At the recent Monroe County Finger Lakes APEX Accelerator Government Contracting Series, Circle Optics COO Ian Gauger joined a panel of successful business leaders to discuss the challenges and opportunities of securing government contracts. The event, designed to help businesses navigate the federal procurement process, featured industry veterans sharing their firsthand experiences in building relationships, leveraging certifications, and securing funding.
Gauger was joined by Jody McGarry (ABR Wholesalers, Inc.), Jim Terhune (T&T Materials), and Kevin White (White Boyz Snow Plowing & Landscaping). Together, they shared key insights into how small businesses can break into government contracting—a field where billions of dollars in opportunities exist each year.
For Circle Optics, securing government contracts has been a game-changer, allowing the company to scale and advance its panoramic imaging technology for defense and commercial applications.
A Special Thanks to Monroe County Finger Lakes APEX Accelerator
Events like these wouldn’t be possible without the Monroe County Finger Lakes APEX Accelerator team, led by Anna Vulaj Fitzsimmons, Noel DeBruyn, and Amber Stevens. Their mission is to help businesses navigate government contracting, access procurement opportunities, and secure the certifications and funding necessary to compete. The team plays a critical role in connecting small businesses with government agencies, ensuring they have the tools and knowledge to succeed.
For businesses interested in breaking into government contracting, the APEX Accelerator team provides essential guidance—from understanding bid opportunities to leveraging (Minority/Women Business Enterprise) and SDVOSB (Service-Disabled Veteran-Owned Small Business) certifications.
Circle Optics: From Startup to Government Contractor
“At Circle Optics, we originally started out going the venture fundable route,” Gauger explained. “We became part of the Luminate Accelerator in 2019, but when the pandemic hit in 2020, investment dried up, and we had to rethink our approach.”
Instead of relying solely on private investors, Circle Optics pivoted to government funding.
“We went out and initially applied for an NSF SBIR, which was our first SBIR (Small Business Innovation Research) contract, and it was a fantastic experience,” Gauger said. “Later that year, the Air Force had a solicitation for technologies to support the future of VTOLs (vertical takeoff and landing vehicles), and we thought—our camera technology could apply here.”
That proposal led to a Phase I contract, validating Circle Optics’ innovative technology for defense and aerospace applications.
“Since then, we’ve received more than $10 million in SBIR and STTR contracts. We are currently working on seven active contracts with agencies from the Army to the Air Force,” Gauger shared.
For Circle Optics, funding from federal grants and small business incentives has been instrumental in scaling their technology.
“We’re not just providing services—we’ve been using these contracts to further the Technology Readiness Level (TRL) of our camera systems so that we can eventually go to market in both government and commercial sectors,” Gauger explained.
Additionally, micro-loans and small business financing can help companies overcome early-stage financial hurdles, making government contracting more accessible.
Key Takeaways from Circle Optics Experience in Government Contracting
- Government Agencies Are Willing to Invest in Emerging Technology
Startups often struggle to secure funding, but agencies like the NSF, Air Force, and Army provide grants for high-risk, high-reward innovation.
- Patience is Critical—It Takes Time to Secure Contracts
“It took six months to get our contract,” Gauger admitted. “It’s not an overnight success, but once you get in, the opportunities compound.”
- Aligning Technology with Government Needs is Key
Understanding how your technology solves a mission-critical problem is essential to winning contracts. Circle Optics positioned its panoramic camera systems as a tool for defense, surveillance, and aerospace applications.
- Small Business Financing Can Help Bridge the Gap
Early-stage companies may struggle with cash flow. Micro-loans, SBIR funding, and other small business grants provide essential capital for R&D and scaling operations.
Gauger’s journey with Circle Optics is a testament to adaptability and resilience. By shifting from venture-backed funding to government contracts, the company has secured millions in funding, advanced its technology, and built strategic partnerships across defense and commercial sectors.
For businesses considering government contracting, the key is persistence, strategic positioning, and leveraging available resources. As Circle Optics continues to push the boundaries of real-time panoramic imaging, its success in government contracting serves as a blueprint for other emerging technology companies.
