Deeptech: The hurdles of making the first Quantum Computer accessible as a B2B Cloud Product - Alexander Keesling, QuEra

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About this episode

Alexander Keesling embodies the quintessential deeptech founder: from quantum computer researcher at Harvard to CEO of a multi-million dollar company. Today, QuEra generates tens of millions in revenue, licenses its quantum computer through AWS, and is investing approximately $41 million to build a new quantum computer in Japan.

From Researcher to CEO: Similarities and Differences

The transition from academic research to corporate leadership brings both familiar and entirely new challenges. While analytical skills and systematic problem-solving from research are directly transferable, the CEO role requires additional competencies in team leadership, strategic planning, and business development.

The Complex Reality of Quantum Computer Delivery

Despite enormous progress, delivering quantum computers remains a technical challenge. The systems require extreme precision, special environmental conditions, and highly specialized maintenance. QuEra has managed to overcome this complexity and make their technology accessible through cloud platforms like AWS.

Quantum Computers Explained Simply

Quantum computers use the principles of quantum mechanics to perform calculations that are practically impossible for classical computers. While conventional computers work with bits that can be either 0 or 1, quantum computers use qubits that can exist in a superposition of both states. This property enables solving certain problems exponentially faster.

The "ChatGPT Moment" of Quantum Computing

When will quantum computing become accessible to the general public? This question occupies the entire industry. While the technology is already creating value in specialized applications, the major breakthrough for end consumers is still ahead. The development follows a similar path to other disruptive technologies: first establishing itself in niche markets before becoming mainstream.

From Research to Business: The Decisive Circumstances

Not every research project is suitable for commercialization. Alexander Keesling and his team recognized the commercial potential of their quantum computer technology and took the leap from laboratory to market. Several factors were crucial: a clear market opportunity, a strong technical team, and the willingness to trade academic security for entrepreneurial risk.

Technical Sales: Building Outstanding Tech Teams

Building a sales team for highly complex technical products requires a special approach. Salespeople must not only be strong in sales but also understand the technical intricacies of quantum computers. QuEra has developed a sales organization that combines technical expertise with commercial impact.

Expansion to Japan: Exporting Quantum Technology

Exporting new quantum technologies brings regulatory and cultural challenges. QuEra's $41 million investment in Japan demonstrates that international expansion in deeptech is possible – but requires careful planning and local partnerships.

Industries with Quantum Computer Potential

Quantum computing is expected to bring revolutionary changes to several industries: pharmaceutical research for drug development, financial services for risk management, logistics for optimization problems, and materials science for developing new materials.

Finding the First Customers

Customer acquisition is particularly challenging for deeptech startups. The target audience is often small and highly specialized. QuEra solved this problem through direct collaboration with research institutes and companies already interested in quantum-based solutions.

Building Sales Motion for Complex Technical Products

Developing a sales strategy for quantum computers requires deep technical understanding combined with business acumen. The sales process involves educating potential customers about quantum advantages while demonstrating concrete value propositions for their specific use cases.

Why Quantum Computing Will Change the World

The transformative potential of quantum computing lies in its ability to solve problems that are intractable for classical computers. From optimizing supply chains to discovering new materials and drugs, quantum computing promises to unlock solutions to some of humanity's most complex challenges.

The QuEra story exemplifies how cutting-edge scientific research can evolve into a successful business. The key lies in finding the right balance between technical excellence and entrepreneurial vision, while navigating the unique challenges of bringing deeptech innovations to market.