How Computer Vision And NLP Are Being Applied To Defense

Brett Granberg is co-founder and CEO of Vannevar Labs. Vannevar Labs builds computer vision and natural language processing products for use in security and defense.

In an interview with Steve Blank and Paul Kwan, Granberg shares his unconventional path from McKinsey consultant to national security innovator. He dives into his early frustrations with defense industry inefficiencies, his time at In-Q-Tel, and the challenges of building a defense tech startup in a sector traditionally dominated by legacy contractors. He discusses the importance of getting close to the end user, the difficulties of securing government contracts, and the philosophy behind Vannevar Labs' rapid success. 

Joe Felter also provides special remarks. 

Key Takeaways

• Mission-Driven Innovation

  A startup's success in defense tech hinges on solving a top three mission problem within the Department of Defense—anything less won’t generate the necessary buy-in.

• Understanding the End User is Critical

   The best way to develop the right product is to get as close as possible to the people actually using it—observing their work firsthand, not just taking secondhand reports.

• Entrepreneurship is a Long, Hard Battle

  Granberg pitched over 40 investors before securing his first check, learning that addressing tough business model questions head-on made his pitch stronger.

• Government Sales Require a Strategic Approach

  Selling to the military involves navigating complex procurement processes, including aligning with program offices and leveraging unfunded requirements (UFRs) for short-term revenue.

• The Power of Purpose

  Vannevar Labs’ success in recruiting and retaining top talent comes from its clear national security mission, which gives employees a sense of purpose beyond just building a product.