Shyam Sankar

Well, you know, it was really hard because none of us had worked in government. None of us had clearances. We would go to D.C. We'd literally carry our Pelican case with a projector. I mean, talk about state of technology. You couldn't even rely on a projector being in the government conference room.

Well, you know, it was really hard because none of us had worked in government. None of us had clearances. We would go to D.C. We'd literally carry our Pelican case with a projector. I mean, talk about state of technology. You couldn't even rely on a projector being in the government conference room.

You had to bring your own projector to make sure you could actually show the customers what you were building. And we were really eliciting feedback from them. Like, okay, I built this. And we don't know your workflow, but based on your reactions, I'm going to go away and code that night and come back tomorrow and show you something new.

You had to bring your own projector to make sure you could actually show the customers what you were building. And we were really eliciting feedback from them. Like, okay, I built this. And we don't know your workflow, but based on your reactions, I'm going to go away and code that night and come back tomorrow and show you something new.

You had to bring your own projector to make sure you could actually show the customers what you were building. And we were really eliciting feedback from them. Like, okay, I built this. And we don't know your workflow, but based on your reactions, I'm going to go away and code that night and come back tomorrow and show you something new.

And we had to do all this kind of notionally to begin with on low side synthetic data. until we got to a threshold of conviction. And that threshold of conviction, I mean, almost to the point, it started because of a renegade analyst. And I think she's been a prior guest of yours, actually, Sarah Adams. No kidding. Yeah, so Sarah Adams.

And we had to do all this kind of notionally to begin with on low side synthetic data. until we got to a threshold of conviction. And that threshold of conviction, I mean, almost to the point, it started because of a renegade analyst. And I think she's been a prior guest of yours, actually, Sarah Adams. No kidding. Yeah, so Sarah Adams.

And we had to do all this kind of notionally to begin with on low side synthetic data. until we got to a threshold of conviction. And that threshold of conviction, I mean, almost to the point, it started because of a renegade analyst. And I think she's been a prior guest of yours, actually, Sarah Adams. No kidding. Yeah, so Sarah Adams.

So In-Q-Tel brought a fresh, bright-eyed, bushy-tailed cohort of CIA analysts out to the West Coast. We were maybe 20 people at the time. We were one of the stops along the way. And she saw the demo, and she's like, I need this. Why don't we have this? In fact, I joined this organization because I thought I'd be having James Bond technology. And somehow I have WordPerfect and Lotus Notes.

So In-Q-Tel brought a fresh, bright-eyed, bushy-tailed cohort of CIA analysts out to the West Coast. We were maybe 20 people at the time. We were one of the stops along the way. And she saw the demo, and she's like, I need this. Why don't we have this? In fact, I joined this organization because I thought I'd be having James Bond technology. And somehow I have WordPerfect and Lotus Notes.

So In-Q-Tel brought a fresh, bright-eyed, bushy-tailed cohort of CIA analysts out to the West Coast. We were maybe 20 people at the time. We were one of the stops along the way. And she saw the demo, and she's like, I need this. Why don't we have this? In fact, I joined this organization because I thought I'd be having James Bond technology. And somehow I have WordPerfect and Lotus Notes.

And she organized a day on her own. I think she was maybe like a GS-12. On her own, she organized a day of... Three meetings where more than 200 analysts came to see this thing. At some point, the deep state, the IT people got wind of this and came to this meeting trying to shut it down, trying to dampen the excitement. But the analysts were just in revolt. Like, why can't we have a pilot?

And she organized a day on her own. I think she was maybe like a GS-12. On her own, she organized a day of... Three meetings where more than 200 analysts came to see this thing. At some point, the deep state, the IT people got wind of this and came to this meeting trying to shut it down, trying to dampen the excitement. But the analysts were just in revolt. Like, why can't we have a pilot?

And she organized a day on her own. I think she was maybe like a GS-12. On her own, she organized a day of... Three meetings where more than 200 analysts came to see this thing. At some point, the deep state, the IT people got wind of this and came to this meeting trying to shut it down, trying to dampen the excitement. But the analysts were just in revolt. Like, why can't we have a pilot?

Why can't we try this out? And that broke the floodgates open for us. So years. I probably did 300 demonstrations and meetings trying to get a single pilot. And that one day, she made it all happen.

Why can't we try this out? And that broke the floodgates open for us. So years. I probably did 300 demonstrations and meetings trying to get a single pilot. And that one day, she made it all happen.

Why can't we try this out? And that broke the floodgates open for us. So years. I probably did 300 demonstrations and meetings trying to get a single pilot. And that one day, she made it all happen.

It was always about defense. I mean, I'm very happy we have a commercial business. It powers a lot of innovation. And frankly, a lot of the things we learn in commercial, we're able to bring over to give the government decisive advantages. We're able to amortize the R&D. Ideas that BP or Avis have make the Army better. That's one way of thinking about it.

It was always about defense. I mean, I'm very happy we have a commercial business. It powers a lot of innovation. And frankly, a lot of the things we learn in commercial, we're able to bring over to give the government decisive advantages. We're able to amortize the R&D. Ideas that BP or Avis have make the Army better. That's one way of thinking about it.

It was always about defense. I mean, I'm very happy we have a commercial business. It powers a lot of innovation. And frankly, a lot of the things we learn in commercial, we're able to bring over to give the government decisive advantages. We're able to amortize the R&D. Ideas that BP or Avis have make the Army better. That's one way of thinking about it.