17-00:17:41 - Selecting and Working with Champions00:26:30-00:28:51 - Transitioning to Larger Programs00:36:30-00:39:58 - Future Plans and Growth of Vannevar Labs00:40:09-00:45:50 - Talent and Hiring at Vannevar Labs This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

In this episode of Crossing the Valley, I had the pleasure of speaking with Jade Baranski, the founder and CEO of Mobilize. Mobilize is a company that connects end users within the federal government to the companies that provide the capabilities they need.Jade shares the story of how VISION came to be, starting with their participation in an Air Force pitch competition, with twists turns and pivots along the way. The end result is Vision, a data platform, has changed the way data is used in the defense “innovation” and acquisition communities to match buyers and sellers.For more on the Mobilize team, check out mobilizevision.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

CTV Subscribers,I’m excited to bring you this timely episode of "Crossing the Valley." I had the opportunity to sit down with Kara Kramer, the Director of Business Development at AeroVironment, and winner of the first Replicator award!In this episode, Kara spills the beans on AeroVironment's recent win, and goes in depth on the Switchblade loitering munition. We dive into the details of the program, the future of autonomy in the defense industry, and AeroVironment itself.Kara shares valuable insights on the importance of focusing on customer requirements, the benefits of working with both startups and large companies, and the significance of scalability in defense innovation.If you're interested in learning more about AeroVironment, their role in the Replicator initiative, and the future of autonomy in defense, this episode is a must-listen.If you’d like to learn more about AeroVironment, or to join the team, check out avinc.com! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

GoTenna is a great example of a company that built legit tech, found its niche in the federal market, and fought to survive long enough to generate the kind of traction that will allow it to be a smash hit. CEO Ari Schuler joined us to share his candid takes on the company, the journey, and the market. The company supports over 350 agencies in mission-critical operations around the world today. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

Michael Grochol is a fascinating example of when a Silicon Valley-raised problem solver-come-national security expert. His approach to starting a company was long, methodical, and principled. And it led him to the helm of one of the nation’s fastest growing defense services companies.Unlike many founders, Michael actually turned down the first opportunity he had to start a company.Why?He felt he wasn’t prepared.So he focused on acquiring the skills and experiences he knew he would need, to be able to succeed when he finally stepped into the role.Fair to say, that bet is paying off!For more on IronEagleX: https://ironeaglex.com/For more on Michael Grochol: https://www.linkedin.com/in/michael-grochol/For more Crossing the Valley: https://www.youtube.com/@FrontdoorDefense This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

OverviewMarc Frankel is one of the few people on earth to have worked at not one but TWO successful defense tech companies: Palantir, and Expanse. Now he's taking on the problem of software supply chain vulnerabilities with his new venture, Manifest Cyber. In this conversation we dive into what he's applying from past experience, what he's learning fresh for the first time, and what the future holds.For more on Manifest:Website: Manifestcyber.comBOM Working Group Slack: info@manifestcyber.comYouTube:  @manifest-cyber  This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

Will Edwards, CEO and Co-founder of Firehawk Aerospace joins us to talk 3D printed rocket propellant, Congressional appropriations, and how the team is revolutionizing the propulsion market. For more on Firehawk Aerospace, check out: https://firehawkaerospace.com/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

In this conversation with Second Front Systems CEO Tyler Sweatt, we dive into Tyler's own transition from military to startups, what the Defense Department and startups miss about each other, and what the future holds for defense tech. Timestamps: 2:22 - Tyler's background and the journey to the C-suite 6:30 - The Second Front team and Kessel Run origin story 9:00 - Tyler reacts to the Defense Ventures Fellowship news 12:20 - What Second Front is doing and why 16:45 - How Second Front went to market initially 20:54 - You are not at a startup unless... 23:20 - "Mo ways for mo apps is mo better" 26:40 - Federal vs commercial business 31:16 - How to structure the government business for growth 33:55 - Startup culture vs big DoD culture 42:48 - Why a Prime didn't build Second Front's product 44:40 - Tyler's hopes for the industry For more on Second Front: secondfront.com To learn more about Offset Symposium: secondfront.com/offset-symposium  To read the case study: frontdoordefense.substack.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

OverviewCFD Research is a small business founded in 1987 in the Singhal family garage in Huntsville, Alabama. Today it is a $75M business that has received more than $100M in SBIR funding, with one of the highest commercialization rates in the business.We spoke with CEO and President Sameer Singhal about the company's business model, and how they go about delivering for the mission of national defense.For more:* On CFD Research: www.cfd-reserach.com* On Sameer Singhal: https://www.linkedin.com/in/sameer-singhal-304b6018/* Crossing the Valley: https://www.youtube.com/@FrontdoorDefense  This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com

Case Study: From Zero to A Billion - the Making of an Identity Verification UnicornI met Blake Hall in 2020, during COVID, as my nonprofit organization was looking to help surge healthcare professionals into the fight against the pandemic. One of the key challenges was identifying and verifying user credentials. Enter ID.me; Blake and team offered to do it for the healthcare facilities who were vetting our volunteers - and incredibly, to do it for free. His heart for service runs deep. I’m excited to share his story - the ID.me story - with you.For more info:* On Blake Hall: https://www.linkedin.com/in/hallblake/* On ID.me: https://www.id.me/⏲️ Timestamps ⏲️2:23 - The ID.me founding story6:40 - Finding their first users11:55 - Early funding, the power of serendipity, and the burden of expectations14:55 - The power of niche: focusing where others had flared18:25 - ID.me's approach to product26:20 - Approaching the federal government30:55 - Commercial as a launchpad for federal33:15 - The first government grant38:10 - The cautionary tale of Connect.gov43:00 - Blake's take on adversity47:20 - The fatal sin of entrepreneurship48:25 - The value of certifications and testing54:15 - The first $1 trillion identity company?58:50 - Blake's friendship with Elon Musk1:02:20 - Blake's advice to people entering the federal market This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit frontdoordefense.substack.com