Demystifying the Federal Market - Tim Junio (Co-founder & CEO, Expanse)
Hello everyone, welcome to another episode of ZeroToExit, this is Neelima and Ankur - your hosts. In today’s show, we are pleased to have Tim Junio, co-founder & CEO of Expanse, an Attack Surface Management company that was acquired by Palo Alto Networks not too long ago. He has over a decade of experience in cyber operations and large-scale distributed sensing. Prior to co-founding Expanse, he worked at DARPA, Office of the Secretary of Defense, and the CIA. Dr. Junio, and this is the only time I am going to refer to him as a Doctor, holds a Ph.D. from the University of Pennsylvania, and Master's and Bachelor's degrees from Johns Hopkins University.
In today’s show, we’ll get Tim to share his perspective on how our government thinks about cyber defense and in the process provide insights to future entrepreneurs who want to tap into the lucrative federal market.
0:00 INTRO
1:47 TIM’S FICTION BASED STEP IN CIA
3:18 WHAT TECHNOLOGISTS MISS ABOUT FEDERAL GOVERNMENT?
3:35 MENTAL MODEL ON 3 PERSONAS
6:08 MOTIONS IN SALES
8:18 ARMY : A TOP IT PROCURE
10:42 GET TIPS ON STRUCTURING THE SALES TEAM
11:39 ENGAGE IN KNOWING THE MOST IMPORTANT SKILL SET
13:31 IT CYBERSECURITY
17:02 SaaS ADOPTION BY THE FEDERAL GOVERNMENT
18:00 PONDER OVER GIVING CONTROL TO A THIRD PARTY
20:42 EXPANSE : AN ATTACK SURFACE MANAGEMENT COMPANY
21:25 ATTACK SURFACE
25:00 A DEEP PERSPECTIVE ON SECURITY HYGIENE
28:25 A SHIFT: TRADITIONAL MECHANISMS TO CLOUD
32:15 TIM’S ADVICE TO FIT IN THE TOP ROLE
35:50 LESSONS TO IMBIBE FROM THE ENTREPRENEURIAL CEO
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