A silent company targets the military and defense market with disruptive technology

It’s always fascinating to hear about companies that are redefining the rules and changing the game, however here is a brief overview of how a technology-based company with innovative solutions puts it all together.

The adjustment

Intilop, a specialist in Network Acceleration and Network Security products, made a strategic decision to target the Aerospace, Defense and Military Markets.

Intilop focuses on hyper-performance and ultra-low latency complex network protocol accelerators, with an emphasis on full TCP, UDP, ARP, IGMP and other IP mega cores, subsystems and solutions.

It was clear that the time was right to introduce this technology to defense contractors and other industry players who could use this high-performance technology in the development and deployment of their complex network systems.

mix applications
This technology has been applied to a variety of customer projects (cross industry lines) including:
-more than 60 high-speed trading firms co-located with NASDAQ, NYSE and other global stock exchanges, delivering one million FIX and other financial transactions per second
-image transfer applications in semiconductor inspection equipment handling large multi-gigabyte image files that need to be transferred in real time
-image transfer applications on TeleMedicine server systems where large multi-megabyte image files must be transferred live and in real time
-Ground stations that support satellite systems that distribute live data and images to an active and complex network.

Current image

The company had traction with notable defense contractors such as Northrop Grumman, IBM, L-3, Telspan, and others, which validated the strategic direction.

the shovel job

Core research was conducted to identify key segments and application areas that were the “best fit” opportunity for the company’s technology base.

This also had to be calibrated to suit the company’s experience and raw organizational, financial and resource capabilities.

As an early stage company, it could not sustain long sales cycles (18-24 months) or enter a market area that provided serious barriers to entry or strong competitive influences.

It is not an easy challenge.

The exit

Given the nature of the technology, the target area of ​​focus revolved around network communications for big data, complex data sets, bottlenecks, etc. that translated to the target segments of C4ISR, Digital Battlefield, Network-Centric Warfare, Theater Management, Urban Warfare, and Satellite Communications (imaging and data dissemination).

These areas were expressed in terms of “applications,” which described how the company’s technology fit into the referenced application space.

The mix of the selected program

The Phase One Marketplace Program consists of:

A direct response B2B program – focused on key contacts within the top 60 defense contractors (cross-split), system integrators, select program bureaus/agencies, and third-party influencers. This includes Industry TOP Guns (business development specialists) who will assist in efforts to penetrate Agency targets.

A Sales/Distribution Network: To increase “feet on the street,” a recruiting and development program implemented to develop a third-party network. This is understood by experienced representatives and system integration partners (worldwide) who will bring technology solutions to key accounts.

Comprehensive Media/Publication Coverage – Leveraging major industry media sources serving target market segments with updates on product news, contributing articles (technical/in-scope application), and participation in webinars and others events to demonstrate the value of this technology.

One of the highlights of the Phase One Program is the focus on the F-35 JSF (Joint Strike Fighter Program) which legitimizes the use of technology. This effort was collaborated with L-3 Communications.

The result

Early stage, though the company is looking to build key industry relationships and a rich opportunity base.

Although the company is not a “family brand”, visibility with the top 60 defense contractors and select agencies puts them on the map.

Note that we count a multi-division defense contractor as a destination account.

That translates to cross-divisional penetration and, in some cases, 30+ contacts/relationships per account.

A key objective is to establish the company as the first name defense contractors/integrators mention (name recognition) when asked to define the primary provider of this class of network technology.

Copyright 2017