Risks and Rewards of Selling to the Government: Lessons Learned at DIA Lewis Shepherd Chief, Requirements & Research Defense Intelligence Agency

Analytical Production Centers (DIA, ONI, NGIC, NASIC, MCIA) Analytical Production Centers (DIA, ONI, NGIC, NASIC, MCIA) Defense Attaches around the globe Defense Attaches around the globe Joint Reserve Intelligence Centers Joint Reserve Intelligence Centers 11x COCOM Intelligence (Strategic Command, Pacific Command, European Command, etc.) 11x COCOM Intelligence (Strategic Command, Pacific Command, European Command, etc.) All-Source Fusion and Operational Intelligence Technical and non-technical collection System Design, Development, Integration, O&M Challenge: IT for a Loose Global Confederation

Why We Had to Improve News You Already Know: 9/11 exposed serious problems in Intelligence Community More News You Know: First years of GWOT (Global War on Terror) and Iraq War exposed serious problems with intelligence support for warfighter Among the common lessons: Old model of DoD and IC procurement of IT should go the way of the dinosaur = Over-reliance on large Systems Integrators = “The F-22 Model”

DoDIIS Enterprise: $1 billion IT budget 20,000 customers 80,000 more use our systems (NSA, CIA, FBI, DHS, etc) Lesson: Run IT as an Enterprise Beginning in 2005: Consolidation of all IT operations for the DoD Intelligence Information System (DoDIIS) DoDIIS = the “IT arm” of the U.S. General Defense Intelligence Program (GDIP)

R 2 : the Requirements & Research Group Lead the research and evaluation of next-generation technological solutions for DoDIIS requirements Entry Point for all new technologies: H/W, S/W, infrastructure, architecture, standards Operations modeled on IBM, Microsoft, Google Research: Centralized control, decentralized execution, virtual collaboration; Government & contractor staff in 7 labs on three continents Lesson: Run IT as an Enterprise

IT Guidelines for DoDIIS Service Oriented Architecture (Web Services) Loose Coupling of Applications Standards Based (Platforms, Services, Data) Data Interoperability and Agility Preference for COTS

Each Fall: DoDIIS Industry Day, in Washington - and a follow-on Technology DayEach Fall: DoDIIS Industry Day, in Washington - and a follow-on Technology Day Each Spring: “DoDIIS Worldwide Conference” with ~225 companies’ booths, exhibitsEach Spring: “DoDIIS Worldwide Conference” with ~225 companies’ booths, exhibits Website at: at: us at: us at: Lesson: Make it Easy for Companies to Crack the DoDIIS Door

Practical Result: Easier B.D. CENTCOM EUCOM SOUTHCOM SOCOM JFCOM AFC2ISRC NORTHCOM STRATCOM TRANSCOM PACOM DIA MCIA ONI NASIC NGIC USFK Vendor Calls previously “entertained” anywhere a Commander had an IT budget

Vendorpedia

Each Fall: DoDIIS Industry Day, in Washington - and a follow-on Technology DayEach Fall: DoDIIS Industry Day, in Washington - and a follow-on Technology Day Each Spring: “DoDIIS Worldwide Conference” with ~225 companies’ booths, exhibitsEach Spring: “DoDIIS Worldwide Conference” with ~225 companies’ booths, exhibits Website at: at: us at: us at: Simplifying Access

What Users Have Access to Today…

…and the Information Overload they both Want and Fear

Summary: Your Risks and Rewards Our purchase cycle still outside commercial ones … but getting much shorter, more predictable Our IT budget flattening… … but we’ll never go out of business Need “cleared” personnel, SCIF space … but SI’s now playing this role for “partners” Our needs continue to be somewhat niche … but increasingly leading-edge for industry

Lewis Shepherd