The U.S. Navy is more aggressively telling startups, ‘We want you’

Summary

While Silicon Valley executives like those from Palantir, Meta, and OpenAI are grabbing headlines for trading their Brunello Cucinelli vests for Army Reserve uniforms, a quieter transformation has been underway in the U.S. Navy. How? Well, the Navy’s Chief Technology Officer Justin Fanelli says he has spent the last two and a half years focused on cutting through the red tape and protracted procurement cycles that once made working with the military a nightmare for startups. The efforts represent a less visible but potentially more meaningful remaking, one where the government is moving faster and being smarter about where it’s committing dollars. “We’re more open for business and partnerships than we’ve ever been before,” Fanelli told TechCrunch in a recent Zoom interview. “We’re humble and listening more than before, and we recognize that if an organization shows us how we can do business differently, we want that to be a partnership.” Right now, many of these partnerships are being facilitated through what Fanelli calls the Navy’s innovation adoption kit, a series of frameworks and tools that aim to bridge the so-called Valley of Death, where promising tech dies on its path from prototype to production. “Your granddaddy’s government had a spaghetti chart for how to get in,” he said. “Now it’s a funnel, and we are saying, if you can show that you have outsized outcomes, then we want to designate you as an enterprise service.” In one recent case, the Navy went from a Request for Proposal (RFP) to pilot deployment in under six months with Via, an eight-year-old, Somerville, Mass.-based cybersecurity startup that helps big organizations protect sensitive data and digital identities through, in part, decentralization, meaning the data isn’t stored in one central spot that can be hacked. (Another of Via’s clients is the U.S. Air Force.) The Navy’s new approach operates on what Fanelli calls a “horizon” model, borrowed and adapted from McKinsey’s innovation framework. C...