Monday, February 02, 2009 3:21:34 PM
Channel Partners
” The outlook for contractors well-positioned with intelligence agencies is positive”
I’ve been reading over past cc’s to get a better handle on Wave/Government. I see that Wave has put a lot of effort into establishing itself with integrators and getting Wave products on the lists they need to be on for purchase by the government.
This doesn't directly address your question about Wave's consulting contracts, but it means that if the new contract does put things in place for rolling out Wave's software, then Wave has done the work necessary to establish itself with integrators, and through them to be part of the new cybersecurity budget.
For those who are interested in the detail, here are the various excerpts from CC’s where he talks about channel partners and contracts, starting in Q306. (The numbers in brackets are just my reference numbers for where the material came from.)
Q306 [10] There are a bunch of large contracts that have been let. These are IDIQ contracts, indefinite delivery, indefinite quantity. What we try to do is become a subcontractor underneath these contract vehicles, so ADMC is one of those, it's a $5 billion contract. We are a contractor to both Dell and ITG. We’re on TEIS2 with NCI. We're a potential subcontract against ITES-2H, Alliant, Encore and ITES-2S, so the aggregate of those alliances [?] is a $65 billion GSA contract. The reality is these contracts the top line value is almost of no important, the question is whether you get task orders. These are how the server infrastructure would get acquired to support the mass deployment of the client so it is important to have these contract vehicles in place, for us to be part of them. It makes us see all the, gives us the opportunity to see all the task orders and it provides us with the foundation to do business into the federal space. So I think we have done a good job with partnering with a variety of different systems integrators. As those contracts are awarded, if the partners we’re with win, we'll announce that we're on the winning team. If not, in general for a subcontractor like us -- we can then go form relationships with other participants. The way these work, you sign an agreement with an organization to be part of their team to go win the contract, but that contract stops if they don't win, so you can go sign up with somebody else.
These are the various purchasing vehicles he mentions in the Q306 excerpt. He says Wave is a subcontractor on both ADMC and TEIS2. He says Wave is a “potential subcontract” on the rest.
-- ADMC [Army Desktop and Mobile Computing-2 (ADMC-2) contract]
-- TEIS2 [Total Engineering and Integration Services (TEIS) contract awarded to NCI Information Systems, Inc. by the United States Army Information Systems Engineering Command (USAISEC). Under the TEIS contract, NCI Information Systems, Inc. is to provide information systems engineering and information technology support to the USAISEC, and other federal agencies worldwide.]
-- ITES-2H [Information Technology Enterprise Solutions 2 Hardware]
-- ITES-2S [Information Technology Enterprise Solutions 2 Software]
-- Alliant [“The Alliant contract includes Infrastructure, Application and IT Management Services to support federal government agencies' integrated IT solution requirements.”]
-- Encore [“The ENCORE II contracts will provide net-centric solutions, including network engineering, analysis and support for the acquisition, installation, fielding, training, operation and life-cycle management of components and systems in the operational environments of Combatant Commands and their subordinate components, the military services, the Department of Defense and other agencies of Federal government.”]
Q406 [13] Q&A STEVEN SPRAGUE: We have put a ton of work into the government sector and gotten onto a number of contract vehicles, and actually we have a number of systems -- well, it's a number. We have a couple of systems integrators with projects that they are bidding our stuff in on right now, which means that they actually have their contract vehicle already won. They are going back and forth with the actual customer on how they want to use Trusted Platform Modules in their network and pricing our software into their offering, etc. So we will see if they ultimately take it. We haven't closed one of those of any significance yet. We have a few seats that have been deployed, but we have one that we are working on -- we're actually working on it this afternoon -- that is multiple thousands of seats into one of the agencies. So I think we're enthusiastic about that. We would like to see one of those close.
Q406 [16] We have, however, pretty much met up and down the entire channel with how the Army Gold Master gets put together, which is the primary vehicle of how they would buy our client software. So, in essence, they image it on every machine. We know all those players. They know who we are. They are waiting for a network architecture. We would like to see this be sort of early summer kind of decision process, and maybe it takes another quarter after that to actually get funding and purchasing done. But I think it's very possible.
Q107 [21] We have focused predominantly on the Defense Department, because we see them as providing the leadership in government for how strong identity and machine identity is going to be deployed. That's what helped us get the commodity purchasing side.
Q207 [26] But Wave software, which is a management software for the Seagate drive, also doesn't necessarily belong on the blanket purchase agreement infrastructure because we are really a management tool, not an encryption tool. So, we believe the right way that this purchase technology will be purchased broadly across the government is actually through the contracts that are already in existence for buying laptops and desktop machines and selecting a drive as an option. We're working very closely with the channels that we have into the government to ensure that those products, both Seagate's drive and our product, are available as an option for the customer to purchase across those commodity purchase agreements.
Q307 [35] The tools with how they would buy are pretty well understood.
Q407 [42] The other point I would make in government is machine identity, the concept of the TPM turned on to give the machine strong identity is gaining good traction. We have a couple projects underway with the right type of contractors to help specify these pieces. We're working hard to have our technology specified into these contracts, so as ultimately they mature into orders, we're hopefully as broadly written into the contract as is practical. And overall, I would say the progress is solid, but it moves at a government pace.
I haven’t been posting Wave pictures recently. That’s a nice one in your post.
” The outlook for contractors well-positioned with intelligence agencies is positive”
I’ve been reading over past cc’s to get a better handle on Wave/Government. I see that Wave has put a lot of effort into establishing itself with integrators and getting Wave products on the lists they need to be on for purchase by the government.
This doesn't directly address your question about Wave's consulting contracts, but it means that if the new contract does put things in place for rolling out Wave's software, then Wave has done the work necessary to establish itself with integrators, and through them to be part of the new cybersecurity budget.
For those who are interested in the detail, here are the various excerpts from CC’s where he talks about channel partners and contracts, starting in Q306. (The numbers in brackets are just my reference numbers for where the material came from.)
Q306 [10] There are a bunch of large contracts that have been let. These are IDIQ contracts, indefinite delivery, indefinite quantity. What we try to do is become a subcontractor underneath these contract vehicles, so ADMC is one of those, it's a $5 billion contract. We are a contractor to both Dell and ITG. We’re on TEIS2 with NCI. We're a potential subcontract against ITES-2H, Alliant, Encore and ITES-2S, so the aggregate of those alliances [?] is a $65 billion GSA contract. The reality is these contracts the top line value is almost of no important, the question is whether you get task orders. These are how the server infrastructure would get acquired to support the mass deployment of the client so it is important to have these contract vehicles in place, for us to be part of them. It makes us see all the, gives us the opportunity to see all the task orders and it provides us with the foundation to do business into the federal space. So I think we have done a good job with partnering with a variety of different systems integrators. As those contracts are awarded, if the partners we’re with win, we'll announce that we're on the winning team. If not, in general for a subcontractor like us -- we can then go form relationships with other participants. The way these work, you sign an agreement with an organization to be part of their team to go win the contract, but that contract stops if they don't win, so you can go sign up with somebody else.
These are the various purchasing vehicles he mentions in the Q306 excerpt. He says Wave is a subcontractor on both ADMC and TEIS2. He says Wave is a “potential subcontract” on the rest.
-- ADMC [Army Desktop and Mobile Computing-2 (ADMC-2) contract]
-- TEIS2 [Total Engineering and Integration Services (TEIS) contract awarded to NCI Information Systems, Inc. by the United States Army Information Systems Engineering Command (USAISEC). Under the TEIS contract, NCI Information Systems, Inc. is to provide information systems engineering and information technology support to the USAISEC, and other federal agencies worldwide.]
-- ITES-2H [Information Technology Enterprise Solutions 2 Hardware]
-- ITES-2S [Information Technology Enterprise Solutions 2 Software]
-- Alliant [“The Alliant contract includes Infrastructure, Application and IT Management Services to support federal government agencies' integrated IT solution requirements.”]
-- Encore [“The ENCORE II contracts will provide net-centric solutions, including network engineering, analysis and support for the acquisition, installation, fielding, training, operation and life-cycle management of components and systems in the operational environments of Combatant Commands and their subordinate components, the military services, the Department of Defense and other agencies of Federal government.”]
Q406 [13] Q&A STEVEN SPRAGUE: We have put a ton of work into the government sector and gotten onto a number of contract vehicles, and actually we have a number of systems -- well, it's a number. We have a couple of systems integrators with projects that they are bidding our stuff in on right now, which means that they actually have their contract vehicle already won. They are going back and forth with the actual customer on how they want to use Trusted Platform Modules in their network and pricing our software into their offering, etc. So we will see if they ultimately take it. We haven't closed one of those of any significance yet. We have a few seats that have been deployed, but we have one that we are working on -- we're actually working on it this afternoon -- that is multiple thousands of seats into one of the agencies. So I think we're enthusiastic about that. We would like to see one of those close.
Q406 [16] We have, however, pretty much met up and down the entire channel with how the Army Gold Master gets put together, which is the primary vehicle of how they would buy our client software. So, in essence, they image it on every machine. We know all those players. They know who we are. They are waiting for a network architecture. We would like to see this be sort of early summer kind of decision process, and maybe it takes another quarter after that to actually get funding and purchasing done. But I think it's very possible.
Q107 [21] We have focused predominantly on the Defense Department, because we see them as providing the leadership in government for how strong identity and machine identity is going to be deployed. That's what helped us get the commodity purchasing side.
Q207 [26] But Wave software, which is a management software for the Seagate drive, also doesn't necessarily belong on the blanket purchase agreement infrastructure because we are really a management tool, not an encryption tool. So, we believe the right way that this purchase technology will be purchased broadly across the government is actually through the contracts that are already in existence for buying laptops and desktop machines and selecting a drive as an option. We're working very closely with the channels that we have into the government to ensure that those products, both Seagate's drive and our product, are available as an option for the customer to purchase across those commodity purchase agreements.
Q307 [35] The tools with how they would buy are pretty well understood.
Q407 [42] The other point I would make in government is machine identity, the concept of the TPM turned on to give the machine strong identity is gaining good traction. We have a couple projects underway with the right type of contractors to help specify these pieces. We're working hard to have our technology specified into these contracts, so as ultimately they mature into orders, we're hopefully as broadly written into the contract as is practical. And overall, I would say the progress is solid, but it moves at a government pace.
I haven’t been posting Wave pictures recently. That’s a nice one in your post.
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