Welcome!

Microservices Expo Authors: Ian Khan, Krishnan Manjeri, Elizabeth White, Liz McMillan, Miska Kaipiainen

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

@MicroservicesExpo Stories
With online viewership and sales growing rapidly, enterprises are interested in understanding how they analyze performance to positively impact business metrics. Deeper insight into the user experience is needed to understand why conversions are dropping and/or bounce rates are increasing or, preferably, to understand what has been helping these metrics improve. The digital performance management industry has evolved as application performance management companies have broadened their scope beyo...
SYS-CON Events announced today the Kubernetes and Google Container Engine Workshop, being held November 3, 2016, in conjunction with @DevOpsSummit at 19th Cloud Expo at the Santa Clara Convention Center in Santa Clara, CA. This workshop led by Sebastian Scheele introduces participants to Kubernetes and Google Container Engine (GKE). Through a combination of instructor-led presentations, demonstrations, and hands-on labs, students learn the key concepts and practices for deploying and maintainin...
In this strange new world where more and more power is drawn from business technology, companies are effectively straddling two paths on the road to innovation and transformation into digital enterprises. The first path is the heritage trail – with “legacy” technology forming the background. Here, extant technologies are transformed by core IT teams to provide more API-driven approaches. Legacy systems can restrict companies that are transitioning into digital enterprises. To truly become a lea...
All clouds are not equal. To succeed in a DevOps context, organizations should plan to develop/deploy apps across a choice of on-premise and public clouds simultaneously depending on the business needs. This is where the concept of the Lean Cloud comes in - resting on the idea that you often need to relocate your app modules over their life cycles for both innovation and operational efficiency in the cloud. In his session at @DevOpsSummit at19th Cloud Expo, Valentin (Val) Bercovici, CTO of So...
Throughout history, various leaders have risen up and tried to unify the world by conquest. Fortunately, none of their plans have succeeded. The world goes on just fine with each country ruling itself; no single ruler is necessary. That’s how it is with the container platform ecosystem, as well. There’s no need for one all-powerful, all-encompassing container platform. Think about any other technology sector out there – there are always multiple solutions in every space. The same goes for conta...
Just over a week ago I received a long and loud sustained applause for a presentation I delivered at this year’s Cloud Expo in Santa Clara. I was extremely pleased with the turnout and had some very good conversations with many of the attendees. Over the next few days I had many more meaningful conversations and was not only happy with the results but also learned a few new things. Here is everything I learned in those three days distilled into three short points.
24Notion is full-service global creative digital marketing, technology and lifestyle agency that combines strategic ideas with customized tactical execution. With a broad understand of the art of traditional marketing, new media, communications and social influence, 24Notion uniquely understands how to connect your brand strategy with the right consumer. 24Notion ranked #12 on Corporate Social Responsibility - Book of List.
The Jevons Paradox suggests that when technological advances increase efficiency of a resource, it results in an overall increase in consumption. Writing on the increased use of coal as a result of technological improvements, 19th-century economist William Stanley Jevons found that these improvements led to the development of new ways to utilize coal. In his session at 19th Cloud Expo, Mark Thiele, Chief Strategy Officer for Apcera, will compare the Jevons Paradox to modern-day enterprise IT, e...
SYS-CON Events announced today that Commvault, a global leader in enterprise data protection and information management, has been named “Bronze Sponsor” of SYS-CON's 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Commvault is a leading provider of data protection and information management solutions, helping companies worldwide activate their data to drive more value and business insight and to transform moder...
SYS-CON Events announced today that eCube Systems, a leading provider of middleware modernization, integration, and management solutions, will exhibit at @DevOpsSummit at 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. eCube Systems offers a family of middleware evolution products and services that maximize return on technology investment by leveraging existing technical equity to meet evolving business needs. ...
SYS-CON Events has announced today that Roger Strukhoff has been named conference chair of Cloud Expo and @ThingsExpo 2016 Silicon Valley. The 19th Cloud Expo and 6th @ThingsExpo will take place on November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. "The Internet of Things brings trillions of dollars of opportunity to developers and enterprise IT, no matter how you measure it," stated Roger Strukhoff. "More importantly, it leverages the power of devices and the Interne...
Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud strategy. Meanwhile, 94% of enterprises are using some form of XaaS - software, platform, and infrastructure as a service.
Whether they’re located in a public, private, or hybrid cloud environment, cloud technologies are constantly evolving. While the innovation is exciting, the end mission of delivering business value and rapidly producing incremental product features is paramount. In his session at @DevOpsSummit at 19th Cloud Expo, Kiran Chitturi, CTO Architect at Sungard AS, will discuss DevOps culture, its evolution of frameworks and technologies, and how it is achieving maturity. He will also cover various st...
DevOps at Cloud Expo, taking place Nov 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with 19th Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world. The widespread success of cloud computing is driving the DevOps revolution in enterprise IT. Now as never before, development teams must communicate and collaborate in a dynamic, 24/7/365 environment. There is no time to wait for long dev...
Video experiences should be unique and exciting! But that doesn’t mean you need to patch all the pieces yourself. Users demand rich and engaging experiences and new ways to connect with you. But creating robust video applications at scale can be complicated, time-consuming and expensive. In his session at @ThingsExpo, Zohar Babin, Vice President of Platform, Ecosystem and Community at Kaltura, will discuss how VPaaS enables you to move fast, creating scalable video experiences that reach your ...
Information technology is an industry that has always experienced change, and the dramatic change sweeping across the industry today could not be truthfully described as the first time we've seen such widespread change impacting customer investments. However, the rate of the change, and the potential outcomes from today's digital transformation has the distinct potential to separate the industry into two camps: Organizations that see the change coming, embrace it, and successful leverage it; and...
Internet of @ThingsExpo, taking place November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with 19th Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world. The Internet of Things (IoT) is the most profound change in personal and enterprise IT since the creation of the Worldwide Web more than 20 years ago. All major researchers estimate there will be tens of billions devices - comp...
It's been a busy time for tech's ongoing infatuation with containers. Amazon just announced EC2 Container Registry to simply container management. The new Azure container service taps into Microsoft's partnership with Docker and Mesosphere. You know when there's a standard for containers on the table there's money on the table, too. Everyone is talking containers because they reduce a ton of development-related challenges and make it much easier to move across production and testing environm...
19th Cloud Expo, taking place November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, will feature technical sessions from a rock star conference faculty and the leading industry players in the world. Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud strategy. Meanwhile, 94% of enterpri...
Apache Hadoop is a key technology for gaining business insights from your Big Data, but the penetration into enterprises is shockingly low. In fact, Apache Hadoop and Big Data proponents recognize that this technology has not yet achieved its game-changing business potential. In his session at 19th Cloud Expo, John Mertic, director of program management for ODPi at The Linux Foundation, will explain why this is, how we can work together as an open data community to increase adoption, and the i...