In this episode, we hear from Matthew Steckman, President and Chief Business Officer of Anduril Industries, a trailblazing defense technology company. Matthew shares insights into how Anduril has rapidly scaled in the defense sector, tackling critical national security challenges through AI-driven autonomous systems, modular hardware, and innovative procurement strategies. With a background spanning Palantir and Zipline, Matthew explains Anduril’s unique approach to defense sales and strategy, how the company balances risk with strategy, and why composability in hardware and software is key to staying ahead.
Matthew also provides an inside look at Arsenal One, Anduril’s massive new manufacturing facility in Ohio, and how the company is solving production scalability challenges to meet increasing demand. If you’ve ever wondered how a new entrant can succeed in the defense industry while navigating bureaucratic hurdles, closing massive deals, navigating complex procurement systems, and building some of the most important technology on the planet, then this episode is for you.
Key Takeaways
Discover the role of composable hardware and software in accelerating military product development
Understand why urgency and trust are essential in government contracting success and how Anduril structures deal teams
Lessons from scaling from $10 million to $1 billion in revenue within the government sales ecosystem
Find out how Anduril approaches acquisitions, yearly bets, and balancing risk-taking and discipline for long-term success
Learn about the impact of Arsenal One in revolutionizing defense manufacturing
Discover how startups can successfully enter and scale in the defense sector without getting stuck in red tape
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In this episode, we cover:
Introduction (00:43)
Anduril's Product Portfolio and Technology Stack (04:00)
Keys to Anduril's Success in Defense (07:47)
Navigating Government Contracting as a Startup (15:34)
Anduril's Strategic Approach to Sales Opportunities (21:55)
Arsenal One Manufacturing Facility (26:56)
Anatomy of Winning Major Defense Deals (32:36)
Build versus Buy Decision Framework (43:23)
Balancing RFPs and Outbound Sales (46:34)
Hardware-Software Hybrid Company Challenges (50:54)
Scaling from $1M to $1B in Revenue (55:28)
Get in Touch with Anduril (59:42)
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You can connect with Matthew through the following platforms:
LinkedIn: https://www.linkedin.com/in/matthew-steckman-4a23a8b0/
Website: www.anduril.com
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You can connect with Adam through the following platforms:
Substack: https://www.emergentproduct.com
Website: www.firstprinciples.la
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Where to find Emergent Newsletter and Podcast:
Spotify: https://open.spotify.com/show/5TMMwU5zoSlX5Ex1A4vl9D
Website: https://www.emergentproduct.com
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For inquiries about sponsoring the podcast or becoming a guest, email adam@firstprinciples.la.
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Get full access of the Emergent’s Newsletter at www.emergentproduct.com/subscribe.
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