By: Joshua Finley

Dave Barnhart has developed a reputation for his forward-thinking approach and knack for disruptive innovation. He’s the founder and CEO of Arkisys, a company dedicated to revolutionizing the way people think about space infrastructure. Under his leadership, Arkisys is tackling one of the most significant challenges in space expansion: the throwaway culture that has dominated the industry for over 50 years.

Founded in 2015, Arkisys aims to create sustainable and reusable infrastructure in space. The company envisions space platforms that can self-repair, autonomously connect and grow, providing low-cost, lease-based services for commercial innovators, inventors, and experimenters. Barnhart’s vision for Arkisys is akin to “Ports in space,” equipped to handle arrivals of new components or payloads and onboard tools and equipment to build, repair, and upgrade a space system directly in any “harbor” or orbit. This shift from ground to on-orbit optimization marks a significant step toward sustainable space expansion and exploration.

“We are attempting to change the throwaway culture in space,” Barnhart explained. “Every spacecraft that goes up has a time limit on its life. There is no way to add fuel, no way to repair, no way to upgrade. It has to be optimized on the ground for maximum life—until we change that.”

But How Does One Change Entrenched Thinking? Three Tips to Consider

Drawing from his decades of experience, Barnhart shared three essential tips for aspiring entrepreneurs looking to create a startup tackling significant culture shifts, particularly in the dual-use sectors like space and aerospace.

1. Focus on Revenue 

One of the most common pitfalls for startups is focusing too heavily on technical innovation without demonstrating a clear path to revenue. “Too many companies and individuals from a technical background believe that technology alone will sell the company,” Barnhart noted. “It isn’t. You need to show how your use case will generate revenue. We identified our use case early, but it took time to align it with a viable revenue model.”

Focusing on revenue generation from the outset helps ensure a startup’s sustainability and scalability. Many technically proficient teams fall into the trap of believing that a superior product will automatically attract customers and investors. However, even the most groundbreaking technology requires a clear and compelling business model to succeed in the market. This involves identifying a specific use case where the technology can solve a real-world problem, understanding the market needs, and developing a strategy that translates these elements into revenue streams. 

2. Take on Culture Disruption… Gently and with Friends

Breaking an established industry’s thinking often requires a strategic approach to disruption. “You have to frame the disruption in positive terms that support customer growth in ways they may not have imagined.” Disrupting an entrenched industry is no small feat. It involves changing not just technologies but also mindsets, processes, and industry norms. For startups, the key is to frame disruption in a way that highlights its benefits to potential customers. This requires a deep understanding of the industry’s existing culture and pain points; by positioning the disruption as a means to achieve better outcomes—whether increased efficiency, cost savings, or improved performance—startups can make a compelling case for adoption.

” A significant step we took was joining a unique private/public consortium called CONFERS that was specifically created to navigate regulatory challenges in the new domain we were moving into. To change culture alone is very difficult and taxing; in CONFERS, we work with competitors, customers, and international Government representatives to realize the value in this new services culture, centered in space.” 

3. Build Commercial and Government Contacts

Building robust networks across commercial and government sectors is crucial in dual-use industries. Barnhart advises leveraging every opportunity to connect with potential stakeholders. “For us, it was about building contacts with government and commercial companies. These relationships are vital for navigating the complexities of a dual-use industry and ensuring broad support for your initiatives.”

Dual-use industries, where technologies can serve both civilian and military purposes, present unique challenges and opportunities. Success in these fields often hinges on navigating complex regulatory landscapes and securing support from diverse stakeholders. Establishing strong relationships with both commercial entities and government agencies is essential for gaining access to funding, regulatory guidance, and market opportunities.

A Journey of Innovation

Dave’s work with Arkisys represents a bold step toward sustainable commercial space growth and expansion off-Earth. Barnhart and his team are paving the way for more efficient and cost-effective space missions and business activities by addressing the industry’s long-standing single-life culture and promoting a reusable infrastructure model. For aspiring entrepreneurs, his advice on focusing on revenue, learning to disrupt strategically, and building essential contacts offers valuable insights into the challenges and opportunities of launching a startup in complex industries. As Barnhart continues to push the boundaries of what’s possible in space, his vision of a sustainable and growth-oriented space economy will hopefully open up undiscovered markets to new entrepreneurs and innovators worldwide.

Published by: Holy Minoza