**Grand Opening: The Front Lines**  
**Dan Magy.**  
**Co-Founder & CEO** · Firestorm  
Dan Magy is the Co-Founder and CEO of Firestorm Labs, a company focused on developing cutting-edge unmanned aerial systems (UAS) for the defense industry. Dan is an experienced entrepreneur with a background in defense technology, having previously co-founded Citadel Defense, a leader in counter-drone systems. His expertise spans across autonomous systems, defense innovation, and scaling tech startups.

Guest  
**Dan Magy**  
Co-Founder & CEO  
Company: Firestorm  
Location: San Diego, California, United States  
Funding: $40M Raised

# [Dan Magy, Co-Founder of Firestorm Labs: $60 Million Raised to Power the Future of Drone Warfare](https://open.spotify.com/episode/2O3Z2zn29ApVFjxWciaBlk?go=1&sp_cid=346450724e512bf8e4e478535d9bf1e5&utm_source=embed_player_p&utm_medium=desktop)

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with [Dan Magy](https://www.linkedin.com/in/danmagy/), Co-Founder of [Firestorm Labs](https://www.launchfirestorm.com/), a defense tech company that's raised over $40 Million in funding.

Here are the most interesting points from our conversation:

- **From Stadiums to Battlefields:** Dan’s first company started with counter-drone technology for sports stadiums but quickly pivoted to defense applications when naval special warfare recognized its potential for use in combat zones.  
- **Program of Record – The Holy Grail in Defense:** Dan describes a "program of record" as the closest thing to recurring revenue in the defense sector, which solidifies a company’s long-term relationship with the government.  
- **Shifting Attitudes in Silicon Valley Toward Defense:** Silicon Valley’s involvement in defense has seen a resurgence, driven by global events such as China’s aggressive posturing and the war in Ukraine.  
- **The Rise of Drone Warfare:** Dan explains how the war in Ukraine is shaping the future of warfare, where drones are used in massive numbers, causing unprecedented destruction and high casualty rates.  
- **Defense Tech Startups on the Rise:** The defense tech sector has evolved through multiple generations of startups, and Dan believes the current Gen 2 phase has accelerated due to global conflicts and changing defense priorities.  
- **Scaling Defense Tech Through Manufacturing Innovation:** Firestorm Labs is focusing on modular, cost-effective, and easily deployable manufacturing systems that can create drones in conflict zones, reducing production lead times and costs.

### Five takeaways from this conversation.
Actionable for Aerospace & Defense Tech founders  
1. **Find a Specific Niche with Government**  
In defense tech, niche products that solve urgent needs, such as counter-drone systems, can be a gateway into broader government contracts and programs of record.

2. **Show, Don’t Tell in Defense Sales**  
When working with government agencies, having a working prototype or demo is critical. Decision-makers are more willing to invest once they see tangible proof.

3. **Leverage Global Tensions in Your Go-to-Market Strategy**  
Firestorm Labs capitalized on geopolitical shifts like the war in Ukraine and rising tensions with China to build urgency and relevance around their product offerings.

4. **Harness Venture Capital Before Government Funding**  
Startups in defense tech should secure VC funding to drive initial product development and reduce reliance on slower government funding cycles.

5. **Utilize Lobbying as a GTM Strategy**  
In defense, having a dedicated lobbyist can be a highly effective way to navigate procurement hurdles and expedite the path to winning government contracts.