FRACTIONAL COMMERCIAL LEADERSHIP
For technology crossing between defense and commercial markets, on both sides of the Atlantic.
Proven in one market is not proven in the next. We design and build the go-to-market engine that gets mission-ready technology to commercial revenue, commercial technology to its first defense contract, and proven technology across the Atlantic, in both directions. Then we run it with you.
I · MARKET TRANSLATION
Your proof points, rewritten in the buyer's language and evidence standard.
II · COMMERCIAL ARCHITECTURE
Beachhead, offer, pricing, channel and partners, designed for the market you are entering.
III · FIRST-REVENUE EXECUTION
Pipeline, pursuits and launches, run by an embedded operator until it works.
THE CROSSING
Not a strategy deck. Not a capture shop. An embedded operator who builds it with you.
Defense and commercial markets buy the same technology for different reasons, in different language, on different timelines. A fielded program and a TRL score do not read as commercial value. A customer list and recurring revenue do not read as defense readiness.
Most companies treat the crossing as a sales problem. It is a translation and architecture problem. Which beachhead, what offer, which channel, what evidence the buyer needs: those first decisions harden fast.
Get them wrong and you build translation debt. It compounds every quarter you stay in market:
We find the gaps before they set. We pressure-test the crossing, prove the market, then build and run the commercial engine on the other side.
01 · WHERE WE FOCUS
We work at the moment a company decides to enter a market it was not built for. The leverage is upstream, before the first hire, the first pursuit, the first launch.
Defense-tech and SBIR-funded companies with fielded, validated technology.
THEY HAVEProgram credibility, test data, mission performance.
THEY LACKCommercial buyers, packaging, pricing, channel.
WE BUILDCommercial narrative, beachhead offer, OEM and service-partner channel, first commercial revenue.
Commercial autonomy, robotics and remote-operations companies with real customers.
THEY HAVEProduct maturity, customer proof, speed.
THEY LACKProcurement fluency, defense evidence standards, prime and program access.
WE BUILDDefense narrative, pathway plan (SBIR/STTR, OTAs, prime teaming), first pursuits, first contract.
European defense and dual-use companies entering the U.S. DoW market, and U.S. companies entering NATO and allied markets.
THEY HAVEProof in their home market, often with allied defense customers.
THEY LACKLocal buyers, pathways, partners and presence. To the DoW, a European defense company faces the same hurdles as a commercial newcomer.
WE BUILDMarket-entry plan, validation sprint, partners and teaming, entity and team decision, first contract.
We concentrate on technology that lets fewer people do more, safely: unmanned systems, autonomy, remote operations and the sensing, software and control layers that make minimal manning possible.
WHO WE SERVE
02 · WAYS WE PARTNER
Every engagement has a fixed scope and a clear decision point before the next commitment. Start where your risk is.
01
CROSSING ASSESSMENT
For leadership teams deciding whether, where and how to cross.
A fast, independent stress test of your plan to enter the new market. We map the target buyers, the evidence they require, the path to purchase, and the gap between how you describe your technology and how they buy it.
You get a go / no-go call, a recommended beachhead, and the three risks that matter most.
4–6 weeks · Fixed fee
02
VALIDATE & BUILD SPRINT
For companies committed to entering a new market who need proof before they build a team or an entity.
A design-build sprint that proves the market while building the commercial foundation: positioning in the buyer's language, packaged offer, beachhead conversations, channel and teaming partners, collateral, first pipeline.
You get market evidence, a working commercial kit, and go / no-go gates before you commit to a subsidiary, a hire or a full launch.
2–4 months · Fixed fee, modular add-ons
03
FRACTIONAL COMMERCIAL LEADER
Once the bridgehead holds, you advance. We lead the commercial push from first foothold to first revenue or first contract, then hand the ground to your permanent team.
For companies: a senior fractional CMO / CCO who owns the commercial function: roadmap, narrative, pursuits, partners and pipeline.
For primes and investors: a fractional operating partner across a program, portfolio or supplier base, building the commercial or defense readiness your companies lack.
Monthly retainer · 3-month minimum
SPECIALIZED SUPPORT
Direct access and operating guidance for leaders facing a consequential crossing decision: a new market, a spin-out, a first defense pursuit, a board ask.
3-month minimum
When the work shows you need a permanent commercial lead or BD team, we define the roles, run the search with you, and hand off a working engine to the people who will own it. Principal-led, no hand-offs.
A repeatable capture process so pursuits are won before the solicitation drops: bid / no-bid gates, customer and competitor insight, win themes, teaming strategy and a clean hand-off to the proposal team.
HOW WE ENGAGE
WHY WISSMANN GROUP
Defense consultants know programs. Commercial marketers know buyers. Very few have run both, at the program level, and built the bridge between them. Wissmann Group was built on that crossing: execution inside major defense programs, embedded commercialization of defense-funded technology, and commercial design-build across robotics, autonomy and maritime systems, on both sides of the Atlantic.
That profile cannot be assembled for an engagement. It is accumulated, and it compounds with every crossing.
OUR MISSION
WHAT WE PROMISE
03 · THE GROUP
Lucas builds commercial engines for technology crossing between defense and commercial markets. A former DARPA Embedded Entrepreneur, he has led marketing, go-to-market and business development for companies in unmanned systems, autonomy, robotics and remote operations, on both sides of the Atlantic. He works as an embedded operator: the one who owns the commercial function until it runs on its own.
SPECIALTIES
THE GROUP
The network of operators, engineers and specialists Lucas has worked alongside to deliver results. They complement his work as each engagement requires. You work with Lucas from start to finish.
04 · CONNECT
Primes, founders, investors and leadership teams at a crossing point: pick the session that fits and book a time directly.
