Welcome!

Cloud Security Authors: Donald Meyer, Pat Romanski, Tim Hinds, Dana Gardner, Elizabeth White

Related Topics: Government Cloud, Microservices Expo, Containers Expo Blog, Agile Computing, @CloudExpo, Cloud Security

Government Cloud: Blog Feed Post

Selling to Government (Especially DoD) – It’s Not All About YOU!

My job is all about finding commercial solutions that will solve government problems

By

My job is all about finding commercial solutions that will solve government problems. Some of my favorite work experiences have been when I can connect a new technology to an existing government problem! Talk about satisfying! Although every company is unique in what it offers, the process is often similar. First, I strive to understand what the company can do. Then, I translate that ability into something that is applicable to DoD. And finally, I look for the place within DoD where that solution is needed. That may sound obvious, but from the perspective of DoD, it’s 100% backwards. And that difference in perspective can often derail the process. So bear with me while I explain.

sellingDuring my years on Active Duty, I concentrated on requirements and capabilities. I knew that defining my requirements was the first essential step that would lead to my success as a war fighter. It was often tempting to jump ahead on the process and start listing the solutions I needed. But I knew that I would never get far that way.

First, I knew that I was usually several generations behind on what the “art of the possible” was. As much as the movies like to show DoD with up to date capabilities, what we actually had in the field was way behind. Given that DoD spends a fraction of what Industry spends on R&D, that makes sense. Keeping my requirements clear and factual ensured that I didn’t self-select a lower-grade solution.

Secondly, the acquisition folks would never let me get away with writing specifications based on anything but my basic, actual requirements. There are plenty of examples where military “requirements” went uncontested and after the acquisition process completed, the final purchase was for something MUCH more expensive than it needed to be. That’s a big NO-NO in DoD and there is lots of oversight to prevent that from happening. Now more than ever!

Linking these requirements to the resulting war fighting capability is the piece of the process that is most important when trying to get funding. As a C5ISR expert, I had to learn how to make my seemingly endless list of requirements make sense to the folks that had decision-making power over the funding. These folks are mostly interested in what these requirements bring to the fight: the capabilities that will be achieved. Getting my message across depended on linking my requirements to the capabilities that would enable success in a military mission.

Now, overlay on the above Company X, who is really good at making Widget Y. Widget Y does something really cool, and Company X wants to sell Widget Y to DoD. I learn about Company X and how to use Widget Y, and I find a place in DoD where they might need that capability. A meeting is set up, and Company X visits the warfighter and gets their chance to showcase Widget Y. But Company X can’t get the message across! Because Company X is so in love with Widget Y they can’t stop and look at the requirement objectively and offer their educated inputs on how to satisfy that requirement to achieve the capability that is needed.

Every parent that drops off their 5 year old on the first day of kindergarten truly believes that they have just done something really wonderful for that school. It’s not until the first parent-teacher conference that it even occurs to them that their child might not be a perfect, 100% value-added addition to the class! So it is for Company X. But unlike the parent, Company X is not guaranteed a seat in the class!

DoD really and truly wants to hear from Company X, because they know that Company X is smarter than they are about their particular type of technology. But DoD only wants to hear how that technology can apply to fulfilling their previously identified and prioritized existing requirements. DoD is NOT interested in helping Company X figure out where to stuff their solutions.

To make this type of interaction between DoD and Industry successful, the company needs to be prepared to do some homework BEFORE they go in. They need to understand, as much as they can, what DoD needs. They need to be prepared to really listen when DoD talks. And then they need to be ready to interact with DoD to brainstorm ideas and offer expert advice. Obviously, the desired outcome is that Widget Y might be a solution that can help. But that’s something that can only be determined by clearly addressing the requirements first!

Read the original blog entry...

More Stories By Bob Gourley

Bob Gourley writes on enterprise IT. He is a founder and partner at Cognitio Corp and publsher of CTOvision.com

@ThingsExpo Stories
We're entering the post-smartphone era, where wearable gadgets from watches and fitness bands to glasses and health aids will power the next technological revolution. With mass adoption of wearable devices comes a new data ecosystem that must be protected. Wearables open new pathways that facilitate the tracking, sharing and storing of consumers’ personal health, location and daily activity data. Consumers have some idea of the data these devices capture, but most don’t realize how revealing and...
When it comes to IoT in the enterprise, namely the commercial building and hospitality markets, a benefit not getting the attention it deserves is energy efficiency, and IoT's direct impact on a cleaner, greener environment when installed in smart buildings. Until now clean technology was offered piecemeal and led with point solutions that require significant systems integration to orchestrate and deploy. There didn't exist a 'top down' approach that can manage and monitor the way a Smart Buildi...
There is an ever-growing explosion of new devices that are connected to the Internet using “cloud” solutions. This rapid growth is creating a massive new demand for efficient access to data. And it’s not just about connecting to that data anymore. This new demand is bringing new issues and challenges and it is important for companies to scale for the coming growth. And with that scaling comes the need for greater security, gathering and data analysis, storage, connectivity and, of course, the...
The IETF draft standard for M2M certificates is a security solution specifically designed for the demanding needs of IoT/M2M applications. In his session at @ThingsExpo, Brian Romansky, VP of Strategic Technology at TrustPoint Innovation, will explain how M2M certificates can efficiently enable confidentiality, integrity, and authenticity on highly constrained devices.
trust and privacy in their ecosystem. Assurance and protection of device identity, secure data encryption and authentication are the key security challenges organizations are trying to address when integrating IoT devices. This holds true for IoT applications in a wide range of industries, for example, healthcare, consumer devices, and manufacturing. In his session at @ThingsExpo, Lancen LaChance, vice president of product management, IoT solutions at GlobalSign, will teach IoT developers how t...
So, you bought into the current machine learning craze and went on to collect millions/billions of records from this promising new data source. Now, what do you do with them? Too often, the abundance of data quickly turns into an abundance of problems. How do you extract that "magic essence" from your data without falling into the common pitfalls? In her session at @ThingsExpo, Natalia Ponomareva, Software Engineer at Google, will provide tips on how to be successful in large scale machine lear...
SYS-CON Events announced today that Peak 10, Inc., a national IT infrastructure and cloud services provider, will exhibit at SYS-CON's 18th International Cloud Expo®, which will take place on June 7-9, 2016, at the Javits Center in New York City, NY. Peak 10 provides reliable, tailored data center and network services, cloud and managed services. Its solutions are designed to scale and adapt to customers’ changing business needs, enabling them to lower costs, improve performance and focus inter...
Digital payments using wearable devices such as smart watches, fitness trackers, and payment wristbands are an increasing area of focus for industry participants, and consumer acceptance from early trials and deployments has encouraged some of the biggest names in technology and banking to continue their push to drive growth in this nascent market. Wearable payment systems may utilize near field communication (NFC), radio frequency identification (RFID), or quick response (QR) codes and barcodes...
You think you know what’s in your data. But do you? Most organizations are now aware of the business intelligence represented by their data. Data science stands to take this to a level you never thought of – literally. The techniques of data science, when used with the capabilities of Big Data technologies, can make connections you had not yet imagined, helping you discover new insights and ask new questions of your data. In his session at @ThingsExpo, Sarbjit Sarkaria, data science team lead ...
SYS-CON Events announced today that Ericsson has been named “Gold Sponsor” of SYS-CON's @ThingsExpo, which will take place on June 7-9, 2016, at the Javits Center in New York, New York. Ericsson is a world leader in the rapidly changing environment of communications technology – providing equipment, software and services to enable transformation through mobility. Some 40 percent of global mobile traffic runs through networks we have supplied. More than 1 billion subscribers around the world re...
The demand for organizations to expand their infrastructure to multiple IT environments like the cloud, on-premise, mobile, bring your own device (BYOD) and the Internet of Things (IoT) continues to grow. As this hybrid infrastructure increases, the challenge to monitor the security of these systems increases in volume and complexity. In his session at 18th Cloud Expo, Stephen Coty, Chief Security Evangelist at Alert Logic, will show how properly configured and managed security architecture can...
The IoTs will challenge the status quo of how IT and development organizations operate. Or will it? Certainly the fog layer of IoT requires special insights about data ontology, security and transactional integrity. But the developmental challenges are the same: People, Process and Platform. In his session at @ThingsExpo, Craig Sproule, CEO of Metavine, will demonstrate how to move beyond today's coding paradigm and share the must-have mindsets for removing complexity from the development proc...
Artificial Intelligence has the potential to massively disrupt IoT. In his session at 18th Cloud Expo, AJ Abdallat, CEO of Beyond AI, will discuss what the five main drivers are in Artificial Intelligence that could shape the future of the Internet of Things. AJ Abdallat is CEO of Beyond AI. He has over 20 years of management experience in the fields of artificial intelligence, sensors, instruments, devices and software for telecommunications, life sciences, environmental monitoring, process...
In his session at @ThingsExpo, Chris Klein, CEO and Co-founder of Rachio, will discuss next generation communities that are using IoT to create more sustainable, intelligent communities. One example is Sterling Ranch, a 10,000 home development that – with the help of Siemens – will integrate IoT technology into the community to provide residents with energy and water savings as well as intelligent security. Everything from stop lights to sprinkler systems to building infrastructures will run ef...
We’ve worked with dozens of early adopters across numerous industries and will debunk common misperceptions, which starts with understanding that many of the connected products we’ll use over the next 5 years are already products, they’re just not yet connected. With an IoT product, time-in-market provides much more essential feedback than ever before. Innovation comes from what you do with the data that the connected product provides in order to enhance the customer experience and optimize busi...
Manufacturers are embracing the Industrial Internet the same way consumers are leveraging Fitbits – to improve overall health and wellness. Both can provide consistent measurement, visibility, and suggest performance improvements customized to help reach goals. Fitbit users can view real-time data and make adjustments to increase their activity. In his session at @ThingsExpo, Mark Bernardo Professional Services Leader, Americas, at GE Digital, will discuss how leveraging the Industrial Interne...
The increasing popularity of the Internet of Things necessitates that our physical and cognitive relationship with wearable technology will change rapidly in the near future. This advent means logging has become a thing of the past. Before, it was on us to track our own data, but now that data is automatically available. What does this mean for mHealth and the "connected" body? In her session at @ThingsExpo, Lisa Calkins, CEO and co-founder of Amadeus Consulting, will discuss the impact of wea...
Increasing IoT connectivity is forcing enterprises to find elegant solutions to organize and visualize all incoming data from these connected devices with re-configurable dashboard widgets to effectively allow rapid decision-making for everything from immediate actions in tactical situations to strategic analysis and reporting. In his session at 18th Cloud Expo, Shikhir Singh, Senior Developer Relations Manager at Sencha, will discuss how to create HTML5 dashboards that interact with IoT devic...
Whether your IoT service is connecting cars, homes, appliances, wearable, cameras or other devices, one question hangs in the balance – how do you actually make money from this service? The ability to turn your IoT service into profit requires the ability to create a monetization strategy that is flexible, scalable and working for you in real-time. It must be a transparent, smoothly implemented strategy that all stakeholders – from customers to the board – will be able to understand and comprehe...
A critical component of any IoT project is the back-end systems that capture data from remote IoT devices and structure it in a way to answer useful questions. Traditional data warehouse and analytical systems are mature technologies that can be used to handle large data sets, but they are not well suited to many IoT-scale products and the need for real-time insights. At Fuze, we have developed a backend platform as part of our mobility-oriented cloud service that uses Big Data-based approache...