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AI at the Edge: How Armada is Taking Compute Everywhere the Cloud Can't Go | Dan Wright (CEO of Armada)

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0:00 | 27:54

Dan Wright (Co-founder & CEO of Armada) joins GTMnow to unpack what it actually takes to bring AI infrastructure to the places the cloud was never built to reach.


The cloud covers about 30% of the world. The other 70% (think: oil rigs, the Arctic tundra, military ships, remote mines) is where some of the most critical decisions happen, making latency a life-or-death and billions of dollars difference. Armada is building the infrastructure for that part of the world: modular, ruggedized AI data centers that go to the data, instead of the other way around.


From the first offshore edge computing deployment with the US Navy, to cutting avalanche response times in Alaska from over a day to real time, to sovereign AI installations in Saudi Arabia with Aramco and Microsoft, Armada is redefining what operating at the edge even means.


In this episode, we cover:

- Why cloud infrastructure was built for a pre-AI world and what that gap costs

- How Starlink turned every remote location into a potential AI cluster

- What "distributed intelligence" means and why it's the founding principle behind Armada

- The global race for AI sovereignty and why modular compute is the linchpin

- How Armada goes to market when a product demo involves shipping a 40-foot container to a desert (yes, really)

- Why customer champions are better than any sales rep

- The Microsoft partnership and how Armada extends Azure to places Azure could never go on its own

- Category creation lessons from building a company before the market had a name for the industry

- What's next: SpaceX, sovereign AI, and why Dan thinks humans are on the moon in two years (yes, REALLY)


Guest links:

Dan Wright - LinkedIn: https://www.linkedin.com/in/wrightdh/, h

Dan Wright - X: https://x.com/danwrightSF

Armada - LinkedIn: https://www.linkedin.com/company/armadaai/

Armada - Website: https://www.armada.ai/


Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X: https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

Nooks - the AI workspace for outbound teams, where AI agents handle prospecting, r

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

SPEAKER_01

How do you explain what you're building?

SPEAKER_00

We call ourselves the Hyperscaler for the Edge. The reason that we named the company Armada is that rather than having the data at sale to some very far away data center, we can actually bring these cutting-edge modular AI factories, AI data centers to the data. What we do with SpaceX is we sort of lock arms with them, and every time they launch in a new country, we're a first mover with the infrastructure.

SPEAKER_01

How has satellite connectivity like Starlink helped enable this edge-first approach?

SPEAKER_00

Starlink totally changed the game, and most people don't know they only launched in public beta in November of 2020, so it's a relatively new product. Now they're in, I think, 155 countries right around there. If I get a call like I did the other day and somebody says, hey, can you deploy one of your galleons, which is what we call our modular AI factories, in Antarctica? I could say, yeah, we can do that because Starlink's in Antarctica. We don't even need fiber in the ground.

SPEAKER_01

It's no longer just about who has the best model, it's more about who owns the infrastructure stock.

SPEAKER_00

It is a global AI race, and companies and the countries that move the fastest, those are gonna be the big winners. And the thing about AI is it has a compounding advantage.

SPEAKER_01

Is there anywhere that you think is not reachable?

SPEAKER_00

There are no limits to the edge. We are gonna go to the moon, we are gonna go to Mars. There's gonna be data centers in space because you're gonna need them.

SPEAKER_01

How many years away do you think we are from seeing that on the moon? Dan, welcome to GTM Now.

SPEAKER_00

Thanks for having me on.

SPEAKER_01

Absolutely. It's a pleasure to have you here.

SPEAKER_00

Great to be here.

SPEAKER_01

And I want to start off with what you're building because the Cloud is King narrative has hit a bit of a wall. Now, in extreme environments, even a few milliseconds of latency, the delay it takes to send data to the data center is, can really be a deal breaker. And Armada seems to be that solution to the problem.

unknown

Yeah.

SPEAKER_01

So for anyone unfamiliar with Armada, how do you explain what you're building?

SPEAKER_00

Yeah, we call ourselves the hyperscaler for the edge. And what I mean by that is we are building a new type of cloud company. The cloud, if you think about what it is, it's these massive hyperscale data centers. They're great, but they only cover about 30% of the world. And so we're building the infrastructure for the rest of the world, which is really needed because a lot of the biggest problems happen there in that area of the world. We call that area the remote edge, everywhere beyond the cloud providers' networks where there's data.

SPEAKER_01

I've heard Armada mentioned in so many different contexts from extreme environments, everything from Alaskan drone imagery through to the military. Is there a particular extreme environment that you feel like showcases this edge-first approach best?

SPEAKER_00

Aaron Powell What's exciting is that the edge is now constantly being redefined with Armada. When we started the company, people thought of the edge as the edge of the cloud provider's networks. When we say the edge, we mean the edge in terms of wherever the data is. And when I say wherever, I mean literally anywhere. The reason that we named the company Armada is that rather than having the data at sale to some very far away data center, we can actually bring these cutting-edge modular AI factories, AI data centers to the data. And just a few recent examples, we were the first ones to do that in the middle of the summer in Saudi Arabia with Aramco in partnership with Microsoft, extending all the things that Aramco likes about Azure to the edge, but then also bringing cutting edge models from the leading new model providers, anything they want to this remote edge. Doing the same thing with the state of Alaska in the Arctic, focused on emergency response, helping them cut latency to process data from drones for responding to avalanches and floods from over a day to real time to save lives. And then we also did the first offshore edge computing ever with the U.S. Navy, taking all of the data from drones, taking these really powerful AI models, bringing them to the middle of the ocean where it can go on a ship, you can put it in the weapons bay, you can port forward deploy it in a C17, C-130. Those are a few recent examples, but it seems like every week, you know, we're constantly redefining the edge.

SPEAKER_01

Aaron Powell Always pushing the boundaries.

SPEAKER_00

Yes.

SPEAKER_01

And speaking of boundaries, AI is often talked about as this ethereal thing, but in reality, it's governed by the laws of physics. And when an AI model is too far from a data source, what starts to actually fracture?

SPEAKER_00

It just doesn't work. The problem with the way infrastructure has been is that it was built for a world before AI, right? All of the cloud providers built for a world 25 years ago when we didn't have AI in any meaningful sense. We certainly didn't have these really large, powerful models that we have today. And on top of that, the data was in more centralized, you know, urban locations. But that's not true anymore either, because now all the data is on oil rigs, mines, you know, ships, you name it, where there's sensors all over these things. And so the problem is if you don't have something like Armada, you can't actually use AI where you need it most, where the data is. That's where we come in, is we can take these really powerful models. As you said, you know, they're not magic. There's physics involved. So you actually need the infrastructure to run them. We take that full stack to the data, and then we solve really important problems like saving lives or preventing catastrophic events at oil rigs, mines, you know, enabling split-second decisions on battlefields in a way that can really solve important problems.

SPEAKER_01

Aaron Powell And you're operating in extreme remote environments. And previously these were kind of data deserts. How has satellite connectivity like Starlink helped enable this edge-first approach?

SPEAKER_00

Aaron Powell First of all, I like that term data desert. I think I might steal that from you if that's okay. I like that. So we have seen that that is one of the big trends that is happening. That was always a blocker to AI at the edge. If you don't have the internet, then how are you going to get these really powerful AI models to the edge, right? You have to have them at least to be able to push them to the edge. Then you can run them what's called air gap. You can run them disconnected from the internet, but you have to have the internet to push them there. And usually what people want to do is run them and then send the insights or the metadata back to the cloud so they can benefit at all their other sites as well. So Starlink totally changed the game. And most people don't know they only launched in public beta in November 2020. So it's a relatively new product. Now they're in, I think, 155 countries right around there, and they're rolling out in new countries every week, and the service is getting better. When it first came out, it was primarily a consumer product. Then it went into enterprise a couple years later, and then there was Star Shield for the government. Initially, it was being used as a backup, but now the service has gotten so good that it's being used as a primary source increasingly of internet. And so what that means is if I get a call like I did the other day and somebody says, Hey, can you deploy one of your galleons, which is what we call our modular AI factories, in Antarctica, I could say, yeah, we can do that because Starlink's in Antarctica. We don't even need fiber in the ground. And that's important because everywhere is a potential uh AI cluster, a potential AI hub because you have Starlink and you have reliable internet everywhere.

SPEAKER_01

What does the term distributed intelligence mean to you?

SPEAKER_00

Yeah. I mean, distributed intelligence is the founding principle of Armada. And what that is, is the world moving from a situation where you have these really large hyperscale data centers that just train these big AI models, right? To a world of inference, a world where you can use those models anywhere and you can have it distributed the same way that energy is distributed, right? Because there's lots of stranded energy around the world that can be used to power these AI data centers. That's also been a big blocker to AI. I talked about the connectivity, but then energy as well. But also data is distributed because of the rise of IoT devices and the fact that cameras and sensors and drones have gotten so much less expensive, about 10x less expensive over the last five years. Now it only makes sense that you would have distributed intelligence because, again, that's where the power lives and that's where the data lives, and that's where the most important problems live.

SPEAKER_01

And Dan, we're now in the age of AI sovereignty. It's no longer just about who has the best model. It's more about who owns the infrastructure stack, a theme that we see with your work on the DOE's Genesis mission. That's right. And in your AI dominance white paper, you actually frame this as a global race between the US and China.

SPEAKER_00

Yes.

SPEAKER_01

Why is modular compute such a linchpin in the global race for AI domination?

SPEAKER_00

First of all, we live in such an interesting time. Like as an entrepreneur, it's like this is the time. This is when you want to be building. And um this past year, obviously we're in 2026 now, but 2025 was kind of mind-blowing. And you know, there was an event, the winning the AI race summit that I went to in July. And that was for the US kind of a coming out party for sovereign AI. The fact that we were declaring that we're really serious about beating China in this global AI race and really serious about AI dominance. You know, there's a few pillars to the AI action plan that was announced that day, which match almost exactly our white paper, which we had already written. You know, we we were talking to the same some of the same people, but we didn't know that they were going to release it at that event. And we just happened to do ours the same day. But it was very aligned. And the first pillar of the AI action plan is all about rapidly deploying infrastructure domestically, using these really powerful AI models on critical industries, you know, oil and gas rigs, manufacturing, mines to boost GDP, improve our economy, create jobs, but then also to have a really fast RD loop on our AI stack from the silicon all the way through these models themselves, right? Then the third is okay, once we do that, we need to also export our AI stack to allied nations faster than China can via Huawei, primarily. When that happened, I was like, we knew that the world was going in this direction, but like Armada is the perfect enabler of this. The second thing that happened is Genesis Mission. And there was an event that I attended at the White House where there were some other partners, collaborators on Genesis Mission, as well as Secretary Wright, uh, Dario Gill. And what we talked about was this need to create a common AI platform across all of the national labs, leverage the decades of data at these national labs, and then have huge leaps forward in science and engineering, which would, again, enable all the things that I'm talking about. It would boost GDP, it's going to solve diseases that were never possible before, but it's also going to make sure that we have the best models and the best AI stack in the world so that we can then export that to other countries. To kick off 2026, there was a moment when I was in Davos and sovereign AI was like the new hotness. Everybody wanted to talk about sovereign AI. And I'm thinking, we're all we've been doing sovereign AI. That's what we do. Yeah. You know, and so it it was really cool to be able to talk about a level that most people haven't even thought about. Like, for example, the work that we're doing with Aramco and a lot of these state-backed energy companies or with the US Navy, they talk about data sovereignty. They don't just mean data sovereignty at like a country level or even a state level. They mean it at a site level. Like the data cannot leave the site because you have things like cyber attacks that are becoming more and more prevalent, because a lot of those sites are critical national infrastructure. They're classified as such a way so that by law it can't actually be moved off the site. So when they talk about sovereign AI, they mean sovereignty down to the site level.

SPEAKER_01

Wow.

SPEAKER_00

And that's where the world is going. I think you know, people are still thinking about data sovereignty the way that we talked about it, you know, five, 10 years ago. But now the way the world is now, you're gonna have these on every one of your sites.

SPEAKER_01

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SPEAKER_00

Well, that was the great thing about Davos is I'm not to pitch sovereign AI. Everybody knows that they need to do sovereign AI. The question is, who's going to move the fastest? Again, it is a global AI race, and AI is not one of those technologies where it's like a little step change. It's a complete game changer. And so the the companies uh in the countries that move the fastest to adopt this infrastructure and then put those powerful AI models to work, fine-tune them for their data, for their workflows. Those are going to be the big winners. And the thing about AI is it has a compounding advantage, right? Like the leaders just will absolutely dominate and then the laggards will uh be left in the dust. And that is true at a country level and is true at a company level. And now we're seeing that play out in real time.

SPEAKER_01

Aaron Powell Let's shift gears and talk about your go-to-market because down selling software is one thing, but shipping ruggedized solutions to remote areas is a complete other. Like what does your go-to-market look like when a product demo is shipping a giant 40-foot container to, say, a desert?

SPEAKER_00

The beautiful thing about our platform is it's very flexible, right? So we can show a demo of the platform, you know, remotely. We have these data centers all over the place. If somebody wants to run one of their own models or one of our kind of cutting-edge AI models, we can run it on one of our existing galleons. We also have smaller form factors, even something the size of a suitcase called a beacon. We can do some stuff with that. We have a series of these. And then usually what will happen is we will go hands-on with the customer and do like a workshop and catalog all of their different problems at the edge. And then we'll pattern match. We'll say, okay, well, that problem is exactly like this use case that we did with this other very similar type of company or country. And here is the value that we were able to deliver. Because ultimately, there's a little bit of like AI fatigue. I think a lot of people have tried different things and haven't gotten to value. We view our job as helping them accelerate time to value, get value from these models. And we do that again, full stack. So we make it easy. And we also do it with both our technology and our team. And we have the expertise of having done this with a lot of others.

SPEAKER_01

So you've got the proof points of doing it with other people. How do you showcase that ROI that you clearly have? But when you're operating in really hostile remote environments, yeah.

SPEAKER_00

The the best thing is our customers do it for us. So we just came out with a partnership video with Alaska. They talked about the work that we are doing with them. We didn't say a word in the whole thing. And if you listen to it, they're talking about how they had all of this latency to process this huge amount, you know, terabytes of unstructured data in remote areas throughout a very remote state. You know, they say in Alaska, the edge has real meaning. That is the edge. And that's important because otherwise it would take them days or weeks or even, in some cases, like an entire season to be able to go through all of this data that they get from drones throughout the state. What's really great is when you watch that video, they they say that it's gonna save lives. And they say that they have a moonshot goal of having hundreds of these all throughout the state. You'll see more and more of that from us. Each of our target areas, and we really focus on defense, we focus on sovereign AI, critical industries like oil and gas and mining, and then critical national infrastructure. You're gonna see more and more of these types of customer testimonials that tell the story for us so that we don't have to sell.

SPEAKER_01

I mean, that is the ideal scenario. The social proof when customers will actually do the selling for you.

SPEAKER_00

That's the way to go.

SPEAKER_01

And it's always indicative of a fantastic product at the end of the day. Like you can't manufacture that.

SPEAKER_00

Well, and what's cool about us is we're not selling like a SaaS application. We're not selling like a something that you know maybe is a slightly better chatbot. We're selling something that is completely game changing. So when our customers talk about what we're doing, it's like the Alaska video where it's an emotional. They talk about saving lives. Right. Or you know, you a lot of the ones that you'll see coming out in some of these other industries like oil and gas and mining, it's talking about hundreds of millions or billions of dollars in value. That also gets an emotional response. You know? And so like that's what I love is that we're we're doing something that is very needed. It's solving critical problems. And then, you know, as our customers talk about it, it's a huge win for them. They feel a sense of pride, and then you know, they're excited to tell the world.

SPEAKER_01

That is fantastic. And you mentioned partnership earlier. You also have a partnership with Microsoft and Satya Nadeli can be seen on stage shouting out Armada. Yes. How did the Microsoft partnership come to be?

SPEAKER_00

Yeah. So we've been talking to Microsoft from the early days of the company, even when we were still in stealth.

SPEAKER_01

Wow.

SPEAKER_00

And I think that's due to a couple of different things. One is they have realized for a while that the edge is going to be very important, right? So if you talk to Satcha, I remember the first time I met him up in in Washington, you don't have to convince him on edge. You don't have to convince him that the edge is important. They were more focused on, okay, well, how can we make this a win for Azure customers, as you would expect, right? And so what we did is we talked to Satcha and we talked to a lot of the leaders at Microsoft. We sort of made our platforms very, very complimentary in a way that, uh, as Satya likes to say, and he says in that video that you saw, they can you can take Azure local, you can take these really powerful models, agents, capabilities, even hardware like Azure Stack, and we extend them to these more remote locations, to the edge, and do it in a way where it is local, which people want for data sovereignty reasons, they want it for cybersecurity reasons, and then they want it for cost and latency reasons.

SPEAKER_01

And as you scale Armada, you know, hyperscale isn't new to you. You've seen that through app dynamics, through data robot. But Armada, it feels different. You know, you're not scaling an existing category, you're really creating a new category. What have you learned about the category creation process while building Armada?

SPEAKER_00

We knew that we were going to be redefining the edge, right? The edge, it's it's not a new thing, like it's been talked about for a really long time. But again, it's been talked about in terms of the edge of the hyperscalers networks, right? And what we're doing is is beyond that. And so we knew that we would have to do some category creation. I think the the biggest thing that we learned through that process, you need to get as specific as possible as early as possible, with customers talking about use cases and business value. Ultimately, people don't buy technology for the sake of technology. Like nobody jumps out of bed and says, you know what? I want to buy some great tech today. Like that doesn't happen. People are people, and people and companies and countries, they have problems and they buy technology and they buy partnerships to solve problems. And so I always tell our team like, we're in the business of solving our customers' most important problems. And as you do that, then they become champions. Then they're wanting to tell not only everybody internally, hey, we need to lean into this and do way more with Armada, but they're telling everybody else they know. That's what I always thought is like category creation is around building a movement. It's around creating a group of people that understand that these very important problems that were previously unsolvable are now solvable with technology and the value associated with that. And that's why when I talk about the Armada, you know, the Armada originally referred to our galleons, these modular AI data centers. And then we expanded that and we're like, no, the Armada is actually also our team, you know, and it's our investors. It's everybody that's bringing this change to the world. But also it's it's our customers. You know, we're all the Armada that's making this happen and solving these important problems at the edge.

SPEAKER_01

Dan, we were fortunate to meet in 2023 when you were raising your seed round. We're sitting here in 2026 now. A lot has changed, which we've talked about. What's next for Armada?

SPEAKER_00

Yeah, it's wild. I mean, you think about how much the world has changed in a very short amount of time. I was talking to somebody the other day about the founding story of Armada, and you know, we started working with, you know, SpaceX from the beginning, right? And then I could tell what they were thinking. They were like, well, didn't you also maybe work with like XAI? I was like, no, XAI didn't exist, right? XAI wasn't around when we started the company, which is crazy to think given how fast that is growing. And so the world has fundamentally shifted since we started the company, but it's shifted in ways that are directly aligned with our kind of founding principles for starting the the company. We knew that connectivity was going to become ubiquitous. We knew that there was gonna be more and more data generated at the edge, and it's sort of trapped until you get the infrastructure there. So That had to be resolved because there's so much value in that data. And then we also knew that things like sovereign AI, you know, data sovereignty, cybersecurity, they were going to become increasingly important. So, in many ways, we feel like it's gone the way that we thought, maybe even faster than we thought it might. And that's, you know, a good place to be.

SPEAKER_01

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SPEAKER_00

So we've been partnering with SpaceX since we founded the company. The whole idea is that Starlink is bringing connectivity all over the world. You know, and we think in the next five years, I mentioned it's in around 155 countries today, in the next five years, there will be internet everywhere on Earth that is as good as fiber in the ground. And that's a pretty cool world to think about. But unless you actually complement that connectivity with infrastructure, then you can't do anything with all that data that's trapped at the edge, right? Other than things that are not latency sensitive, things that are not, you don't have to worry about data sovereignty, cybersecurity. For a lot of the most important problems, you need the infrastructure as well as the connectivity to solve the problem. What we do with SpaceX is we sort of lock arms with them. And every time they they launch in a new country, we're a first mover with the infrastructure. You're going to see that continue to play out. You know, they just went live in South Korea. They're going live in like a new country every week. They're lighting up remote locations in Africa. I mentioned Antarctica. Yeah. Um, and our goal is to always be the first mover on the infrastructure. And then what you'll see us do is continue to highlight these killer high-value use cases that Starlink with Armada unlocks for the first time, things that were never possible before suddenly being possible.

SPEAKER_01

Is there anywhere that you think is not reachable?

SPEAKER_00

No, I don't think so. I mean, I think that certainly, like, I guess adversaries, like we don't go to China or Russia or North Korea. Right. But that's a choice. You know, I was talking to somebody the other day and I said, I'm very, I'm very grateful that SpaceX is an American company because it's like an unfair advantage that we have with both Starlink and Star Shield, you know, on the on the government side. We make a conscious choice that we are a proud American company and we're going to be a first mover with the U.S. and allies. Um, and hopefully that enables AI dominance, right? To make sure that we we win this global AI race that's going on. There are no limits to the edge. You know, I think about even where we're going over the next few years, you know, we are going to go to the moon. We are going to go to Mars. There's going to be data centers in space because you're going to need them in order to create bases using armies of Optimus robots to build. You're going to need local compute. You're going to need it in order to do things that we do here on Earth that you'll need to do there, like, you know, mining, right? You're going to be automating all of that. You'll probably have the boring company there building these underground tunnels. You know, it's going to be just an insane, insane few years ahead. I mean, I said earlier, like, what other time would you want to build? This is the best time. It really does feel like there are no limits to what we can do. I think the only limits that we have is uh the limits of our imagination and then you know, focus. We got to focus on the right things to make sure that we accomplish with technology things that serve humanity uh in the best possible way.

SPEAKER_01

Aaron Powell And you said a few years. How many years away do you think we are from seeing that on the moon?

SPEAKER_00

I would say two years.

SPEAKER_01

That's not long at all.

SPEAKER_00

Aaron Powell Not long. I mean, it used to be when people talked about going back to the moon or a base on the moon, it was like, you know, a decade out. Right. Or it was like five years out. It's a couple years.

SPEAKER_01

And Dan, if you could leave listeners, anyone building, probably an infrastructure, but really any founder, one piece of advice, what would that be?

SPEAKER_00

Clarity around what you're building and why is extremely important and underrated. I was watching something with Mark Andreessen recently where he was talking about how people who write things down have a lot of power. And I truly believe that. And so with Armada, before we hired one employee, before we had an office, before we did anything with the company, we wrote our manifesto. We wrote, this is why we're building the company, here's where the world is going, here's why it matters, how we're going to do it. That clarity of thought is extremely important. And I find it's an unfair advantage because you're able to build a movement. When you talk to people that you're trying to recruit, or if you want to get investors, or if you want people to work with you as a customer or a partner, being really clear about the value of what you're doing, why it's important is critical. And it seems like an obvious thing, but like most companies don't do that. I know a lot of startup founders, and you know, a lot of times it's like, oh, I'll do a 10-slide pitch deck, whatever is good enough to get, you know, my seed funding in the bank.

SPEAKER_01

Right.

SPEAKER_00

That might get you to your seed funding, but it's not going to help you build a generational company.

SPEAKER_01

The power of writing it down. That's great advice. And where can people find you and follow along if they're interested?

SPEAKER_00

I'm on X. I'm on all the social platforms, not all of them, some of them, but I'm on X. Uh I also am at a lot of events. I'm spending a lot of time in DC these days. So hit me up, dw at armana.ai if you want to email me or just, you know, drop me a DM on X and let's meet up.

SPEAKER_01

I love it. Dan, thank you. This has been wonderful.

SPEAKER_00

Thank you. Great talking to you.

SPEAKER_01

Likewise.