QLab

This week, QLab welcomed Nick Zamiska from Palantir, who discussed his co-authored essay The Technological Republic and how technology, conviction, and national security can shape the future of the West. Zamiska revisited Palantir’s landmark legal challenge against the U.S. Army—centered on the Federal Acquisition Streamlining Act (FASA)—which established key precedents allowing non-traditional vendors to compete for major defense contracts. Tracing Silicon Valley’s national security origins, he highlighted Palantir’s conscious choice to stay mission-focused while much of the tech sector shifted to consumer applications.

Zamiska also shared practical insights for dual-use founders seeking to align engineering-centric cultures with mission-first principles. He warned of bureaucratic traps like the “Meeting Industrial Complex” and overbuilt hierarchies, urging startup leaders to leverage public service as a strategic advantage. Emphasizing the responsibility of Harvard-affiliated innovators, Zamiska underscored the importance of adaptive governance, principled decision-making, and strong cultural foundations to address the nation’s most pressing security challenges.

This week, QLab welcomed Nitzan Shaer, CEO and Co-founder of WEVO, for a fireside chat on early-stage fundraising, building a foundational team, interviewing effectively, and shaping company culture. Shaer, a former captain in the Israeli Air Force and an MBA graduate of Harvard Business School, has played key roles at Skype and Microsoft, and has co-founded four startups to date. He shared lessons learned from his entrepreneurial journey—from navigating pitch meetings without an established product-market fit to crafting an intentional culture that helps startups thrive.

Shaer offered practical tips for early-stage fundraising, underscoring the importance of identifying VC partners who bring more than just capital, such as mentorship and relevant networks. Founders often struggle with deciding how much to raise, and Shaer advocated for securing enough runway to reach clear milestones without over-diluting. When it comes to building the early team, look for "10Xers." Shaer also highlighted a few favorite interview questions designed to draw out how candidates handle ambiguity and whether they possess a learning mindset.

On the topic of culture, Shaer stressed the outsized impact of the first 10 hires. He believes that culture is partly set by the founders but also shaped by everyday behaviors: transparent communication, shared ownership of successes and failures, and establishing rapport through regular feedback loops. Throughout the session, Shaer’s overarching message was clear: by approaching funding, hiring, and culture with intentionality, early-stage ventures can accelerate their path to meaningful impact.

This week, QLab hosted John Griffin, who offered a behind-the-scenes look at how Department of Defense (DoD) funding and organizational structures truly work. Griffin began by clarifying the distinctions among Geographic Combatant Commands, Functional Combatant Commands, and Service Components, underscoring that while operators and end users often drive the immediate needs, the actual funding frequently comes from separate channels. He highlighted how organizations like the Defense Innovation Unit (DIU) or Office of Strategic Capital (OSC) can tap into unfiltered conduits of DoD leadership, accelerating access to decision-makers who wield real budget authority.

Griffin also stressed the necessity of familiarizing oneself with key legislative processes, such as the National Defense Authorization Act (NDAA) and annual appropriations cycles. Founders and innovators who understand how programs move from pilot to program of record will be far better positioned for long-term success.

In a testament to the growing momentum around QLab, the session saw robust attendance from cutting-edge operators across the Intelligence Community and several high-level venture capital allocators. Their presence created a unique blend of technical end users and financial backers—precisely the mix QLab aims to convene for maximum impact in national security innovation.

This week, QLab was thrilled to host Lou Shipley, a Senior Lecturer at Harvard Business School and a three-time tech CEO. Lou brings deep experience in scaling enterprise software companies and now teaches HBS’s Entrepreneurial Sales 101: Founder Selling. His session delivered a masterclass on founder-led sales—equal parts practical advice and hard-earned wisdom.

Lou reminded us that sales isn’t about being pushy—it’s about understanding the customer and solving their problem. Using frameworks like BANT (Budget, Authority, Need, Timeline) and SPIN (Situation, Problem, Implication, Need-payoff), he broke down how to qualify real opportunities. A key takeaway: the people who give you the most time often don’t have decision-making authority—those who do have authority rarely have time.

He emphasized that early-stage founders shouldn’t delegate sales too quickly. Instead, they should run the sales process at least 20 times themselves before even thinking about hiring a sales rep. Lou also cautioned against “happy ears”—don’t put anything in the forecast until it’s truly qualified, and sell to multiple stakeholders whenever possible. He closed by championing strong sales enablement: build a team that listens to sales calls, learns from losses, and supports future wins. For anyone serious about scaling their venture, Lou recommended The Sales Learning Curve as required reading.

Gene R. Keselman — Lecturer at MIT Sloan, Executive Director of MIT Mission Innovation Experimental (MIX), and Managing Director of MIT’s venture studio, Proto Ventures — emphasized that dual use is a strategy, not a sector, referencing this War on the Rocks article. He explained that nearly any technology can be “dual use,” but startups must clearly define their government and commercial applications to determine if (and when) pursuing defense customers is worthwhile. Government procurement can be slow, which can hinder growth if founders haven’t identified the right end user and customer — or if they don’t understand critical budgeting processes like PPB&E. Keselman also touched on non-dilutive funding opportunities for European partners and underscored how QLab’s network helps bridge the gap, connecting innovators to the right stakeholders to validate and scale dual-use solutions.

This week, the QLab was honored to host Steve Blank, the Silicon Valley entrepreneur and educator credited with co-creating the Lean Startup movement. Blank—who served four years in the U.S. Air Force during the Vietnam War and later co-founded eight high-tech startups—now teaches at Stanford, UC Berkeley, and Columbia. He pioneered the Customer Development process, wrote the influential books The Four Steps to the Epiphany and The Startup Owner’s Manual, and helped launch national programs like the NSF’s I-Corps and the Department of Defense’s Hacking for Defense.

During his QLab session, Blank stressed that tactical knowledge of government acquisition (FAR, SAM.gov, OTAs, SBIRs, etc.) is essential for breaking through the bureaucracy in a national security startup. He urged founders to stay laser-focused on the end user’s problem, warning that any drift from true problem-centric thinking dilutes a venture’s mission. Finally, Blank revisited his hallmark concept of the Minimum Viable Product (MVP)—emphasizing that while an MVP tests assumptions and gathers feedback early, it isn’t simply a “lite” version of the final product. Instead, it’s a strategic milestone that, if defined with a clear goal, saves time, money, and a great deal of frustration along the path to innovation.

QLab hosted SpaceWERX Leadership, welcoming Capt. Andrew Ermitano, Dani McNeely, and Mary Shippy from SpaceWERX for an insightful discussion on the future of space innovation. The session highlighted SpaceWERX’s three focus areas:

Spark – Fostering collaboration to solve Space Force challenges, with thousands of open topic submissions and six ongoing challenges.
Ventures – Investing over $5.5 billion in emerging technologies, supporting 3,000+ companies.
Prime – Identifying markets to enhance national security, with 175 Orbital Prime contracts totaling $112 million.
SpaceWERX funds innovation through SBIR/STTR programs, offering $75K-$1.9M for small businesses to develop and transition space technologies. Additional STRATFI/TACFI funding provides $375K-$15M to scale solutions.

Key investment areas include Tactically Responsive Space, Alternative PNT, Digital Spaceports, and Sustained Space Maneuver, ensuring U.S. space dominance. The Cohort Development Program supports startups through mentorship, partnerships, and networking.

SpaceWERX leaders encouraged innovators to engage in funding opportunities, challenges, and partnerships. QLab looks forward to continued collaboration in driving space technology, economic growth, and national security advancements.

This week, the QLab welcomed Jim and Adam from U.S. Special Operations Command (SOCOM), who offered an insider’s perspective on how SOCOM operates as both a Combatant Command and an acquisition authority. They highlighted SOCOM’s unique structure, including its early embrace of SOFWERX—a pioneering “Werx” model connecting capability providers with fewer barriers to entry. They also detailed various pathways SOCOM uses for rapid innovation, ranging from Other Transaction Authorities (OTAs) to Software Acquisition Pathways, provisional Authority to Operate (ATO), SBIR funding, and the deployment of SOCOM liaisons to key tech hubs. A key takeaway from their talk was the importance of understanding your environment as you evolve from idea to product to scale—and knowing which allies can help you reach critical milestones along that journey. It was another productive and insightful session for the QLab!

This week, the QLab welcomed Professor Jim Matheson (HBS Professor and former Navy F-14/18 pilot), Mesa Quantum founders Sristy Agrawal and Wale Lawal, and Christine Keung (General Partner at J2 Ventures) for its second session. Professor Matheson drew on his operational expertise and academic background to emphasize the importance of thoughtful, early-stage team dynamics and the value of leveraging both venture capital and non-dilutive funding sources in tandem. Sristy and Wale from Mesa Quantum shared candid insights into building a strong founding team—even when it means having uncomfortable but necessary conversations about “fit” with close friends. Christine underscored the significance of aligning with investors who truly understand your problem space, as specialized venture capitalists can appreciate (and fund) your vision more effectively than generalists. It was another inspiring and educational session for the QLab! 

This week the QLab had its inaugural session! Following welcome remarks, Team introductions and an overview of the program, the QLab hosted speakers Brandon Tseng, Cofounder of ShieldAI, and David Frankel, Founder of Collective. Brandon, who holds an MBA from HBS, spoke about his transition from serving in the Navy to becoming an entrepreneur, challenges a new business might face in the defense-tech ecosystem, and insights into ShieldAI's development, including how to successfully navigate the defense-tech arena and work with the government. David shared what an investor looks for in a founder, while Brandon shared what to look for in an investor, with both agreeing that it is an important partnership. It was an exciting and inspiring first session for the QLab!