Which path fits your company
Why it matters: The Pentagon now buys drones through a few open marketplaces, test-then-buy competitions and one approval list. You need a clean parts list, a federal registration and proof you can deliver.
GATE 0 Register in SAM.gov The federal vendor registry. Gives you a company ID (UEI) and a defense supplier code (CAGE). No registration, no award.
GATE 1 Clean your parts list Federal law bans drones and key parts from China, Russia, Iran and North Korea. Know where every flight controller, radio, camera, motor and battery comes from.
GATE 2 Start your Blue List file The government's list of drones and parts approved to buy. Most drone buyers now check it.
STAGE A Prototype
- Enter a prize or test event: Army xTech, SOFWERX, Army test ranges
- Apply for small-business research funding (SBIR)
Goal: get soldiers to touch it.
STAGE B Field-ready, small batches
- Pitch the Army Drone Marketplace
- Answer an open Request for Information (RFI)
- Join the government-run Drone OTA Consortium
- Counter-drone: pitch the JIATF-401 task force
Goal: a first order.
STAGE C At volume, Blue-listed
- Marketplace orders and unit purchase agreements
- GSA schedule for civil buyers
- Next Drone Dominance round
- Foreign sales via FMS Fast Lane
Goal: repeat orders.
ANY STAGE Parts, payloads, software
- Sell to companies already winning: Drone Dominance vendors, Navy drone contract holders
- One narrow offer that fixes a gap they have
Goal: a supplier slot.
What this means for you
Focus on the lanes that fit your stage. Pick a path for revenue this year and a path for positioning next year. Drop the rest.
Next step: Circle your stage, then turn to that chapter. New to how the government is organized? Read "Who actually buys" next.