About the Garrett and Dave
In 2019, Marine reconnaissance veteran Garrett Smith looked at tactical operators' challenges and saw something most others missed. While the industry chased large, networked systems, Smith recognized a fundamental gap: warfighters at the tactical edge lacked the software tools to make sense of their growing data streams. As a former Reconnaissance, Intelligence, and Infantry Officer, a graduate of Stanford University's Ford Dorsey Program in International Policy Studies, and a former head of business development at Kespry, Garrett had the perspective, network, and know-how to do something about it.
He’s joined on this episode by Dave Caudle, Reveal’s VP of Defense and Security, and an Army infantry veteran in his own right.
Notably, both Garrett and Dave continue to serve in reserve units, maintaining direct connection with their user base. Their technical leadership includes a number of additional Silicon Valley operators who bring deep technical expertise to these defense challenges.
About Reveal Technology
Reveal started with a simple but powerful thesis: the proliferation of sensors and mobile devices at the tactical level created an opportunity for software to revolutionize decision-making at the edge. Their flagship product, Farsight, transforms raw sensor data into actionable intelligence for operators in disconnected environments. What began as a small team in Bozeman has grown into a force in tactical edge software, becoming the first commercial solution certified on the Army's mobile network. The company recently expanded its capabilities through the acquisition of DFL Technology, whose innovative solutions beat out established primes in SOCOM evaluation. With a recent $33.6M STRATFI award spanning Air Force Special Operations Command, big Air Force, and JSOC, Reveal is positioning itself as the emerging standard for mobile and edge software capability.
Key Takeaways
Build Where Others Aren't Looking: While the defense tech ecosystem chased large networked systems, Reveal spent time on ranges with sergeants and lieutenants. When they eventually briefed generals, the grassroots demand was already established through operational validation. This focus on an underserved but critical need created natural pull from users.
Integration Drives Adoption: Success in defense tech isn't just about technology readiness (TRL) but integration readiness (IRL). Reveal's path to widespread adoption came through proving their software could work seamlessly within complex existing systems.
Congressional Relations as Customer Service: Rather than pursuing funding directly, Reveal approached congressional relations as an educational opportunity, building relationships before making requests. This approach helped solve customer budget challenges through appropriate channels.
Leverage Available Mechanisms: Rather than fighting the acquisition system, Reveal used programs like the Soldier Enhancement Program in novel ways. They became the first software company to leverage a program traditionally used for hardware, creating a new path for tactical software adoption.
Think Platform, Not Product: Reveal's evolution from a single product to a multi-capability platform demonstrates how initial success can be leveraged into broader impact. Their acquisition of DFL Technology and expansion into new areas shows how proven channels can accelerate adoption of new capabilities.
For more on Reveal: https://www.revealtech.ai/
For more on Garrett: https://www.linkedin.com/in/wgarrettsmith/
For more on Dave: https://www.linkedin.com/in/dave-caudle-10223270/
For more Crossing the Valley: www.valleycrossers.com
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