Hey everyone! If you’re enjoying Crossing the Valley, I’ve got something cool for ya:
Storytelling is the most vital tool in sales.
And most companies in Aerospace and Defense do it horribly!
So I’m teaming up with retired Airmen, former Raytheon exec, and expert communicator Mike Nachshen to give DefTech startups and small businesses the tools they need to punch above their weight when it comes to telling Stories that Sell. We want you to have the same chance as the primes, so in 6 sessions you’ll learn to:
🔍 Cut through the clutter and deliver messages that resonate with key decision makers.
🧭 Navigate the complex regulatory landscape while telling a powerful story.
📢 Leverage the right channels to maximize your message's impact.
If you’re interested check it out here and you can sign up with code “CTV” for 15% off!
About Dan and Ben
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.
About the Companies
Firestorm Labs is building modular, attritable drone systems for the defense market. Their approach is to create a multi-mission drone that is like a "flying USB," with software that allows for any type of payload to be added. Their mission is to “democratize the air” by providing smaller countries with a hedge technology to deter or combat larger adversaries.
The company is working closely with the U.S. Air Force and has identified a path to a program of record. They are also actively pursuing opportunities in the international market, as they believe the demand for their technology will be significant among U.S. allies seeking to defend against aggressive neighbors.
Cubit Capital is a faith- and purpose-driven investment partner to entrepreneurs and investors who are building businesses that “address societal problems in innovative and significant ways.” The firm invests in early-to-growth (Seed – Series C) stage venture-backed businesses with a focus on Seed and Series A.
Key Takeaways
This episode had a bit of everything! Here are five key points that I took away from our conversation:
Adapt to the changing landscape of warfare. The war in Ukraine has demonstrated that small, low-cost drones can be highly effective against even the most advanced military systems. Companies like Firestorm Labs are at the forefront of this shift, developing modular, attritable systems that can be quickly adapted to meet the evolving needs of the battlefield.
Engage directly with customers and iterate based on their feedback. Firestorm Labs attributes much of its success to its willingness to engage directly with customers, both in the U.S. and abroad. By putting their products in the hands of end-users and rapidly iterating based on their feedback, the company has been able to develop solutions that meet the real-world needs of the warfighter.
Invest in government relations and lobbying early on. Successful defense startups understand the importance of building relationships with key stakeholders in government, including Congress and the Pentagon. Firestorm Labs has made significant investments in lobbying and has a strong presence in Washington, D.C., which has helped them navigate the complex defense acquisition process and secure critical funding.
Focus on storytelling and capturing the imagination of stakeholders. To succeed in the defense industry, startups must be able to effectively communicate their vision and the value they bring to the table. Firestorm Labs has excelled in this area, crafting a compelling narrative around the need for their technology and the role it can play in ensuring U.S. military superiority.
Embrace the new wave of patriotism and the desire to build for country. There is a growing movement among young people, particularly on the West Coast, to build technologies that serve the national interest. Defense startups that tap into this zeitgeist and inspire a sense of purpose and patriotism among their employees will be well-positioned to attract top talent and drive innovation in the industry.
For more on Cubit Capital: www.cubit.capital
For more on Firestorm: www.launchfirestorm.com
What did you think? Like the investor + founder format?
Send me your thoughts!
We’ll see ya next week.
Noah
Season 2 Ep 8: Dan Magy and Ben Kohlmann on Navigating the Defense Ecosystem