
Episode 54 - Inside GovCon & Federal Technology Sales with Carl Wright
Carl Wright joins Matt O’Neill for a conversation on selling technology to the federal government, navigating the GovCon market, and why success in the public sector requires a different approach than commercial sales. As Vice President of Global Public Sector at Hyperscience, Carl shares lessons from his career working across government contracting, technology, and federal go-to-market strategy. He and Matt also discuss FedRAMP, government shutdowns and continuing resolutions, the challenges of bringing emerging technology into federal agencies, and how Hyperscience is turning complex government documents into data that can support AI and analytics. Carl also shares advice for federal employees transitioning into GovCon and explores how contract protests can delay innovation on this episode of Detonation Point presented by Elastio. Resources Visit Hyperscience’s Website Connect with Carl Wright on LinkedIn Chapters 00:18 Carl Wright’s GovCon & Technology Career 06:32 Government Shutdowns & the Federal Market 09:24 The Role of Translators in Tech & Government 12:59 Breaking Into Federal Government Sales 20:23 Aligning Sales, Product & Federal Customers 25:49 FedRAMP & Selling Technology to Government 29:19 Understanding Hyperscience’s Role in Government 46:11 From Federal Service to GovCon Consulting 53:02 The Impact of Protests on Government Contracts About Our Founding Sponsor, Elastio This podcast is proudly presented by Elastio, the control point for cyber resiliency—because survival depends on clean recoveries. As our Founding Sponsor, Elastio continuously validates backups, bridging the gap between security tools and immutable storage. With AI-driven detection and zero-day recovery, Elastio ensures data is clean, uncompromised, and always recoverable. Learn more: www.elastio.com
- Transcript