直到最近，人们还很难想象日本的初创企业会涉足国防领域。然而，安全环境的不断变化，加上日本防卫省装备技术厅的积极推介，正吸引着众多创业者和风险投资家的兴趣。
Until recently, it was difficult to imagine Japanese startups entering the defense sector. But a changing security environment and proactive outreach by the Ministry of Defense’s Acquisition, Technology & Logistics Agency are drawing new interest from entrepreneurs and venture capitalists.
今年4月，装备技术厅发布了《关于利用初创企业的举措》文件，呼吁加快采购流程、提高可预测性、促进与大型承包商的合作，并采取措施吸引民间资本。
In April, ATLA published “Toward the Utilization of Startups,” calling for faster procurement, greater predictability, partnerships with prime contractors and measures to attract private capital.
政府还将先进技术、研发以及强化国防产业基础列为重点发展方向。
The government has also identified advanced technology, R&D and a stronger defense industrial base as priorities.
随着无人机及其他低成本系统的普及，以及软件在战场上发挥的作用日益重要，日本仅靠传统国防承包商已远远不够。日本是否正迎来国防初创企业蓬勃发展的时代？政府又能在这些企业的发展中发挥怎样的作用呢？
With drones and other low-cost systems proliferating and software becoming increasingly important on the battlefield, Japan needs more than traditional defense contractors. Is Japan entering an era in which defense startups can emerge — and what role can government play in their growth? As defense-startup policy accelerates, government and startups need to understand each other’s logic.
随着国防创业政策的推进，政府与初创企业必须相互理解彼此的运作逻辑。
In civilian markets, startups can search freely for customers, set prices and adapt products to customer needs.
在民用市场，初创企业可以自由寻找客户、定价并根据需求调整产品；但在国防领域，客户实质上就是国家。
In defense, however, the customer is essentially the state.
销售机会取决于防卫省和装备技术厅的需求、预算分配、技术评估及作战优先级。产品验证流程往往耗时较长，且对保密性要求极高。
Sales opportunities are shaped by Ministry of Defense and ATLA demand, budget allocations, technical evaluations and operational priorities. Demonstration processes can be lengthy and high levels of confidentiality are required.
因此，初创企业在开发产品时必须充分考虑到公共采购的各项限制条件。
Startups therefore need to develop products with public procurement constraints in mind.