What it takes to succeed in Defense Tech: 5 lessons from a startup founder — quest column
Defense tech sector is often one of the most difficult to succed in, demanding in-depth knowledge of technology and what is required or works best on the frontline. It is also an industry where reputation can often outweigh innovation.
In a guest column for AIN, Agris Kipurs, CEO of the Latvian startup Origin Robotics, shares key lessons from his transition from commercial drones to military solutions. He explores the challenges and strategies that have helped his company to succeed, offering invaluable insights for entrepreneurs looking to enter the defense tech space.
Back in 2022, as the full-scale invasion of Ukraine began, I decided to leverage my expertise as the exited founder of a successful commercial drone startup to help smaller nations build resilience against much larger and stronger adversaries. Since then, we have developed our flagship product, secured €8.5 million in funding, and signed our first contracts across Europe.
What surprised me most during this journey is that defense tech is not actually so different from any other tech. You still do the same things as in any other tech business: identify user pain points, figure out the minimum viable product, get it to market, and find early adopters.
What is different is how reputation-driven the industry is. In most sectors, you can sell a good product if it works. Here, no one buys from you until you’ve earned their trust. That means you need patience, enough resources to buy time, and a plan for building credibility.
Here are a few lessons that might help those just starting out in defense tech.
1. Don’t try to do too many things at once
When I launched my first startup over ten years ago, I often fell into this trap. We’d innovate on several fronts at once, stretching ourselves too thin. This time, with Origin, we are laser-focused on building a system that solves a pressing problem and can be deployed immediately.
One of our main arguments and industry positions is that military innovation should prioritize speed over perfection. However, the defense world doesn’t operate like Silicon Valley, where products can fail fast and pivot. You have to get it right the first time, but you also can’t afford to drag your feet.
Look at Ukraine: teams there are deploying effective battlefield solutions with limited resources: improvised countermeasures, creative tactics, and rapid iterations. They embody the minimum viable product philosophy in its purest form: focus on solving one critical problem, then iterate. Necessity fuels innovation.
But let’s be clear: what we see in Ukraine, at least in drone capabilities, is more tactical adaptation than technological breakthrough. When at war, you work with what you have and try to outsmart the adversary. For countries investing in military capability, the takeaway shouldn’t be to replicate Ukraine’s approach. Europe needs long-term defense development, not just battlefield improvisation. So, as a defense tech founder, you need to build something that truly moves the needle, and make sure it works when it matters.
Read more: Growing in spite of everything: The main challenges of Ukrainian defense tech in 2025
2. True innovation is tough
When people think of military tech, they picture groundbreaking hardware or futuristic AI. In reality, some of the most meaningful progress comes from tactical applications of existing technology. The real advantage often lies in integration and adapting it to a specific use case. It’s not always about reinventing the wheel but making sure it fits the mission.
Looking at consumer drones, a decade ago, they transformed the market with features like autonomous flight. I’m proud to have been part of that effort, pushing the boundaries to introduce the world's first autonomous camera drone for action sports.Today, many of these same systems have been adapted for military use, often in ways their creators never intended. War is the ultimate real-world hackathon, forcing people to find ingenious uses for existing tools.
Our team is not chasing low-hanging fruit or competing in crowded segments. Instead, we’re focusing on precision-strike capabilities, a hard problem that requires years of expertise and persistence. Those are the areas where we know we can excel.
3. Military procurement demands patience
Selling to the military is a lengthy and complex process. Procurement cycles are slow, bureaucratic obstacles are common, and multiple stakeholders must be convinced. Many startups fall into the “valley of death”, exhausting their resources before securing contracts.
We approached this challenge by starting small. Our initial focus was on R&D contracts and showcasing our product at industry events. Latvia’s Ministry of Defense became one of our first partners, placing significant orders that allowed us to scale. The trust we built locally paved the way for opportunities in other European markets.
In defense tech, reputation is paramount. While the basic startup principles may be the same - identify pain points, win early adopters, and iterate - trust is a non-negotiable foundation before any sales can happen. Building that trust requires time, resources, and strategic partnerships. Being based in a smaller country, like Latvia, can be an advantage. Local governments are often keen on supporting domestic innovation, not only to strengthen their own capabilities but also to reduce dependence on foreign suppliers.
Our credibility from building a consumer drone startup previously, helped galvanise a number of contacts to support us and introduce us to the right people. In defense tech, your profile and history does matter significantly.
4. Be honest to fundraise
Raising funds for defense startups is especially tough in Europe, where investors often prefer dual-use systems that serve both civilian and military markets. I have been asked many times if Beak, our flagship product, could be positioned for agriculture or industrial use. My answer is always simple: no. It’s a system built for military purposes, and pretending otherwise would only dilute our mission. While it might open a few investor doors, it’s not worth the cost of losing focus.
If you’re in this space, my advice is to seek out investors who understand defense tech from day one. Programs like the European Defense Fund or NATO initiatives can be great for founders focused on pure military technology, but they’re not a substitute for venture capital. You’ll still need to raise significant amounts from VC funds.
That said, securing EDF or NATO funding - if you manage to, which is no small feat - can help you get started with less capital while building the traction VCs look for. It’s a way to prove there’s demand, de-risk the business, and ultimately make it easier to bring in investors who might otherwise hesitate in a niche like defense tech.
5. Know your personal “Why”
I often hear other founders talk about “making the world a better place” mission. But in military tech, success is often measured by grim metrics like “cost per kill.” It’s a sobering reality. Before you commit to this path, you need to ask yourself why you’re doing it. And be brutally honest with your answer.
For me, the motivation comes from a deep sense of responsibility. Our team understands that the systems we build aren’t just tools - they’re lifelines for smaller nations to defend their democracies. That shared purpose creates a level of commitment I’ve rarely seen in other industries. But it also adds immense pressure. When bugs could cost lives, you can’t afford to cut corners.
Defense tech is not for everyone. It’s a world where mistakes are costly, progress is slow, and the pressure is relentless. This field demands more than technical expertise or business acumen. It requires founders to confront uncomfortable truths, make decisions under immense pressure, and stay anchored to a mission that must be bigger than personal ambition. For those willing to take on this challenge, the journey is not easy, but it is profoundly meaningful.
Author: Agris Kipurs, CEO and Co-founder, Origin Robotics.
