3 Opportunities for Startups Interested in the Defense Marketplace

defense
Defense Funding for is Available - Especially for Early-Stage and Late-Stage Companies - You Just Have to Know Where to Look

By Jeff Decker, Program Director with Hacking for Defense Stanford University*

The U.S. Defense Department (DoD) has one of the largest budgets in the world, awarding $445 billion in contracts in 2020. Compare that to the private sector where start-up creation and investment was estimated at $105 billion in the same time frame.

The DoD, therefore, represents an opportunity for startups. The defense marketplace is also one of the most complex and bureaucratic landscapes that make navigating it extremely challenging.

So how do emerging startups with a great idea/product open the door to the DoD and then scale growth?

The Hacking for Defense Initiative at Stanford University has helped more than a dozen researchers and students transition their technology to land lucrative defense contracts.

Early-stage non-dilutive defense funding has proved pivotal to full-scale defense and commercial market success.

Dollars and Cents

First off, startups and established companies need to determine if the effort to land government funding is worthwhile. Because let’s be honest — getting DoD funding can be a difficult process but the long-term payout of getting in with the DoD can be worth the effort.

Defense funding is particularly attractive to early- and late-stage companies. The size of DoD awards for early-stage companies is competitive with private investment.

Typical check sizes from early-stage private investors range from $25k-$1M, whereas DoD awards are between $25k-500k. Defense funding is far less attractive for mid-stage companies as defense awards are less than $2M compared to private investments of $7-15M.

However, late-stage companies that work with the DoD can expect contracts to be over $2M which corresponds to late-stage investments in the private sector of $26-44M. 

Courtesy of Jeff Decker
Courtesy of Jeff Decker

Numerous DoD Funding Opportunities – Where to Start First

There are numerous funding sources within the Department of Defense. Each branch of the DoD has its own programs. There are also Pitch Day competitions that help fast-track innovative companies into the defense marketplace.

The trick for most startups is knowing where to begin.

There are three funding sources that serve as on-ramps to emerging startups:

SBIR/STTR

  • The Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) programs are highly competitive programs that encourage U.S.-based small businesses to engage in Federal Research/Research and Development (R/R&D) with the potential for commercialization.

  • Through a competitive awards-based program, SBIR and STTR enables small businesses to explore their technological potential and provide an incentive to profit from going to market.

  • The Department of Defense’s SBIR/STTR program is the largest in the government.

  • STTR differs from SBIR in that it bridges the gap between basic science and the commercialization of new technologies.

  • Companies must also partner with a college or university, a U.S.-based nonprofit research organization or a federally funded R&D center (FFRDC).

  • Here are the eligibility requirements.

  • There are three phases of SBIR/STTR:

    • Phase I establishes the technical merit, feasibility, and commercial potential of the proposed technology or R/R&D effort;

    • Phase II is to show results based off Phase I; and

    • Phase III is to pursue commercialization objectives resulting from Phase I/II R/R&D activities.

    • Click through the following links for Defense Department-wide SBIR/STTR opportunities as well as Air ForceArmyNavy.

(AFWERX transitions agile, affordable, and accelerated capabilities by teaming innovative technology developers with Airmen and Guardian talent. Courtesy of Air Force SBIR/STTR and YouTube. Posted on Jan 27, 2022.)

STRATFI & TACFI

  • In 2020, the Air Force created the Strategic Financing and Tactical Financing (STRATFI/TACFI) program, which provides the Air Force’s most promising commercial innovators with the ability to secure matching funds from the Air Force for private investments.

  • STRATFI/TACFI offers companies a way to double their private investment dollars without losing additional equity. TACFI provides matching amounts from $500k to $2M, while STRATFI matches private investments between $5-15 million.

  • STRATFI/TACFI funding is secured between current SBIR/STTR Phase II and Phase III efforts, showcasing capabilities for the Department of the Air Force. Eligibility requirements are more complicated than SBIR/STTR, but awards can be generous and help put a company’s product in front of real end-users.

  • In 2020 STRATFI/TACFI awarded approximately $550 million to 21 small businesses including ICON Technology, which makes 3D printing homes and is creating a space-based construction system that could support future exploration of the Moon.

  • The downside to STRATFI/TACFI is that funding can take several months to be awarded.

(Air Force senior leadership highlighted some of the companies in the running to receive a portion of a combined $1 billion in Air Force Strategic Financing (STRATFI) commitments, thus providing a way for SBIR Phase II companies that may require greater investment to deliver and scale promising and nationally strategic solutions. Courtesy of AFWERX and YouTube. Posted on Apr 20, 2020.)

NSIC

  • The National Security Innovation Capital (NSIC) funds the development of hardware critical to national security and focuses on five categories of technology: power/advanced energy, space, autonomy, sensors, and communications.

  • U.S.-based startups with hardware products that have both commercial and defense applications can apply.

  • Startups can be at an early stage, with proof of concept, or all the way to late-stage (pre-production). Those already manufacturing a product at scale are too late. 

  • Eligibility and pitch requirements are straightforward.

While these three funding options are a good place to start, before committing to work with the military, startups should carefully consider whether the defense marketplace is right for them by asking three questions:

  1. Does the product offer a solution to a high-priority national security problem or need? Is the startup clear on who will buy, use, and pay for their product?

  2. Is the company prepared to endure revenue gaps while validating R&D and customer targets? Some companies may go years without defense revenue while performing R&D or bridging defense contracts.

  3. Can the founders balance the needs of both defense and commercial customers? Does the defense product fit a commercial market? The best-positioned startups solve fundamentally similar problems for both military and commercial users. Satellite imagery firm Orbital Insight‘s Go platform, for example, automates imagery analysis for defense analysts, investors, and agribusiness alike. Some amount of customization is inevitable given that military users often have specific mission requirements or technical constraints. However, companies that can serve military customers without fundamentally altering their existing product roadmap are likely to be most successful.

In conclusion, DoD funding is non-dilutive and can enable startups to get paid to develop their commercial product.

SBIR/STTR, STRATFI/TACFI, and NSIC awards are valuable opportunities that can help early-stage companies begin doing business with the government.

About the Author

Jeff Decker is program director and co-instructor of Hacking for Defense at Stanford University. Hacking for Defense uses the Lean Startup technique to tackle complex problems critical to the government around national security, energy networks, cyber security, and AI, and develop new technologies with teams of engineers, scientists, MBA’s, and policy experts.

Jeff Decker, Program Director and Co-Instructor of Hacking for Defense at Stanford University
Jeff Decker, Program Director and Co-Instructor of Hacking for Defense at Stanford University

With the program, Jeff has taught more than 250 students, faculty, and government personnel user-centered design from over 2 dozen colleges and universities, helping them solve more than 40 unique national security challenges for the Defense Department and related industries.

Several student teams have gone on to form companies winning Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) programs, gaining venture capital funding, and one team even became a program of record.

Jeff’s work and research focuses generally on defense innovation and dual-use technologies, with a focus on developing go-to-defense market strategies for technology startups and fostering defense-industry partnerships.

With his Lean Startup experience and expertise with Hacking for Defense, plus his military service, Jeff is a sought-after expert when it comes to national security and solving Defense Department challenges.

Jeff served in the U.S. Army as a 2nd Ranger Battalion light infantry squad leader in Iraq and Afghanistan. Following his service, he earned a MS in International Relations (Laws), and a doctorate in International Relations before conducting national security and international affairs research at the RAND Corporation.

*Republished with permission.

Editors Note: Thank you Jeff for your service to our nation!

(Learn More. Stanford University students learn the “Lean Launchpad” approach to entrepreneurship while working on technological solutions for highly complex challenges facing the national defense and intelligence sectors. The course, MS&E 297, is taught by Steve Blank and other faculty affiliated with the Stanford Technology Ventures Program, the entrepreneurship center in the School of Engineering’s Department of Management Science & Engineering. Courtesy of Stanford Tech Ventures Program and Vimeo.)

Check Out American Security Today’s 2022 ‘ASTORS’ Homeland Security Awards Program

2021 ‘ASTORS’ Awards Luncheon (starting front row, left to right) SIMS Software President & CEO Michael Struttmann; TENEO Risk Advisory Executive Chairman Commissioner Bill Bratton; NEC National Security Systems President Dr. Kathleen Kiernan; TSA Administrator David Pekoske; Fortior Solutions General Counsel Katherine Cowan; NEC Corporation of America Senior Vice President & Chief Experience Officer Raffie Beroukhim; TENEO Risk Advisory Chief of Staff David Cagno; Infragard National Board Member Doug Farber, Lumina Analytics Co-Founder & Chairman Allan Martin, and AMAROK Senior Vice President Sales & Marketing Mike Dorrington.
2021 ‘ASTORS’ Awards Luncheon (starting front row, left to right) SIMS Software President & CEO Michael Struttmann; TENEO Risk Advisory Executive Chairman Commissioner Bill Bratton; NEC National Security Systems President Dr. Kathleen Kiernan; TSA Administrator David Pekoske; Fortior Solutions General Counsel Katherine Cowan; NEC Corporation of America Senior Vice President & Chief Experience Officer Raffie Beroukhim; TENEO Risk Advisory Chief of Staff David Cagno; Infragard National Board Member Doug Farber, Lumina Analytics Co-Founder & Chairman Allan Martin, and AMAROK Senior Vice President Sales & Marketing Mike Dorrington.

American Security Today’s Annual ‘ASTORS’ Awards is the preeminent U.S. Homeland Security Awards Program, and now entering it’s Seventh Year, continues to recognize industry leaders of Physical and Border Security, Cybersecurity, Emergency Preparedness – Management and Response, Law Enforcement, First Responders, as well as federal, state and municipal government agencies in the acknowledgment of their outstanding efforts to Keep our Nation Secure.

For example, Fortior Solutions Won Platinum & Leadership in 2021 ‘ASTORS’ Awards Program

Katherine Cowan, Fortior Solutions General Counsel and Secretary
Katherine Cowan, Fortior Solutions General Counsel, and Secretary accepting the Fortior Solution 2021 ‘ASTORS’ Extraordinary Leadership and Innovation Award at the ‘ASTORS’ Awards Presentation Luncheon at ISC East.

American Security Today’s Annual ‘ASTORS’ Awards is the preeminent U.S. Homeland Security Awards Program, and now entering it’s Seventh Year, continues to recognize industry leaders of Physical and Border Security, Cybersecurity, Emergency Preparedness – Management and Response, Law Enforcement, First Responders, as well as federal, state and municipal government agencies in the acknowledgment of their outstanding efforts to Keep our Nation Secure.

Fortior Solutions

Best Access Control & Authentication Solution

  • The Fortior Solutions RAPIDGate Program is a patented, award-winning, and SAFETY Act-Designated identity, access and security solution that boasts 99.97% uptime, and serves the government, military, and critical infrastructure sectors, fulfilling end-to-end identity management needs and accommodating a wide set of compliance specifications.

The RAPIDGate® Program is the only vendor-funded program of its kind, supporting organizations from the planning phase through implementation and providing ongoing program support.
The RAPIDGate® Program is the only vendor-funded program of its kind, supporting organizations from the planning phase through implementation and providing ongoing program support.
  • The RAPIDGate program is a complete vendor management solution that includes verification of company sponsorship, company enrollment, multi-language kiosk based registration, individual biographic and biometric collection, equipment, commercial background screenings, DOJ/FBI NCIC/III checks (subject to approval of the relevant government authorities)

  • The RAPIDGate® and RAPID-RCx® programs provided unparalleled perimeter control at some of the most security-conscious organizations in the world including, the U.S. Army, U.S. Coast Guard, U.S. Navy, U.S. Marine Corps, and NASA among others.

  • Fortior Solutions (formerly SureID) was also recognized in the 2016 ‘ASTORS’, and a New Premier Awards Sponsor to the 2021 ‘ASTORS’ Homeland Security Awards Program.

The Annual ‘ASTORS’ Awards highlights the most cutting-edge and forward-thinking security solutions coming onto the market today, to ensure our readers have the information they need to stay ahead of the competition and keep our Nation safe – one facility, street, and city at a time.

Thomas Richardson, FDNY Chief of Department; Dr. Kathleen Kiernan, President of NEC National Security Systems; and Richard Blatus, FDNY Assistant Chief of Operations at the 2021 ‘ASTORS’ Awards Luncheon at ISC East.

AST Honors Thomas Richardson, FDNY Chief of Department; Dr. Kathleen Kiernan, President of NEC National Security Systems; and Richard Blatus, FDNY Assistant Chief of Operations, at the 2021 ‘ASTORS’ Awards Luncheon at ISC East.

The United States was forever changed 20 years ago on September 11th, and we were fortunate to have many of those who responded to those horrific tragedies join us at the 2021 ‘ASTORS’ Awards Luncheon.

In the days that followed 9/11, the critical needs of protecting our country catapulted us into new and innovative ways to secure our homeland – which is how many of the agencies and enterprise organizations that are today ‘ASTORS’ Awards Champions, came into being.

Our keynote speaker TSA Administrator David Pekoske delivered a moving and timely address on the strategic priorities of the 64,000 member TSA workforce in securing the transportation system, enabling safe, and in many cases, contactless travel, and more (Be sure to see Interview.)
TSA Administrator David Pekoske addressing attendees at the 2021 ‘ASTORS’ Awards Luncheon in New York City on November 17, 2021. (Be sure to see AST Exclusive Interview, facilitated by Dr. Kathleen Kiernan HERE.)

Our keynote speaker featured a moving and informative address from TSA Administrator and Vice-Admiral of the United States Coast Guard (Ret), David Pekoske; to our attendees who traveled from across the United States and abroad, on the strategic priorities of the 64,000 member TSA workforce in securing the transportation system, enabling safe, and in many cases, contactless travel.

Commissioner Bill Bratton signing copies of his latest work, ‘The Profession: A Memoir of Community, Race, and the Arc of Policing in America,’ at the 2021 ‘ASTORS’ Awards Presentation Luncheon. (Be sure to see AST Exclusive Interview with Comm Bratton, facilitated by Dr. Kathleen Kiernan HERE.)

Legendary Police Commissioner William Bratton of the New York Police Department, the Boston Police Department, and former Chief of the Los Angeles Police Department was also live at the event, meeting with attendees and signing copies of his latest work ‘The Profession: A Memoir of Community, Race, and the Arc of Policing in America,’ courtesy of the generosity of our 2021 ‘ASTORS’ Awards Premier Sponsors.

The 2021 ‘ASTORS’ Awards Program was Proudly Sponsored by AMAROK, Fortior Solutions and SIMS Software, along with Returning Premier Sponsors ATI SystemsAttivo Networks, Automatic Systems, and Reed Exhibitions.

Nominations are now being accepted for the 2022 ‘ASTORS’ Homeland Security Awards at https://americansecuritytoday.com/ast-awards/.

Comprehensive List of Categories Include:

Access Control/ Identification Personal/Protective Equipment Law Enforcement Counter- Terrorism
Perimeter Barrier/ Deterrent System Interagency Interdiction Operation Cloud Computing/Storage Solution
Facial/IRIS Recognition Body Worn Video Product Cyber Security
Video Surveillance/VMS Mobile Technology Anti-Malware
Audio Analytics Disaster Preparedness ID Management
Thermal/Infrared Camera Mass Notification System Fire & Safety
Metal/Weapon Detection Rescue Operations Critical Infrastructure
License Plate Recognition Detection Products COVID Innovations
Workforce Management Government Security Programs And Many Others to Choose From!

Don’t see a Direct Hit for your Product, Agency or Organization?

Submit your category recommendation for consideration to Michael Madsen, AST Publisher at: mmadsen@americansecuritytoday.com.

Why American Security Today?

The traditional security marketplace has long been covered by a host of publications putting forward the old school basics to what is Today – a fast-changing security landscape.

American Security Today is uniquely focused on the broader Homeland Security & Public Safety marketplace with over 75,000 readers at the Federal, State, and local levels of government as well as firms allied to the government.

American Security Today brings forward a fresh compelling look and read with our customized digital publications that hold readers’ eyes throughout the story with cutting-edge editorial that provides solutions to their challenges.

Harness the Power of the Web – with our 100% Mobile Friendly Publications

AST puts forward the Largest and Most Qualified Circulation in Government with Over 75,000 readers on the Federal, State and Local levels.
AST puts forward the Largest and Most Qualified Circulation in Government with Over 75,000 readers on the Federal, State and Local levels.

AST Digital Publications are distributed to over 75,000 qualified government and homeland security professionals, in federal, state, local, and private security sectors.

‘PROTECTING OUR NATION, ONE CITY AT A TIME’

AST Reaches both Private & Public Experts, essential to meeting these new challenges.

Today’s new generation of public safety and security experts need real-time knowledge to deal with domestic and international terrorism, lone wolf attacks, unprecedented urban violence, shifts in society, culture, and media bias – making it increasingly difficult for Homeland Security, Law Enforcement, First Responders, Military and Private Security Professionals to implement coordinated security measures to ensure national security and improve public safety.

American Security Today

These experts are from Government at the federal, state, and local level as well as from private firms allied to the government.

AST provides a full plate of topics in our AST Monthly Magazine Editions, AST Website, and AST Daily News Alerts, covering 23 Vital Sectors such as Access Control, Perimeter Protection, Video Surveillance/Analytics, Airport Security, Border Security, CBRNE Detection, Border Security, Ports, Cybersecurity, Networking Security, Encryption, Law Enforcement, First Responders, Campus Security, Security Services, Corporate Facilities, and Emergency Response among others.

AST has Expanded readership into integral Critical Infrastructure audiences such as Protection of Nuclear Facilities, Water Plants & Dams, Bridges & Tunnels, and other potential targets of terrorism.

Other areas of concern include Transportation Hubs, Public Assemblies, Government Facilities, Sporting & Concert Stadiums, our Nation’s Schools & Universities, and Commercial Business Destinations – all enticing targets due to the large number of persons and resources clustered together.

(See just a few highlights of American Security Today’s 2021 ‘ASTORS’ Awards Presentation Luncheon at ISC East. Courtesy of My Pristine Images and Vimeo.)

To learn more about ‘ASTORS’ Homeland Security Award Winners solutions, please see the 2021 ‘ASTORS’ CHAMPIONS Edition Fully Interactive Magazine – the Best Products of 2021 ‘A Year in Review’.

The Annual CHAMPIONS edition includes a review of Annual ‘ASTORS’ Award Winning products and programs, highlighting key details on many of the winning firm’s products and services, including video interviews and more.

It serves as your Go-To Source throughout the year for The Best of 2021 Products and Services endorsed by American Security Today, and can satisfy your agency’s and/or organization’s most pressing Homeland Security and Public Safety needs.

From Physical Security (Access Control, Critical Infrastructure, Perimeter Protection, and Video Surveillance Cameras and Video Management Systems), to IT Security (Cybersecurity, Encryption, Data Storage, Anti-Malware and Networking Security – Just to name a few), the 2021 ‘ASTORS’ CHAMPIONS EDITION has what you need to Detect, Delay, Respond to, and Mitigate today’s real-time threats in our constantly evolving security landscape.

It also includes featured guest editorial pieces from some of the security industry’s most respected leaders, and recognized firms in the 2021 ‘ASTORS’ Awards Program.

  • For a complete list of 2021 ‘ASTORS’ Award Winners, begin HERE.

For more information on All Things American Security Today, as well as the 2021 ‘ASTORS’ Awards Program, please contact Michael Madsen, AST Publisher at mmadsen@americansecuritytoday.com.

AST strives to meet a 3 STAR trustworthiness rating, based on the following criteria:

  • Provides named sources
  • Reported by more than one notable outlet
  • Includes supporting video, direct statements, or photos

Subscribe to the AST Daily News Alert Here.