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Transitioning Government Technology

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Sqrrl
Sqrrl

Keynote that Ely Kahn gave at the DHS S&T event on technology transfer.

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Lessons Learned from Transitioning GovtTech October 2017 | Ely Kahn, Co-Founder of Sqrrl
© 2017 Sqrrl Data, Inc. All rights reserved. 2 My / Sqrrl Background • Founded in 2012 • NSA spin out (Creators of Accumulo) • Cambridge, MA HQ • Award-winning Threat Hunting Platform
© 2017 Sqrrl Data, Inc. All rights reserved. 3 10TTP Lessons Learned (A)Team is Everything Use Case, Use Case, Use Case Don’t Fall in Love withYourTech Listen toYour Customers Don’t Shy fromYour Government Heritage Don’t Start OffTrying to Sell to Government How to AcquireYour First Customer? To Raise or not to Raise? ItTakes aVillage Build a Flywheel
© 2017 Sqrrl Data, Inc. All rights reserved. 4 1.Team is Everything
© 2017 Sqrrl Data, Inc. All rights reserved. 5 2. One Simply Does Not Build a Successful Startup… …Without a Maniacal Focus on Use Case
© 2017 Sqrrl Data, Inc. All rights reserved. 6
© 2017 Sqrrl Data, Inc. All rights reserved. 7 4. Listen toYour Customers
© 2017 Sqrrl Data, Inc. All rights reserved. 8 5. Don’t Shy fromYour Government Heritage
© 2017 Sqrrl Data, Inc. All rights reserved. 9 6. Selling Back to the Government is Hard
© 2017 Sqrrl Data, Inc. All rights reserved. 10 7.There are Many Paths to AcquireYour First Customer
© 2017 Sqrrl Data, Inc. All rights reserved. 11 8.To Raise or Not To Raise…That is the Question.
© 2017 Sqrrl Data, Inc. All rights reserved. 12 9. ItTakes aVillage…
© 2017 Sqrrl Data, Inc. All rights reserved. 13 10. Build a Flywheel

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Transitioning Government Technology

  • 1. Lessons Learned from Transitioning GovtTech October 2017 | Ely Kahn, Co-Founder of Sqrrl
  • 2. © 2017 Sqrrl Data, Inc. All rights reserved. 2 My / Sqrrl Background • Founded in 2012 • NSA spin out (Creators of Accumulo) • Cambridge, MA HQ • Award-winning Threat Hunting Platform
  • 3. © 2017 Sqrrl Data, Inc. All rights reserved. 3 10TTP Lessons Learned (A)Team is Everything Use Case, Use Case, Use Case Don’t Fall in Love withYourTech Listen toYour Customers Don’t Shy fromYour Government Heritage Don’t Start OffTrying to Sell to Government How to AcquireYour First Customer? To Raise or not to Raise? ItTakes aVillage Build a Flywheel
  • 4. © 2017 Sqrrl Data, Inc. All rights reserved. 4 1.Team is Everything
  • 5. © 2017 Sqrrl Data, Inc. All rights reserved. 5 2. One Simply Does Not Build a Successful Startup… …Without a Maniacal Focus on Use Case
  • 6. © 2017 Sqrrl Data, Inc. All rights reserved. 6
  • 7. © 2017 Sqrrl Data, Inc. All rights reserved. 7 4. Listen toYour Customers
  • 8. © 2017 Sqrrl Data, Inc. All rights reserved. 8 5. Don’t Shy fromYour Government Heritage
  • 9. © 2017 Sqrrl Data, Inc. All rights reserved. 9 6. Selling Back to the Government is Hard
  • 10. © 2017 Sqrrl Data, Inc. All rights reserved. 10 7.There are Many Paths to AcquireYour First Customer
  • 11. © 2017 Sqrrl Data, Inc. All rights reserved. 11 8.To Raise or Not To Raise…That is the Question.
  • 12. © 2017 Sqrrl Data, Inc. All rights reserved. 12 9. ItTakes aVillage…
  • 13. © 2017 Sqrrl Data, Inc. All rights reserved. 13 10. Build a Flywheel