Go-To-Market Strategy

Defense

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Sam.gov⁠

account

Define DoD penetration strategy

Product / Value proposition: Defense Aviation

Scan data used to create a digital twin of the aircraft, noting any anomalies or potential damage

Proprietary machine learning models are utilized to detect, classify, and measure a variety of different types of damage, including holes, dents, scratches/tears, and corrosion.

Allows for faster turn around on grounded aircraft, as well as a reduction of manpower needed.

3D navigation and mapping capabilities allow for operation in dynamic environments, including outdoors and indoor hangars

Sales process - Defense Aviation

Looking into federal Markets

Looking at agency’s that we could be servicing (intel, otherwise)

Vertical analysis:

NAISC - North American Information Classification system

Determine which codes are going to fall into

Look at top 20 agency’s/entities that are responsible for our NAICS code:

Understand spending and NAISC codes ( to understand if its worth our time, effort, and energy to pursue)

There are seasons that DoD does not market (Calendar quarter 2/4 are frozen for funds)

Break down large and small business vendors to understand competition.

Can also partner with these competitors as a sub.

Look at Forecasting spending for 2024

Hire someone that does this for a living

Understand concentration of efforts

NASA SEWP 6- contracting vehicle

200k individual task order, totalling 50B in contract obligations

Fastest vehicle, and no sign of slowing down

Looking at anticipated procurement pipeline

GWACS - Government wide acquisition system

market vertical overview needs to happen

Total value awarded by the fed was $53B, 12% increase from last year.

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