Defense Technology Pilot Program Strategies

If you've got a new service, or product, or if you enter a new vertical, even if your partners are ushering you into their market, expect skepticism. Even with the best partners advocating for you, decision-makers may hesitate and many companies will put you at the bottom of their priority list until you can prove your value. It’s crucial to get traction quickly, or risk being overlooked. Here’s what I would do to break through that initial skepticism and gain momentum: 1. Pilot Programs: Offering a limited-time trial can help, but only if it's designed to deliver clear value from day one. - Set clear success metrics with your customer before the pilot begins. Establish measurable outcomes like improved productivity, user engagement, or cost savings. - Don’t just give them the product—ensure their teams are trained and equipped to use it effectively during the trial. This maximizes the chance of success and measurable impact. 2. Feedback Loops: Regular, structured communication with your partners and customers is key to refining your offering. - Set up bi-weekly check-ins to gather both quantitative data (usage rates, performance metrics) and qualitative feedback (user experience, pain points). - Use this feedback to adapt your approach in real time. Whether it’s tweaking features, adjusting pricing, or improving support, make sure you’re iterating based on what you hear. 3. Case Studies: Success stories build trust and reduce uncertainty for potential customers. - Create detailed case studies highlighting real results from your pilot programs or early adopters. Focus on specific benefits—whether that’s operational efficiency, cost savings, or user satisfaction. -Share these case studies with future prospects to showcase the value and credibility of your service. Timely, relevant examples can turn a hesitant prospect into a committed customer. Gaining traction with a new service takes time, but with the right strategies you can overcome skepticism and build momentum.

Hey Defence Primes. Here's what you really need to know about startups. 1️⃣ Startups move fast. Really fast. If your onboarding takes 6 months, your chance of getting that tech integrated is 0%. Startups operate on 3-month burn cycles—not 3-year procurement timelines. If you want their edge, you have to match their pace—at least during the pilot phase. 2️⃣ They don’t speak ‘defence’—yet. Don’t expect them to know what a JNPI, TRL-6, or STANAG-4713-A.2-BIS is. Translate your requirements into normal human language. Better yet, assign a translator—someone who can bridge the military-corporate-startup gap. That’s how real collaboration starts. 3️⃣ They’re not vendors. They’re partners. If you treat them like an interchangeable supplier, you’ll get what you give: minimal engagement. But if you bet on them—advise them, co-build with them, open doors for them—you’ll create something your competitors can’t buy. That’s not procurement. That’s power. 4️⃣ Your competitors are already in their DMs. Startups don’t wait for your RFI. They’ll go to your rival, your foreign equivalent, or straight to the MOD if you hesitate. Innovation doesn't queue politely—it flows where the friction is lowest. 5️⃣ Your reputation matters. You might think you’re too big to care what a 5-person startup says. But in defence tech, word travels fast. If you slow-roll, bully, or ghost a startup, that story will get around. Want the best tech? Start by being the best partner. 6️⃣ They’re not always dual-use. And that’s OK. Stop demanding perfect civilian applications. Some of the most powerful innovations are born for defence. If you’re serious about national security, take moonshots seriously—even if they don’t have a commercial twin yet. 7️⃣ Startups take it personally—because it is personal. You're not dealing with middle managers. You're dealing with founders. Their company is their life. Their tech is their identity. So when you delay, cancel, or ignore—don’t be surprised if they remember it forever. 8️⃣ You’re not entitled to equity. Offering “access to our network” in exchange for shares is not a deal—it’s a red flag. Startups want partners who invest with time, capital, or real support. Not vague vibes and promises of “visibility.” 9️⃣ Startups don’t fail because of bad tech. They fail because the ecosystem fails them. Because primes don't onboard. Governments don’t fund. Users don’t test. If you want innovation to survive—you have to be part of the solution, not the bottleneck. 🔟 If you want a unicorn, treat it like a foal. No startup shows up ready to scale. They need care. They need early contracts, honest feedback, internal champions, and belief. Otherwise, don’t complain when all the best ones sell to someone else—or go under. Startups aren’t a threat. They’re the cavalry. But they don’t have time to waste. #DefenceInnovation #StartupCollaboration #MilitaryTech #PrimesAndStartups #DeepTech #NationalSecurity #GovTech #DualUse #TechTransfer

USSOCOM just got a new fast lane. The FY2026 NDAA (just released December 7) establishes the "USSOCOM Urgent Innovative Technologies and Capabilities Initiative" – a pilot program specifically designed to accelerate research, development, testing, procurement, AND initial sustainment of innovative technologies for Special Operations Forces. Here's what matters: This isn't another study. It's a directive for the SOCOM Commander to establish procedures for component units to submit requests directly for innovative tech solutions. The program uses existing rapid acquisition authorities under 10 USC 167(e)(4) – the same authorities that let SOCOM move at operational speed. The timeline: Annual reporting to Congress starts in 2026, which means this program is operational NOW. For defense innovators building the technologies SOF needs tomorrow, this creates a defined pathway. For SOF operators facing emerging mission requirements, this means your requirements can move from capability gap to fielded solution faster. The acquisition reform sections (811-813) also include repeals to streamline defense acquisition and modifications to accelerate procurement of innovative technologies. 867 pages. One clear message: Congress is backing faster innovation cycles for the community that moves faster than any other. Link to full text: https://lnkd.in/d_Msdsij Howard Strahan Damian Guinn Robin Burke Ashley Farrier #SpecialOperations #DefenseInnovation #SOCOM #NDAA2026

On the Topic of CMMC Help For Small Businesses US Army NCODE – Funding Status in 2025 NCODE (Next‑Gen Commercial Operations in Defended Enclaves) is an Army pilot program designed to give small businesses in the defense industrial base access to a CMMC‑compliant secure cloud environment without the prohibitive cost of building one themselves. Announced by Under Secretary of the Army Gabe Camarillo in October 2024, NCODE moved into a two‑year, $26 million pilot phase running 2025–2027. The pilot is funded and active under the FY2025 defense budget signed by President Donald J. Trump in July 2025 (P.L. 119‑21), which includes allocations for cyber and supply chain security initiatives across the services. NCODE’s initial capability set covers office productivity tools in a secure enclave, with planned expansion to development, digital engineering, and other mission‑support tools as the pilot progresses. “What’s great about it is that it’s compliant with CMMC [Cybersecurity Maturity Model Certification], so all of the department’s requirements would be met by operating in this environment.” - Army undersecretary Gabe Camarillo,  2024 My team and I piloted a program for the United States Department of War, with assistance from the National Security Agency, rather cost-effectively using an Amazon Web Services (AWS) IL4 cloud-hosted solution that was vendor agnostic I architected. Features: ➡️ Regular penetration testing, vulnerability scans, alerts for known exploited vulnerabilities (KEVs), and immediate notifications for active threats. ➡️ As the CMMC evolved, updates to the CMMC level (s) framework controls and assessment guides were loaded into the system, such that the subscribed small businesses could correlate vulnerabilities and pen test results to CMMC compliance and identify gaps. ➡️ The solution also stored body of evidence data and maintained encryption from the source network to the isolated instance for each subscribed industrial base business (DIB) at rest and in transit, in addition to leveraging multi-factor authentication and secure key and secrets management. The multi-year pilot accounted for not just IT but also OT assets on the DIB network. One of the lessons learned was that the smaller the DIB company, the more support they needed, regardless of the ease and plug-and-play aspect of the solution. This is where the National Security Agency and its Centers of Excellence in Cybersecurity were a valuable asset, allowing us to train college cybersecurity students, train them on CMMC assessment, and supervise them as they assisted each DIB company. There are a number of other solutions on the horizon that I have sat in on and provided my thoughts on how they could improve and accelerate CMMC, as well as a few other aspects of cybersecurity compliance. Specifically, I have been advising on the use of AI as an accelerator. #CMMC Maverc Technologies #AI Fernando Machado, CISSP, CISM, CCA, CCP Jacob Hill

🇺🇦 Ukraine begins exporting military mech. Here’s how global defense companies can keep up with new competition 👇 › President Volodymyr Zelensky announced the launch of the “Build with Ukraine” program, where Kyiv will sign agreements this summer to open defense production lines in European partner countries and provide access to domestically made technologies. For global firms, it should become a wake-up call. Here’s how to adapt: 1/ Speed Is Non-Negotiable Ukrainian teams iterate fast. A drone firmware update rolls out overnight; EW systems evolve weekly to counter new threats. Cut bureaucratic R&D cycles. Adopt modular designs, rapid prototyping, and continuous battlefield feedback loops. 2/ Partner or Lose Ground Proactively scout joint ventures, co-production deals, or tech transfers with Ukrainian companies. 3/ Validate in Combat, Not Just Labs Commercial buyers now demand proof under fire. Test in contested environments. Offer pilots with Ukrainian units - it will soon become a market standard. 4/ Cost Efficiency = Survival We saw how Ukraine’s $500 FPV drones can destroy million-dollar assets. Budgets are shrinking; “good enough” beats “perfect” if it’s 10x cheaper. Focus on scalable, disposable tech rather than bulky expansive solutions. 5/ Talent Wars Have Begun Top engineers flock to mission-driven work. Offer real impact—not just paychecks. Recruit veterans, embed teams in conflict zones, and fast-track R&D visas. 6/ Software Wins Battles Ukraine’s edge isn’t hardware—it’s AI targeting, mesh networks, and crowdsourced intel tools. → Action: Shift R&D budgets to software. License Ukrainian algorithms (e.g., Delta’s situational awareness OS) or risk obsolescence. 7/ Stakeholder Access Is Your Advantage Go to events. Build relations. Attend local exercises. Sponsor parliamentary defense committees. Out-lobby them. The Reality: Ukraine’s tech surge isn’t a blip. It’s a blueprint for the future of defense. Companies that dismiss it will struggle; those who engage will dominate the next decade. 🤝 If you're building or investing in deep tech/defense — let’s connect.

“How Ukraine Rebuilt Its Military with Innovation and Speed 🚀” ✨ The Big Picture: The Center for Strategic and International Studies (CSIS) report “How Ukraine Rebuilt Its Military Acquisition System Around Commercial Technology” reveals how Ukraine transformed its defense capabilities by leveraging private-sector innovation, streamlining processes, and focusing on battlefield demands (written by Kateryna Bondar). 🔥 Why It Matters: Facing existential threats, Ukraine’s defense strategy shifted radically, cutting timelines from years to weeks. Here’s how they did it: • Private-Public Synergy: Harnessing commercial and dual-use technologies for rapid battlefield deployment. • BRAVE1 Platform (runs by Nataliia Kushnerska) : A government-supported ecosystem uniting startups, private capital, and defense industries for collaborative innovation. • Streamlined Processes: Adoption and deployment timelines reduced drastically, getting systems into soldiers’ hands faster. 🔑 Key Insights: 1️⃣ Shortened Acquisition Cycles: • Requirements, prototyping, and adoption into service now take weeks, not years. This agility has proven critical for real-time battlefield relevance. 2️⃣ Empowered Ecosystem: • Platforms like Brave1 have fostered unprecedented collaboration between engineers, startups, and the military, driving rapid innovation and iteration. 3️⃣ Off-the-Shelf Deployment: • By focusing on mature technologies, Ukraine bypassed lengthy R&D cycles, deploying cost-effective solutions directly to the frontlines. 🌐 What’s Next? Ukraine’s transformation offers a blueprint for modernizing defense innovation globally. Speed, collaboration, and adaptability aren’t just goals—they’re imperatives. 🔗 Dive Deeper: Check out the full report (attached) and Brave1 platform (google it). 💬 What’s your take? Can this model inspire defense innovation worldwide? Let’s discuss! #DefenseTech #Innovation #DualUse #Ukraine #MilitaryTransformation #NationalSecurity

Fresh from the frontlines. The United States Department of Defense continues to partner with startups, universities, and global ecosystems to tackle critical challenges across maritime awareness, training, AI, autonomy, and dual-use technology adoption. Below are some high-impact programs currently accepting applications. Again, act fast, as deadlines are rapidly approaching. SAILS (Situational Awareness by Intelligent Learning Systems) Defense Innovation Unit (DIU), in partnership with the US Navy, is seeking AI/ML applications that enhance situational awareness for Maritime Operations Centers (MOCs) by accelerating data convergence and optimizing decision support tools. Solutions should offer track confidence scoring and real-time recommendations for resource allocation across dispersed naval assets. Responses due by June 6, 2025. DIU Dual-Use University Accelerator Challenge 2025 Defense Innovation Unit (DIU) is launching a challenge aimed at early-stage, university-affiliated dual-use startups. Finalists will enter a 12-week accelerator with tailored mentorship, DoD engagement, funding prep, and access to a $500K prize pool. Eligible teams include companies founded by students, faculty, staff, or recent grads (within the past 19 months), operating at TRL 2–4 with little to no prior DoD contracting experience. This program serves as a powerful on-ramp to the defense innovation ecosystem. Deadline is rolling with final date expected to be late June 2025. Virtual Reality Training Challenge – Naval Mechanics The Central Florida Tech Grove, with Portsmouth Naval Shipyard, Office of Naval Research, NavalX, and Naval Air Warfare Center Training Systems Division (NAWCTSD), has launched a prize challenge seeking virtual reality training solutions for life-threatening onboard scenarios. Top prizes include $75K, $55K, and $40K. Finalists gain visibility across Team Orlando and potential access to follow-on OTAs and CRADAs. Prototypes to be evaluated by DoD SMEs. Deadline is likely late June. India to America (I2A) Launchpad FedTech and IndusBridge Ventures are running a 10-week U.S. launchpad for Indian dual-use startups. The program includes DoD engagement, workshops on FAR/DFARS, ITAR/EAR compliance, defense acquisition strategy, investor connections, and 1:1 mentorship. This is a rare gateway into the U.S. defense innovation network for globally oriented founders. Cohort begins Summer 2025. FedTech: Crucible Afterburner – Counter-UAS Challenge Applications are open for Crucible Afterburner, designed to help growth-stage ventures bring counter-UAS solutions to the DoD. Companies will receive customized DoD market intelligence, 1:1 advisory services, acquisition support, and direct engagement with Navy stakeholders. Rolling reviews begin May 22, with a final deadline of June 20, 2025.

A Navy officer just built a fully functional flight planning application in three and a half hours using AI - a task that traditionally takes weeks and costs millions through conventional procurement. This isn't just about speed. It represents a fundamental shift from high-stakes, single-bet acquisition to rapid portfolio prototyping. Instead of spending months debating the perfect solution, programme managers can now test multiple approaches in days, using real performance data to guide decisions rather than optimistic presentations. The implications extend far beyond individual applications. Traditional defence contractors face disruption as the barriers to software development collapse. Meanwhile, militaries that master AI-powered development will gain decisive advantages in future conflicts. The author, who's built over 60 applications for the Navy, emphasises three critical enablers: using AI for non-safety-critical prototyping today, building secure software enclaves within existing platforms, and developing cyber testing infrastructure that maintains security whilst enabling speed. Perhaps most importantly, he warns that future AI models will likely achieve in days what currently takes years - integrating weapons onto legacy platforms, developing autonomous systems, and refactoring safety-critical code. Programme offices without AI experience today won't be prepared for tomorrow's capabilities. The strategic message is clear: the window for adaptation is open, but it won't remain so indefinitely. The military that embraces AI-powered development first will shape the future battlefield. #DefenceTech #MilitaryAI

Super tactical playbook for defense tech companies who are building products (and gaining traction) through testing & experimentation events. These are gleaned from several decades of ⚓ experience from Jason Galvan, Robert Leonard, and Jason Knudson (all incredible colleagues at BMNT). Bottom line: experimentation, done well, can be an accelerant for any capability and the business providing that capability. Dos - Figure out what else you want besides money. These events are a place where you can receive those non-monetary resources. - Focus on learning how your capability performs in a realistic environment. They tend to fail due to friction (e.g. interfaces, logistics) not the lack of features. - Pay attention to the operators. They will surprise you with how they end up using the tool. - Have a Plan B. S#it will always happen. Be ready with a back up. - Prepare for a second wave of experiments. There is almost always another opportunity at the same event. Get there early and stay late. You're already there! - Attend the preparatory planning calls. This will set you apart from the folks who just show up. Don'ts - Don't forget to bring your technical folks. Ideally you'll be making tweaks in real-time. - Don't try to avoid failure. Operators want to see you push past the point of failure to see what your capability can really do. These events are judged different than ones where you're talking to acquisitions folks. - Don't be proprietary. It takes a village to deter our adversaries. You better be prepared to work well with others. - Don't go to an event only one time. If it's worth going to, it's worth going at least two years in a row to figure out how to get the most out of it. - Don't forget to do all the paperwork. You won't be let in without it. - Don't delegate the handling of paperwork. Companies get rejected all the time for giving incomplete or unsatisfactory answers. The more you know... 🇺🇸 #testing #experimentation #warfighting #strategy #defensetech #dualuse #bestpractices #lessonslearned