Space Tech CEOs Navigate Defense and Commercial Markets

Running a space startup that caters to both the Department of Defense (DOD) and commercial companies can be tricky. Even Rogers, CEO of True Anomaly, warns that young startups might lose focus trying to sell to both. True Anomaly, for instance, sees itself as a defense company, not just a space one. Investors pushing for a dual-use strategy can further complicate things, Rogers noted. Space is becoming more industrialized, opening up new commercial opportunities for startups. Tim Solms, CEO of Slingshot Aerospace, pointed out that the lines between commercial and government use in space are blurring. Companies need to be able to navigate both worlds. The term "dual use" can be confusing, especially in today's competitive space environment. However, the DOD is making efforts to work with small businesses and procure new technologies. Debra Emmons, CTO of The Aerospace Corporation, mentioned initiatives like the Defense Innovation Unit and the Office of Strategic Capital to bring public and private funds together. While these programs help early-stage companies, a dual-use strategy can serve as a backup against the government's slow pace in signing new companies. Startups aiming to work with the government must understand that building relationships and trust is crucial. The companies that can best navigate government processes may win, not just those with the best tech. Rogers emphasized that having good tech and talent is just the beginning. Understanding operational requirements and advocating for them is key. Solms agreed, stressing the importance of focusing on the mission and not just a single solution.