DefenceUS Series B software company
Multi-million-pound MOD contracts from a zero UK baseline
Challenge
No UK presence, no customers and no route to senior Ministry of Defence (MOD) decision-makers, while doctrine and security standards were changing.
What we did
- Identified a high-value Army use case and built trusted access to senior MOD decision-makers.
- Delivered a successful proof of concept with Army Headquarters.
- Established UK compliance, senior Army and NATO engagement, and bid readiness through DSEI positioning and classified briefings.
Outcome
A first MOD contract within twelve months, worth several million pounds in long-term business-as-usual value.
DefenceUS Series A company
£2.4m RAF capability integration delivered at pace
Challenge
Aligning US technology to UK defence requirements and getting it into RAF hands, within International Traffic in Arms Regulations (ITAR) constraints.
What we did
- Secured £2.4m in MOD innovation funding.
- Ran a fast-track RAF capability integration programme with the Defence Science and Technology Laboratory (Dstl).
- Placed the capability directly with RAF end users.
Outcome
Live trials across RAF platforms within twelve months, meeting MOD-defined key user requirements and setting up operational testing and future procurement.
National security and policingUS bootstrapped company
Converting a proof of concept into annual recurring revenue
Challenge
Turning a paid proof of concept into lasting business in the UK, without relying on US staff on the ground.
What we did
- Provided sustained, on-the-ground customer support with weekly end-user engagement.
- Drew on strong relationships with Dstl and the British Army.
- Supported product development, UK compliance and procurement discussions for wider MOD adoption.
Outcome
The capability was embedded into business-as-usual operations within three months, creating annual recurring revenue.
National security and policingUS Series B company
A clear path from trial to procurement
Challenge
Finding the right UK defence users and moving from interest to procurement.
What we did
- Identified priority UK defence users and secured operational software trials.
- Positioned the company at DSEI and aligned it with MOD, industry and NATO partners.
- Deployed the capability with British Army technical unit leadership cohorts and engaged senior Army and Navy stakeholders.
Outcome
Recognised as the strongest partner among participating suppliers, with procurement discussions under way towards annual recurring revenue.
Defence and national securityUK start-up in stealth mode
Strengthening the market case behind a £25m Series A raise
Challenge
Showing investors credible demand across defence and national security, and a clear route to revenue.
What we did
- Used our subject matter experts to identify high-value use cases across several domains.
- Gave the client clearer sight of defence requirements, so it could analyse the market, understand integration requirements and assess its competitors.
- Created the market analysis deck used to support its Series A raise.
Outcome
The company raised its £25m Series A target, backed by evidence of credible demand and a clear route to revenue.
DefenceUK defence small or medium-sized enterprise (SME)
Fast-tracking a UK defence SME into Germany
Challenge
Entering the German defence market quickly, without the cost and delay of building a team in the country.
What we did
- Drew on our established relationship with the UK Defence Attaché in Berlin.
- Set up a commercial partnership between the SME and a leading German defence prime contractor.
- Aligned the SME's priority use cases with live German defence demand, to prepare for future procurement.
Outcome
A prime-led partnership that shortens time to market and reduces integration complexity. This work is ongoing.
DefenceUK defence manufacturer
De-risking a European manufacturing investment with market evidence
Challenge
Deciding whether to commit to a multi-million-pound manufacturing facility in Europe.
What we did
- Validated the market with qualified evidence, so the investment decision rested on facts.
- Improved procurement readiness by addressing sovereignty, secure supply chain and local economic benefit requirements.
- Navigated MOD export controls and used our knowledge of the German market to support setting up a German subsidiary.
Outcome
The manufacturer made a confident European entry decision, and we supported the creation of its local entity.
National security and policingTechnology SME
Building the credibility and trust to scale across UK policing
Challenge
Establishing the brand credibility and stakeholder relationships needed for a pathway to procurement across UK police forces.
What we did
- Ran thought leadership events that earned the trust of senior policing stakeholders.
- Brought end users, budget holders and influencers together with the client, improving the quality and clarity of customer requirements.
- Applied frontline insight to align use cases with end-user needs, and turned product feedback into changes that simplify technical integration.
Outcome
Procurement conversations opened with several UK police forces.
GovernmentTechnology company
Setting up the compliance and go-to-market foundations for UK growth
Challenge
Becoming UK government compliant and ready for procurement, then focusing effort on the right opportunities.
What we did
- Closed compliance gaps and supported access to relevant procurement frameworks.
- Guided the company through the layered and changing UK government procurement process.
- Developed a go-to-market strategy that prioritised the strongest opportunities.
Outcome
Faster to procurement-ready, with a practical route to market and go-to-market support across several roles for less than hiring each one.
