- Company sizes
- Primary: government agencies, defence primes, and critical infrastructure operators (selection criteria driven by programme budgets and security requirements rather than employee count).
- Secondary: defence and security SMEs in the UK/EU ecosystem that may participate in partner or supplier networks.
- Industries and verticals
- Defence, national security, intelligence operations
- Critical infrastructure (energy, water, ports, telecommunications)
- Roles and personas
- Decision makers
- Ministry of Defence and defence agency procurement and capability leads
- CIO/CISO equivalents in defence and critical infrastructure organisations
- Programme leaders responsible for sovereign AI initiatives and information operations
- End users
- Operations analysts, mission planners, intelligence fusion teams, cyber defenders
- Pain points the product addresses (as described by the vendor)
- Operational decision-support and mission planning using AI agents and simulation concepts
- Detection and response workflows for information operations and disinformation
- Cyber resilience for critical infrastructure systems
- Aggregation and orchestration of commercial drone platforms for ISR and operations
- Qualification criteria (good fit)
- Requirement for UK/EU sovereign alignment and NATO interoperability
- Willingness to engage in bespoke procurement or co-development rather than purchasing an off-the-shelf SaaS product
- Interest in a portfolio/platform approach spanning multiple capability domains
- Deal disqualifiers (poor fit)
- Need for publicly documented security certifications and detailed technical documentation during early evaluation
- Need for immediate, low-friction procurement with transparent pricing and extensive third-party user reviews