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Conversation
Highlights
Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Matthew Kinsella, CEO of Infleqtion, a quantum technology company that’s raised over $150 Million in funding.
Here are the most interesting points from our conversation:
- Quantum technology’s roots at CU Boulder: Infleqtion’s journey started with foundational research from Nobel Prize-winning physicists at CU Boulder. They developed ways to control atoms using lasers, which unlocked the ability to isolate and exploit quantum properties for next-gen tech applications.
- The unexpected career shift: Matthew spent nearly two decades as an investor, never planning to run a company. His deep dive into quantum technology in 2017 led him to invest in Infleqtion, and ultimately to step in as CEO, driven by the technology’s potential to be transformative for humanity and national security.
- Explaining quantum to grandma: When simplifying quantum technology, Matthew compares it to Newtonian physics but highlights that quantum operates with its own set of bizarre rules, where everything is governed by probabilities, and phenomena like superposition and entanglement defy everyday logic.
- Commercializing quantum tech: Infleqtion is already selling products like their quantum optical clock, which keeps time 1,000 times more accurately than anything currently available. This tech has wide-reaching implications, from improving GPS accuracy to enabling future quantum computers.
- The race to quantum supremacy: Quantum computing is still a few years away from reaching “quantum advantage,” but Matthew believes that within five years, we’ll see quantum computers outperform classical computers in specific tasks. Meanwhile, quantum sensors and clocks are already delivering commercial value today.
- Navigating government contracts: Matthew shares that breaking into government procurement is complex and involves building relationships through programs like SBIR grants. Success in this space can be transformative, with multi-year contracts that provide a consistent revenue stream.
Actionable
Takeaways
Find your technology's practical applications early:
Matthew emphasizes that quantum technology’s commercial success comes from finding real-world applications for it today, like Infleqtion’s quantum optical clock. Startups in deep tech should identify practical, market-ready applications even while working on long-term revolutionary goals.
Government contracts can be a strategic lifeline:
For deep tech companies, government contracts through programs like SBIR grants provide not only early non-dilutive funding but also critical customer relationships. Matthew advises founders to explore these opportunities as a strategic entry point, particularly in industries like defense and advanced technology.
The importance of positioning your tech for multiple markets:
Matthew points out that Infleqtion’s technology is built for both defense and commercial markets. Founders should consider positioning their tech as “dual-use,” which allows for diversification and growth in both government and private sectors, ensuring broader applicability and resilience.
Focus on building relationships within government procurement:
Winning government contracts isn’t just about having superior technology — it’s about understanding the multi-pronged go-to-market strategy. Matthew suggests developing strong relationships with program officers and engaging in long-term relationship-building to secure your place in government procurement programs.
Stay patient in fundraising and align investors with your vision:
Deep tech fundraising is challenging, and founders need to find investors who share their long-term vision. Matthew encourages founders to be evangelists for their technology, while also accepting that fundraising often requires persistence and a lot of legwork to find the right partners.
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