Project Chamberlain: "Box Out" Competition & put $100M on the board
This strategic initiative will focus on BRINC, SkySafe, and Cape to expand Motorola's drone market leadership. By targeting 18 key accounts, the project aims to "box out" Axon and secure $100M in ARR deals within 24 months. To optimize and scale, we will deploy a human-in-the-loop, AI-powered process. This will reduce research and planning efforts by 80%, freeing sales teams to concentrate on our human strengths: creative strategy, problem-solving, communication, and collaboration.
Key Performance Indicators & Goals
Our Goal
$100M
ARR (5-Yr) Growth
Timeline
24
Months
Target Win Rate
30%
New Projects
10+
Key Growth Drivers & Strategic Focus
DFR Program Adoption
Leveraging BRINC drones to equip police, fire, and EMS with faster, safer, and more cost-effective aerial support compared to traditional assets.
🛡️
Critical Infrastructure Protection
Deploying SkySafe to secure airports, prisons, stadiums, and ports from the growing threat of unauthorized drone incursions and illicit activities.
📋
Regulatory Compliance
Utilizing CAPE drone management software to help agencies navigate complex FAA and state laws, ensuring transparent and legally compliant operations.
Target Market Breakdown: High-Potential Segments
👮
Public Safety
Police, Fire, and EMS agencies seeking DFR solutions for rapid response and enhanced situational awareness.
🏢
Corrections
State and county facilities needing to prevent contraband delivery and unauthorized surveillance.
✈️
Aviation
Major airports requiring robust detection to prevent flight disruptions and ensure passenger safety.
🏟️
Stadiums & Venues
Protecting large public gatherings by enforcing "No Drone Zones" during high-profile events.
Geographic Opportunity Distribution by Threat/Need Level
Analysis of 18 key U.S. markets reveals a significant number of high-potential opportunities across all target segments. Each city presents a unique blend of needs for drone, counter-drone, and management solutions.
Market Opportunity Ranking by Potential ARR
This chart ranks the 18 target markets by their estimated potential for new Annual Recurring Revenue, based on a midpoint of 1-3% of their public safety budgets. State of Georgia and Chicago represent our largest opportunities, with significant potential for advanced AI/SaaS solutions including aerial intelligence.
Market Analysis Grid
| Market Name | Current Business Summary | FY25/26 PS Budget (or Proxy) | Potential ARR (Midpoint of 1-3% TAM) | Key AI/SaaS Opportunities (incl. BRINC/SkySafe) |
|---|---|---|---|---|
| State of Georgia | Presence through Premier Avigilon & Motorola Two-Way Radio Dealers offering radios, systems, and maintenance contracts. | $2.6B | $52M | Proactive AI Enablement Strategy, AI Advisory Council, explicit budget for security tech in state prisons. Strong potential for drone-based security solutions (BRINC/SkySafe) in correctional facilities and large state properties. |
| Chicago | Headquarters in Chicago. Numerous existing contracts with City of Chicago (OEMC, Dept. of Aviation) for 2-way comms, repair, camera infra, radio equipment, dispatch systems. | $2.5B | $50M | Home market advantage with deep existing relationships. Smart Streets Pilot Program using camera tech and support for smart grid tech. Significant opportunity for drone integration (BRINC) in public safety response and airport security. |
| San Francisco | "Prisons" listed as key focus area within Safety & Security Ecosystem. | $2B | $40M | High per-capita spending and broad technology initiatives. City's "values shape technology" approach requires ethical use messaging, making BRINC's responsible drone use and SkySafe's airspace management highly relevant. |
| Houston | HCI is leading Motorola Solutions Channel Partner. Offers radios, Avigilon portfolio (access control, video security, smart sensors, body-worn cameras, AI-enabled video analytics). Statewide DIR contract in Texas. | $1.75B | $35M | Existing use of AI for predictive analysis and focus on data-driven decision-making. Strong channel partner facilitates rapid expansion, including for drone-based intelligence and counter-drone solutions (SkySafe). |
| Dallas | Manufacturing facility in Richardson, TX, for Video Security & Analytics. HCI is a channel partner. Statewide DIR contract. | $1.75B | $35M | Explicit plans for a CAD & RMS Universal Replacement and a Real Time Crime Center ($20.4M). Local manufacturing presence strengthens video security offerings, creating a natural fit for integrating drone video feeds (BRINC) and airspace security (SkySafe). |
| Miami | Corporate office in Plantation, FL. $165M, 10-year contract with Miami-Dade County for APX NEXT™ radios, including new radio sites and maintenance. | $1.55B | $31M | Recent large radio contract indicates appetite for advanced, connected comms, providing pathway for AI-driven SaaS leveraging new radio systems. Strong potential for drone applications (BRINC) in port security and hurricane response. |
| San Diego | Maintenance and support for NetRMS interface with City of San Diego. | $1.25B | $25M | County-level commitment to AI modernization. Specific needs include AI-powered wildfire detection cameras and real-time monitoring for juvenile detention, ideal for drone-based surveillance (BRINC) and airspace management (SkySafe). |
| Phoenix | Presence through Creative Communications Sales & Rentals Inc. for radio comms equipment. | $1B | $20M | Focus on reducing emergency response times and using AI for community engagement. Opportunities for drone integration (BRINC) in search and rescue, and for SkySafe in protecting critical infrastructure. |
| San Antonio | $9.6M contract with SAFD for 1,200+ personnel radios. Motorola radios used by most large FDs. | $1B | $20M | Recent large radio contract provides immediate opportunity for cross-selling AI-driven software. City's Smart Cities Roadmap indicates strategic openness to technology integration, including drone-based public safety (BRINC). |
| Baltimore | Office in Linthicum Heights, MD. Wireless Inc. is certified Motorola dealer. Contract with City of Baltimore for public safety comms (renewals through 2028). | $950M | $19M | Fire Department already adopting AI in 911 center. Police Department faces severe staffing/overtime issues, ripe for AI solutions, including drone support (BRINC) for incident assessment and SkySafe for airspace security. |
| Seattle | Day Wireless Systems is a premier Motorola Radio Dealer and Elite Specialist in Seattle. Offers two-way radio, broadband PTT, dispatch voice & CAD, Avigilon portfolio. | $805.39M | $16M | Investment in a Real Time Crime Center ($3.1M in 2025-26) directly aligns with Motorola's CommandCentral and real-time intelligence offerings. Strong potential for integrating drone video feeds (BRINC) and managing airspace (SkySafe). |
| Boston | Comtronics Corp. (a BearCom Co.) is a Motorola Two-way Radio Dealer, serving New England since 1990. Offers radios, accessories, infrastructure, installations, repair, maintenance. | $800M | $16M | Ongoing deployment of social media analysis tools by police indicates a need for advanced intelligence and investigation software. Opportunities for drone-based data collection (BRINC) and airspace security (SkySafe) in public events. |
| Detroit | Broad presence in US, products available via Sourcewell contracts for public safety (P25 radio infra, dispatch consoles, Avigilon). | $750M | $15M | City's use of drones and AI for building efficiency. Past legal challenges regarding facial recognition highlight need for Motorola's "responsible AI" and BRINC's ethical drone deployment. |
| Honolulu | BearCom is the world's largest Motorola Partner, offering two-way radios for sale/rent. Products available through City & County purchasing system. | $657.2M | $13M | Staffing shortages in public safety agencies make AI-driven efficiency solutions appealing. Motorola's workflow automation and real-time intelligence can address challenges, with potential for drone support (BRINC) in hard-to-reach areas. |
| Charlotte | Two listed addresses in Charlotte. Offers two-way radio solutions, software & applications, video security & analytics, public safety LTE & LMR, managed services. Federal contracts for cyber support and emergency response. | $650M | $13M | Budget focus on "Safe Communities" and state-level initiatives to expand body camera use align with Motorola's video security and evidence management solutions. Opportunities for drone-based surveillance (BRINC) and counter-drone (SkySafe) in public spaces. |
| Las Vegas | $26M contract with Las Vegas METRO for ASTRO®25 digital radio system, APX™ radios, upgraded dispatch equipment. McIntosh Comm. offers MOTOTRBO solutions. | $650M | $13M | Recent large radio contract provides significant installed base for cross-selling AI-driven dispatch and command center software. City's $500M smart city investment opens doors for broader AI applications, including extensive drone use (BRINC) for public safety and event security, and SkySafe for airspace protection. |
| Memphis | ICI Wireless & Railcom are Motorola dealers. Offers two-way radio, broadband PTT, dispatch, security solutions (access control, body-worn cameras, LPR, smart sensors, weapons detection), and software. | $650M | $13M | Recent investment in an AI-powered Downtown Command Center and ongoing commitment to expanding camera networks and upgrading RTCC infrastructure. Direct opportunity for integrating drone intelligence (BRINC) and counter-drone solutions (SkySafe) for public space security. |
| Louisville | RCS Communications is Motorola's largest dealer in KY/IN. Offers two-way radio, wireless comms, video surveillance, Avtec IP dispatch consoles. Platinum Channel Partner. | $400M | $8M | Investment in "Drone as First Responder" (DFR) program with BRINC drones indicates strong adoption of cutting-edge public safety technology. This provides a direct pathway for Motorola to offer integrated AI-driven video analytics, real-time intelligence, and dispatch integration solutions, leveraging BRINC's capabilities. |
Top 5 Levers for Success (Controllable)
- Sales Team Enablement for SaaS & Aerial Intelligence: Aggressively train enterprise sales teams to sell the full "Safety Reimagined" portfolio, with a strong emphasis on AI-driven SaaS, including BRINC drones and SkySafe airspace management solutions.
- Channel Partner Incentives for SaaS Growth: Create compelling new ARR-based incentive programs for our key partners to drive cloud, subscription, and aerial intelligence sales.
- Integrated Product Bundles with Aerial Solutions: Develop easy-to-sell, high-value bundles (e.g., "Rapid Response Drone Kit" or "Airspace Security Package") that combine hardware, AI-driven software, and services, including BRINC and SkySafe.
- Targeted Marketing Campaigns Highlighting Aerial Capabilities: Launch vertical-specific marketing campaigns that speak directly to the pain points of our top opportunity areas (Airports, Venues, Prisons), showcasing the unique value of BRINC and SkySafe.
- Streamline Deployment & Onboarding for Advanced Solutions: Simplify the customer experience for cloud products and aerial intelligence solutions to accelerate time-to-value and increase customer satisfaction, ensuring seamless integration into existing workflows.
Primary Obstacles to Success
- Regulatory & Public Perception Challenges for Drones: Navigating complex FAA regulations, local ordinances, and public privacy concerns related to drone operations and aerial surveillance.
- Integration Complexities with Legacy Systems: Ensuring seamless integration of drone data, counter-drone systems, and AI-driven SaaS into existing, often outdated, public safety and enterprise infrastructure.
- Customer Inertia & Budgetary Shifts: Convincing customers to move from a capital expenditure (CapEx) model for hardware to an operating expense (OpEx) subscription model for SaaS and drone-as-a-service, requiring a shift in mindset and procurement processes.
- Competition from Niche Specialists & Large Tech: Facing strong competition from specialized drone manufacturers, counter-drone companies, and broader SaaS vendors in security.
- AI & Aerial Literacy within Customer Organizations: Addressing the need for training and expertise among public safety personnel to effectively operate, manage, and utilize advanced AI and drone technologies like BRINC and SkySafe.
Driving the Initiative:
Sales Leadership:
Sales Leader, Drone & Counter-Drone Initiative
Reporting directly to **Jim Nelson, TVP of Sales**, Chamberlain sales leader will spearhead the strategic execution and sales performance for the $100M growth target. Responsible for market penetration, team development, and key account management.
Unique Qualifications:
- Internal Team Bridge: Proven ability to engage local teams and bridge gaps between FAST, SPT, Specialists, MR, and sales leadership, ensuring seamless activation.
- Deep Market Understanding: Leverages Motorola's existing strong presence and understanding of public safety, corrections, aviation, and stadium/venue customers.
- Regulatory Expertise: 20 years of contracting experience in local, state, and federal spaces, crucial for navigating complex and evolving drone/counter-drone regulations.
- Results-Oriented: Directly accountable for achieving the $100M Incremental ARR and 30% Win Rate, with initial favorable results already demonstrated with FAST and SPT sellers.
Supporting Functions
- Marketing & Brand Compliance Specialist: Responsible for transforming strategic documents and sales materials into Motorola brand-compliant assets, ensuring consistent messaging and visual identity across all external communications.
- Legal, QA, & Product Liaison: A critical role to authenticate all factual claims, ensure legal compliance of solutions and sales practices, and provide deep product expertise to address complex client queries and integrate market feedback into product development.
This lean, specialized team will ensure agility, accuracy, and brand integrity as we drive this significant growth initiative.