They sort of started out solving an internal problem and then took that domain knowledge to build their platform. Their success early on relied on being able to

They sort of started out solving an internal problem and then took that domain knowledge to build their platform. Their success early on relied on being able to put together a really good presentation. I would hardly look at their tech as being extremely cutting edge though, they're simply a package solution with a decent enough outcome with minimal competition in what SV would consider an "unsexy" industry. Getting a foot in the door with Govt. Contracting is probably the hardest and most expensive part. Most won't go through the hoops and it creates fewer competitors or alternatives (as OP alludes to).