Jason San Souci

From Opportunity to Contract: How Enterprises Actually Award Drone Work

Jason San Souci, Founder, The Drone Strategist

Spotting a new market is the first step. Getting a utility, telecom, or infrastructure company to put you under contract is the harder one. Most capable operators lose enterprise deals for reasons that have nothing to do with flying. They price the wrong unit, stall in procurement, or never reach the person who owns the budget. Drawing on 25 years on the vendor side of enterprise bids, Jason covers three things. He shows how these buyers evaluate a new drone provider. He explains what gets you disqualified before anyone reads your proposal. And he walks through how to structure a first engagement so it grows into a recurring program.

Jason San Souci is the founder of The Drone Strategist, which helps commercial drone operators win and structure enterprise contracts through its Enterprise Deal Design Accelerator. He has spent 25 years in geospatial and remote sensing. He holds the ASPRS Certified Mapping Scientist – UAS and GISP credentials and serves as Director of the ASPRS Rocky Mountain Region. He is also Chief Product Officer at Flight Technologies, where he helps win enterprise bids across the telecom and infrastructure sectors. Jason hosts the podcast "Do You Know Drones?" and wrote "Drone Services 101: Your Blueprint to High Value Success." He is co-founder of Neurodiversity Works, a Colorado nonprofit that trains neurodiverse learners for drone and data careers.