06/17/2026
Capabilities don't win deals anymore. Solutions do.
We were in Baltimore 2 weeks ago for AFCEA TechNet Cyber 2026. A few things from the sessions stuck with us:
Government isn't shopping for capabilities anymore. They're shopping for solutions. That distinction matters more than it might sound. A long feature list doesn't answer the question a mission owner is actually asking "will this solve my problem?" Understanding your customer's operational reality isn't a sales tactic. It's the whole job.
The second thing: cyber resilience is about knowing what you have, understanding your data, and being able to take a hit and get back up fast. You cannot protect what you haven't inventoried. Not a new idea but one that keeps not being acted on.
Both of these are things we think about every day building Crimson Crawler and Crimson Raven. The best security tools don't impress. They solve.
Glad the conversation at the highest levels is moving in that direction.