Defense Software Appointment Setting
The officer who can approve
your pilot might never see your ads.
Your software solves a real problem.
The officers who can approve a pilot just haven't heard about it yet.
Individually researched cold outreach to active-duty training and operations officers. Qualified meetings, booked directly on your team's calendar.
Request a free trialThe problem
Getting in front of active duty decision makers is the hardest part of defense software sales. Procurement cycles are long, cold outreach rarely reaches the right inbox, and most vendors never get past the front door.
The approach
Targeted, individually researched cold email, matched to the exact role inside the exact unit. Emails that open conversations, because they reference something no one else could have written. Qualified meetings on your team's calendar.
I run business development at a defense simulation software company. This service exists because I got tired of watching genuinely useful software die in procurement, not because the product was wrong, but because no one with authority had ever heard of it.
I built this outreach system to solve a need inside the company I work for. 15% reply rates, meetings with Brigadier Generals and Combined Arms Center leads, active evaluations across three branches.
I do not run an agency. I do not hand this to junior staff. Every contact is researched by me, every email is written and sent by me.
I book the calls. Your team closes.
“The email campaign works! at some point we were getting 25% reply rate and we got over 8 meetings in the first month or so.”
Christopher Torchia
CEO, Vigilante
What Makes This Different
Most outreach services blast volume and
hope something sticks. This is the opposite.
Researched individually
Every contact is individually researched before a single word is written. The opening line of every email references something specific to that person: their role, their unit's program, their initiative. Something that could not have been sent to anyone else.
Bulk sends
Bulk tools used: zero. There is no way to bulk-validate .mil addresses, so each send is hand-checked before it goes out. No spray and pray. Every email earns its place in that inbox.
Results that prove the method
15% reply rate. 8% meeting held rate. 12.4 emails per meeting. These numbers come from doing it the hard way, and that is why the results look the way they do.
Proven in the Field
Real results from active duty outreach.
reply rate
interest rate
meeting held rate
emails / meeting held
Pipeline breakdown
$416.9K in active negotiations and proposals, and counting.
Results generated for a defense simulation software client.
Industry average cold email reply rate: 1–3%.
Geographic Reach
Fort Campbell to Okinawa.
Social Proof
The replies that open new opportunities.
Screenshots and full case studies available upon request.
82nd Airborne Division
It gets forwarded up the chain of command.
“This looks pretty good and may be applicable across our programs...”
Maneuver Center of Excellence
A demo is requested, along with four licenses.
“We would also like to request a working demo of *****... we would need 4 licenses.”
Estonian Defence League
Interest crosses the Atlantic.
“I put you directly in touch with the Commander of our Cyber Unit (Cc-d), who is a primary contact dealing with capability developments in EDL including cooperation with Kuri Kotkas.”
Combined Arms Center, Training
Interest at the level that shapes Army-wide training.
“Our organization would likely be interested in what you have developed and we are working to influence drone training across the Army...”
How It Works
Simple, repeatable, documented.
Onboarding
I learn your software, your ideal unit type, your trial offer, and your proof points.
Research
I identify and individually research the right contacts by branch, unit, and role.
Outreach
Personalized cold email + one follow-up, sent manually, one by one, to .mil addresses.
Warm handoff
Positive replies handed to your team within 24 hours with full context and talking points.
Monthly report
Full funnel numbers + next month's plan, delivered every 1st.
Is this for me?
This works best for companies that check these boxes.
- ✓
Your software solves a clear mission problem a unit can understand
- ✓
Your product runs on a low-friction pathway a unit can accept today: personal devices, standalone COTS kits, or evaluation licenses
- ✓
You have at least one existing military customer or pilot as proof
- ✓
Your team can respond to a warm lead within 24–48 hours
The Offer
Only 2 trial spots available at a time
Try it before you commit.
Research, setup, and up to one month of outreach, included in a free trial. No retainer until you see what qualified interest in your software actually looks like.
Research
I identify and individually profile the right contacts for your software, specific people by branch, unit, and role, before a single word of copy is written.
Setup
We define your ideal unit type, your proof points, and your trial or evaluation offer. I write the first-touch email and the follow-up, tailored to your product.
Up to 30 days of outreach, at no cost
I send manually, one contact at a time. The trial runs until you receive your first positive response or have a meeting booked. After that, you decide whether to continue.
The trial ends when you get your first positive response or meeting booked.
No contract. No retainer upfront. You only continue if the results make it obvious.
Each client gets undivided focus — we never run more than 2.
I book the calls. Your team closes.
Send an email and we'll find a time. No pitch, just an honest conversation about whether this is the right fit for your pipeline.
Currently open to 2 more clients