In this episode of The Briefing Room, Sean Singleton, US Venture Partner at Beaten Zone Venture Partners, breaks down what Australian founders really face when entering the United States Defense market.

Sean’s role is simple but hard: to help portfolio companies open doors in the US and 'get on contract'. That means handling the nuance of how the US Department of Defense actually buys technology, not how founders assume it does.

We unpack why the US public sector defaults to what it already has on contract, why Australian founders underestimate the complexity of the US Defence ecosystem, and why relationships and credibility take time to build.

Sean explains the fastest paths to revenue. Why systems integrators like Lockheed Martin and Boeing matter. How master collaboration agreements can compress multi-year timelines down to 12–18 months. And why bringing experienced US operators onto your team is often the difference between progress and stall.

The conversation also covers where founders should actually set up in the US. Which states are business-friendly for Defence and manufacturing? Why incentives, congressional support, and proximity to Defence assets matter. And why staffers on Capitol Hill are often more important than elected officials.

Sean shares his own long career path, from the US Air Force Academy and the F-22 program, through counter-intelligence, federal sales, JP Morgan, and the Defense Innovation Unit. The result is a grounded, experience-led guide for founders serious about building in the US Defence market.

This episode is essential listening for Australian founders, investors, and operators looking to move beyond theory and execute in the US.

Guest Links

• Sean Singleton – LinkedIn: https://www.linkedin.com/in/sean‐ singleton‐b616292/
• Beaten Zone Venture Partners: https://beatenzone.vc

Hosted by: Peta Ellis

Produced By The Podcast Boss

In this episode of The Briefing Room, Dr Will Crowe, Co‐Founder and CEO of HEO, walks through a non‐linear founder journey that ends in orbit.

Will started as a researcher in astrodynamics, completed a PhD at UNSW, explored asteroid mining, and realised his work had immediate, practical value. That insight led to HEO.

Today, HEO enables commercial, resolved non‐Earth imaging by acquiring and analysing satellite data through proprietary software. The company helps satellite operators and governments monitor space assets, manage debris, inspect damaged satellites, and protect both Earth and space infrastructure.

This conversation covers the shift from research to execution, how deep technical work becomes a commercial platform, and what it really takes to build a space company with long timelines and real consequences.

Episode Links • Dr Will Crowe: https://www.linkedin.com/in/william‐crowe‐space

• HEO: https://www.heospace.com

Produced by The Podcast Boss

Veteran and entrepreneur Warwick Penrose reflects on a career spanning CIED and CBRN Army specialisation through to founding EPE, a company trusted to protect soldiers and first responders. We cover capability delivery in counter‑IED, counter‑drone, ISR, and ECM, the pitfalls of selling to Defence, and lessons from building businesses across Asia Pacific and the U.S.

Warwick shares candid thoughts on leadership, culture, and legacy, and advice for the next generation of veteran‑founders shaping Defence innovation.

Guest Links:

• LinkedIn: https://www.linkedin.com/in/warwick-penrose-8493a819/
• Organisation: EPE – https://www.epequip.com/

Find out more:

Website: https://beatenzone.vc

YouTube: https://www.youtube.com/@BeatenZoneVenturePartners/videos

Hosts & Cohosts:

• • Peta Ellis – LinkedIn: https://www.linkedin.com/in/petaellis

• Jake Bostock – LinkedIn: https://www.linkedin.com/in/jake123456789/

Produced by The Podcast Boss

Reservist officer and founder Ben Dullroy shares leadership lessons from leading 21 soldiers at 21, reflections from Iraq, and what end‑users actually need from startups. We discuss how to earn trust inside Defence, common mistakes founders make when pitching to the Army, and practical first steps for working with procurement pathways. Ben closes with candid thoughts on service, family, and the personal cost of a life lived between business and Army.

Guest Links:

• LinkedIn: https://www.linkedin.com/in/bendullroy/
• Organisation: Bravo Delta – [Add website]

Standard Footer (include in all platforms):

Find out more:

Website: https://beatenzone.vc

YouTube: https://www.youtube.com/@BeatenZoneVenturePartners/videos

Spotify: [Add profile link]

Hosts & Cohosts:

• Peta Ellis – LinkedIn: https://www.linkedin.com/in/petaellis
• Sean Singleton – LinkedIn: https://www.linkedin.com/in/sean-singleton-b616292/
• Jake Bostock – LinkedIn: https://www.linkedin.com/in/jake123456789/

Produced by The Podcast Boss

Strategist, author, and former Commander of the Australian Defence College, Mick Ryan distils 35 years of service into sharp lessons on leadership, modern warfare, and innovation. We examine the realities of Ukraine, where technology truly changes war — and where it doesn’t — and the cultural work required to connect founders with end‑users. A wide‑angle conversation on sovereign capability, Australia’s role in great‑power competition, and preparing for the wars of tomorrow.

Guest Links:

• LinkedIn: https://www.linkedin.com/in/mick-ryan-am-ba299540/
• Organisation: https://mickryan.com.au/

Find out more:

Website: https://beatenzone.vc

YouTube: https://www.youtube.com/@BeatenZoneVenturePartners/videos

Hosts & Cohosts:

• Peta Ellis – LinkedIn: https://www.linkedin.com/in/petaellis

Produced by The Podcast boss

Q‑Branch founder Marc Cervantes dives into the realities of building dual‑use companies that sell to the government. We cover the origin story, the craft of becoming an ‘acquisition ninja,’ and lessons from engagements spanning DIU to state and federal partners.

For founders, Marc maps the path past innovation theatre toward programs with budget, users, and urgency — and shares straight talk on entering the U.S. market from Australia. We close on how Q‑Branch and BZV can strengthen cross‑border deal flow and AUKUS Pillar Two collaboration.

Guest Links:

• LinkedIn: https://www.linkedin.com/in/atx-maverick/
• Organisation: Q‑Branch – https://www.q-branch.dev/

Find out more:

Website: https://beatenzone.vc

YouTube: https://www.youtube.com/@BeatenZoneVenturePartners/videos

Hosts & Cohosts:

• Peta Ellis – LinkedIn: https://www.linkedin.com/in/petaellis
• Sean Singleton – LinkedIn: https://www.linkedin.com/in/sean-singleton-b616292/

Produced by The Podcast Boss

Policy veteran John Thomas outlines Station D.C.’s vision and how legal, regulatory, and policy strategies intersect with defence innovation.

We explore advising dual‑use companies, collaborating with DIU and IQT, and what Australians often misunderstand about entering the

Find out more:

https://www.linkedin.com/in/johnmarkthomas04/

Website: https://beatenzone.vc

YouTube: https://www.youtube.com/@BeatenZoneVenturePartners/videos

Hosts & Cohosts

Peta Ellis – LinkedIn: https://www.linkedin.com/in/petaellis

Sean Singleton – LinkedIn: https://www.linkedin.com/in/sean-singleton-b616292/

Produced By The Podcast Boss

Army veteran and social innovator Dylan Conway reveals how a simple idea — ‘just one book can change a life’ — became one of Australia’s largest book communities.

We discuss the mission of bibliotherapy in strengthening mental resilience for serving members and veterans, building a movement of 20,000+ readers, and why the World’s Coolest Readathon resonates. For innovators and transitioning veterans, Dylan shares candid lessons on pivots, momentum, and designing programs that actually help people.

Guest Links:

• LinkedIn: [https://www.linkedin.com/in/dylan-conway-613847200/
• Organisations: Brothers ’n’ Books – https://abf.org.au

Australian Bibliotherapy Foundation

Find out more:

Website: https://beatenzone.vc

YouTube: https://www.youtube.com/@BeatenZoneVenturePartners/videos

Hosts & Cohosts:

• • Peta Ellis – LinkedIn: https://www.linkedin.com/in/petaellis
  • Sean Singleton – LinkedIn: https://www.linkedin.com/in/sean-singleton-b616292/

Produced By The Podcast Boss