Advancing Innovation Through Collaboration
"At ITSEF III, I met a key figure from one of the intelligence agencies, he invited me to his HQ for a meeting, then a second meeting. We are now proceeding forward with sponsored security clearances...I will be at ITSEF IV... "
"The Security Innovation Network is a perfect example of what President Obama's 60 day cyber study highlighted as a core attribute of a private/public sector model and the critical priority of leveraging cutting edge commercial technologies."
Cyber Security Strategies & Former Deputy Assistant Secretary of Defense for Cyber
Security Innovation Network ?Workshops ?March 16, 2010
Stanford University, Arrillaga Alumni Center
The Security Innovation Network (SINET) workshops are designed for early stage and emerging companies who desire to partner with the Federal Government. These workshops offer a unique opportunity for entrepreneurs to receive specific guidance on how to navigate the complex process of selling and developing commercial relationships with the civilian, defense and intelligence agencies of the Federal Government. Taught by industry and Federal Government subject matter experts, these workshops will provide invaluable and specific insight on a broad spectrum of relevant topics, to include; Federal contracting and research programs, obtaining grants, getting security products evaluated, and how to streamline the procurement and acquisition processes.
The fee to attend these optional workshops is $595 rate.
The workshops will be presented in two tracks on March 16, 2010: 1:00pm ?5:30pm.
Workshops Session One
Track 1: Get on Board the SCAP Train
Paul D. Green, President and CEO, G2, Inc.
Stephen D. Quinn, Computer Scientist, National Institute of Standards and Technology
The Security Content Automation Protocol (SCAP) is the technology developed by NIST to translate approved security settings into commercial products. SCAP has already revolutionized the configuration and patching industries, and will become a "must have" feature for many types of security products. Learn how SCAP works, how it can apply to your product, and how to get involved in its future direction.
Track 2: Obtaining Federal Research Funding
Dr. Douglas Maughan, Program Manager, Department of Homeland Security Science & Technology Cyber Security Research & Development Program
The Federal government is actively seeking to fund research and development of critical security technologies. Grants are available from several different agencies, but each has different application requirements. Finding the right match is crucial. This workshop will help you determine whether you can get funding for your product development and the most likely sources to contact.
Workshops Session Two
Track 1: Selling to the Federal Government
Robert Lentz, Former Deputy Assistant Secretary for Cyber Information Assurance, Department of Defense, President, Cyber Security Strategies
Bobbi-Michelle Wehrfritz, CEO, Fritz Technologies
The US Federal Government is spending unprecedented amounts on IT security technology to meet congressional security mandates. Every agency is in the market for advanced solutions, but it is not easy to identify the right persons and contracting programs. This course will provide an inside and outside perspective of doing business with the Federal Government and what are the strategies for getting your product approved and purchased.
Track 2: Navigating the GSA Maze
Gregory Roseman, Director, Schedule 70 Division 2, GSA
Learn about the GSA IT Schedule 70 Solicitation and how to submit a quality offer. This course will focus on key components of what constitutes a quality offer, such as vendor response, GSA-required documents and how to submit a quality offer that is responsive, comprehensive and meets all solicitation requirements. This can expedite the evaluation and contract award process. With your GSA Multiple Award Schedule 70 contract you will be able to sell commercial information technology products and services to federal customer agencies and to state and local government municipalities, through the Cooperative Purchasing, Disaster Recovery and Disaster Preparedness Programs.
Workshops Session Three
Track 1: Understanding Federal Government Contracting Processes
Thomas A. Kruza, Associate, Crowell & Moring LLP
Donald E. Sovie, Partner, Crowell & Moring LLP
Understanding the Federal Government (FG) contractual relationship, special rules of preference for small business contract awards, contracting with or through USG Prime contractors—the right way and the wrong way, specific USG IP expectations?what you own and what you don’t, restrictions on product sourcing, product sales, and disclosure of technical information.
Track 2: A Vendor’s Perspective of Understanding the Federal Buying Cycles, Budgets and Certifications and How to Get There
Capt (RET) Jeff Jaime, President, Taurean Corp.
Bill Kalogeros, Director, DOD and Intelligence Sales, TippingPoint Technologies
You have solid technology, the commercial sector is buying your products, and now your company has decided to branch out and tackle the Federal government market. What to do first: Get a GSA Schedule? Open an office in DC? So when does the piles of money start rolling in from selling our fantastic technology to good old Uncle Sam?
This course will provide insight from both a vendor's perspective and a government procurement and budget perspective of navigating the Federal Government sales cycle and understanding the Federal Budget Cycle. We will also review certain must-have certifications if you are to conduct business with the Federal Government.
Workshops Session Four
Track 1: Understanding the Procurement & Acquisition Process
George Meyers, Vice President, Cassidy & Associates
The Federal Acquisition Process is very complicated and full of rules and regulations. Knowing the “big picture?and how it was created is key to doing business with the US Federal Government.
Knowing the federal acquisition regulations were written to protect the government and not to promote business is an important and basic aspect of the federal marketplace.
As a former government acquisition professional, George Meyers will provide you with a basic "playbook" to understand the "players" in the acquisition process by using "war stories" and "real-life" examples.
- If it’s free from the Government how good can it be?
- The Government can’t do all of the work required to put out an RFP?/li>
- The Government does what it can to help business owners bid on contracts?/li>
- If there is a bid-- there is someone who helped develop that bid - was it you?
"If you’re gonna play the game, you should have a basic understanding of the playbook!"
Track 2: Understanding the Intelligence Community from a Sales and Business Development Perspective
Dan Callahan, President & Owner, Venona Consulting, LLC
Dan Callahan has been a hands-on business developer for over twenty years and is currently focused on the sixteen core intelligence community (IC) agencies (and some others that he can’t mention). This sub-market is one of the most rewarding if you can break into it, but therein lies the challenge. This workshop will get VCs and entrepreneurs started from a strategic standpoint and suggest some of the most effective ways to engage the IC decision makers at the tactical level. Having both a clear strategy and sound tactics is the most efficient way to penetrate (legally, of course) the CIA, NSA, NGA, NRO and others. Dan owns and operates a consultancy in Northern Virginia that helps emerging companies target the IC market.This workshop will answer:
- How to understand the IC agencies.
- Where should one begin?
- How should an entrepreneur begin?
- How long does it take to get started and see revenue?
- How does an entrepreneur learn the “secret handshake?
- Which help should be secured?
- What are the common pitfalls?
- What indicators mean that progress is being made?
- What should be avoided?