San Diego Customer
Visit
Trip
Report
12/04/01
Tom Cobianchi
I. Meeting Attendees:
SPAWAR Ms. Vanessa Hallihan, GS15, Program Manager, PMW161, Information Assurance CDR Art Salindgong, Deputy Program Manager, PMW161, Information Assurance CAPT (Sel) Cathy Thomas, Deputy Director, PD16A, Naval Networks & Information Assurance LCDR Howard Pace, Chief Engineer, PD17, Communication Programs AT&T Government Markets: Tom Cobianchi Marlo Olson and staff, GRCI (internal AT&T/GRCI briefing)
II. Sales Objective: Continue to develop business/technical relationships with key SPAWAR personnel and offer AT&T products/services as follows: secure VPN, web hosting, information assurance, and network management. Look for opportunities to match AT&T technology with funded customer requirements. Position AT&T in the role of a value added system integrator (professional services).
III. Situation Analysis/ Strategy:
SPAWAR has migrated voice and data applications on to FTS2001 and they are in the process of implementing applications on to the N/MCI platform. Consequently, there are very limited, if any opportunities to sell bandwidth access. Therefore, the strategy with SPAWAR is to establish technical creditability in terms of being able to become a consultant (professional services) to assure vendor compliance on the N/MCI contract. In that regard, AT&T will be competing with, in order of SPAWAR preference, Booz Allen Hamilton , MITRE and SAIC for those business opportunities. The discriminating point being made with SPAWAR is that AT&T core competency is specifically focused in telecommunication in terms of managing major networks including the AT&T network, technology development and implementation of products/services across a wide range of telecommunication applications. Whereas the aforementioned competitors consult in a number business areas in which telecommunications is not necessarily their primary core competency. The AT&T challenge will be to change the mindset of SPAWAR that AT&T can assume the role as a value added system integrator rather than the traditional role of a bandwidth provider. In order to make this paradigm shift from a bandwidth provider (vendor) to that of a creditable value added systems provider, it is suggested to encourage SPAWAR to participate in the AT&T R&D Innovation Forum and a visit to the AT&T GNOC/SNOC. In addition, AT&T has been invited to be a part of the SPAWAR IT-21 focus group assigned the responsibility of re-evaluating the IT-21 scope, cost/benefit trade-off, integration of applications into Task Force Web (TFW) and technical trade studies on various access protocols in terms of throughput v. overhead.
IV. Customer Discussions:
On 12/04/01, met with Vanessa Hallihan, GS15, program manager and CDR Art Salindong, deputy program manager, PMW161 (Information Assurance), SPAWAR to discuss potential AT&T IA opportunities. I was advised that all IA objectives would be implemented through the N/MCI initiative. Ms. Hallihan indicated that IA initiatives will be implemented through Raytheon ( St. Petersburg Div.) and Bart Abbott (202-4245-6724), Raytheon Wash DC office, was the SPAWAR liaison person. Remote access would be through Uunet. It was suggested by Ms. Hallihan that AT&T may have the potential in the role as a consultant (professional services), assuming AT&T has a unique telecommunications oriented IA core competency, to insure that the N/MCI contractor(s) complied with the scope of IA contract objectives. Currently Ms. Hallihan is employing Booz Allen Hamilton and MITRE in a consulting role. At the moment, MITRE has not participated to Vanessa’s satisfaction (unavailability of technical support). I was given a hard copy of the PMW 161 internal overview by CDR Salindong. This overview is available upon request.
On 12/04/01, met with CAPT (Sel) Cathy Thomas, Deputy Director, PD16A and briefed her on my meeting with Debra Jordan, GS15, CIO-Plans & Program Officer, NCTAMS PAC and my discussion with Ms. Hallihan and CDR Salindong. At the time of our meeting CAPT (Sel) indicated the PD16 programs reviews had not been completed. However, the program review information would be available, as appropriate, when completed. CAPT (Sel) Thomas agreed with Ms. Hallihan that AT&T should consider partnering with SPAWAR in a consulting role assuring N/MCI contractor contract compliance. Briefed LCDR Pace on the AT&T GENS program. LCDR Pace indicated there was a potential application for GENS. LCDR Pace and I requested addition information from Mark Rodgers, AT&T GENS program on application attributes.
On 12/04/01, met with LCDR Hound Pace, Chief Engineer to discuss SPAWAR technology roadmap (block up-grades) as related to telecommunications, AT&T representation in the IT-21 focus group and potential visit to the AT&T GNOC and SNOC. The later two subjects covered under notes. The SPAWAR technology roadmap information to be provided to me, at a later date, by Dr. Frank Craig, PD17.
On 12/03/01 briefed GRCI San Diego staff on my San Diego trip objectives and on 12/04/01 briefed GRCI on my aforementioned meetings.
V. General Comments (Notes):
AT&T has been invited to be part of the SPAWAR focus group on the revaluation of IT-21 and compliance of IT-21 with Task Force Web (TFW). LCDR Howard Pace, Chief Engineer, PD17 is the chairman of this focus group and reports directly to Monica Shepherd. The only other contractor participating in this focus group is CISCO (at no cost to SPAWAR). Participation by both contractors is to be for 30 to 60 days at not cost to SPAWAR. The scope of work for each participant is to be a combination of on-site SPAWAR meetings and independent task assignments. At this time, the level of effort for participants in undefined. Other focus group members will include various SPAWAR personnel and several technical consultants under existing contract with Monica Shepherd. An out brief on the of the focus group findings is to be presented to the Vice CNO on or about 02/01/02. Dr. Mark Farhoomend, AT&T Government Markets has been identified as the technically competent person to join the IT-21 focus group. Mark, now residing in Southern California and at my request, participated in the IT-21 focus group kick-off meeting on 12/04/01 via teleconference. I have been asked by LCDR Pace for AT&T to make a decision regarding Mark’s participation in the focus group by Monday, 12/10/01. In the event AT&T is unable to make a decision in that time frame, I will have to advise LCDR Pace that AT&T will not be able to participate. The benefit of Mark’s participation is to gain intelligence and influence the IT-21 trade studies towards AT&T core competency regarding access and transport program objectives and position AT&T for Task Force Web business (professional services). We expect AT&T will be able to take advantage of these potential business opportunities in 2002. Participating in this focus group will contribute to AT&T creditability as a value added systems integrator. This information was discussed in the Navy Team meeting on 12/06/01 with Mark’s participation. Mark has developed a summary of the focus group agenda and AT&T scope. At this time the information has been undeliverable via email to Rick Montanio and me. However, Mark has emailed his summary to Rich Montanio and me on 12/06/01. This opportunity to participate on the IT-21 focus group in an investment risk in which we expect to capitalize on potential business revenue in 2002. If AT&T rejects focus group participation, LCDR Pace indicated he would invite another contractor in our industry.
LCDR Howard Pace, Chief Engineer , PD17, SPAWAR is also the focal point for a SPAWAR visit to the AT&T GNOC and SNOC with potential dates of 02/20/01 or 02/27/02. Potential invitees are: chief engineers of SPAWAR Directorates PD14 (Space Tech Systems), PD15 (C2I Combat Support), PD16 (Naval Networks & Information Assurance), PD17 (Communication Programs), PD18 (Intel, Surveillance & Reconnaissance) and SPAWAR System Center San Diego. Specific invitees are Dr. Ron Knudson, SES, Director, PD17, CAPT (Sel) Cathy Thomas, Deputy Director, PD16A, Vanessa Hallihan, GS15, Program Manager, PMW161 (IA), Tim Smith, GS15, Naval Afloat Networks and Bob Kochanski, SES, Department Head, Communication and Information Systems Department – D80. It would also be advantageous to invite RADM Jim Plehal, National Infrastructure Protection Center. The theme of this visit would focus on Information Assurance and possibly web hosting support for Task Force Web.
KEY FACTOR AND STRATEGY: LCDR Howard Pace is one of the key technical influences at SPAWAR. Participation in the IT-21 focus group will position AT&T with key Navy personnel including but not limited to Monica Shepherd. Rejecting participating in the focus group would significantly reduce the opportunity for a senior leadership visit to the GNOC and SNOC and meet with Dr. Ed Amoroso and Steve Schuster. Our strategy is to promote professional services with SPAWAR with a focus on Information Assurance and web hosting. We may also take this opportunity to position AT&T creditability on network management and as a support contractor on N/MCI contract compliance. We have an opportunity to significantly position AT&T with SPAWAR decision-makers. Lack of participation may also compromise the AT&T potential GENS business opportunity.
VI. Investment/Risk/Benefit:
(A) There is an investment required in allowing Dr. Mark Farhoomand available to participate (8-10 hours/week for 30-60 days) in the SPAWAR IT-21 focus group. (B)The risk of this investment is twofold as follows: (1) Mark’s efforts may or may not contribute to future business (metrics TBD) and (2) lack of Mark’s participation may weaken our relationship with LCDR Howard Pace (key technical SPAWAR influence). Thus, reduce AT&T potential GNOC/SNOC visit, AT&T technical interchange, interest in participating in the AT&T R&D Innovation Forum and strategy to promote AT&T value added system integrator (professional services) strategy. (C) The benefits are: (1) promote future SPAWAR business potential and (2) establish creditability as a value added system integrator.
VII. Action Items:
Follow-up letters to SPAWAR meeting attendees thanking them for their time and interest. Invite them to visit the AT&T GNOC/SNOC. Coordination of this visit being handled by LCDR Pace. (Action in process)
Evaluate and consider offering Dr. Mark Farhoomand’s time (8-10 hours/ week) to participate in the IT-21 focus group over the next 30-60 days. LCDR Howard has a requested and answer regarding Dr. Mark Farhoomand’s participation by Monday, 12/10/01. Focus group findings to be submitted to the Vice CNO on or about 02/01/02. (being evaluated by Rich Montanio and AT&T management).
In order to reduce Dr. Mark Farhoomand’s focus group trade study work load, consider delegating work tasks to other AT&T technical personnel (being evaluated by Rich Montanio and AT&T management.
In conjunction with building AT&T value added system integrator creditability, invite key SPAWAR personnel to TechNet (AFCEA West) in San Diego in Jan. 02. (Cobianchi to work with Nancy Mack on invitation letter).
Invite key SPAWAR personnel to visit GNOC/SNOC (Cobianchi working with LCDR Pace, potential visit in Feb.02)
Invite key SPAWAR to next AT&T R&D Innovation Forum. (Cobianchi-TBD)
Formalize AT&T/SPAWAR technical interchange with meeting to take place at AT&T labs, Menlo Park. (Cobianchi – initial plan developed – timeline TBD by LCDR Pace – on hold based on LCDR pace’s current priorities).
VIII. Attachments:
Dr. Mark Farhoomand’s correspondence dated 12/03/01
Dr. Marks Farhoomand’s correspondence
LCDR Howard Pace IT-21 Focus Group Task List
Report
12/04/01
Tom Cobianchi
I. Meeting Attendees:
SPAWAR Ms. Vanessa Hallihan, GS15, Program Manager, PMW161, Information Assurance CDR Art Salindgong, Deputy Program Manager, PMW161, Information Assurance CAPT (Sel) Cathy Thomas, Deputy Director, PD16A, Naval Networks & Information Assurance LCDR Howard Pace, Chief Engineer, PD17, Communication Programs AT&T Government Markets: Tom Cobianchi Marlo Olson and staff, GRCI (internal AT&T/GRCI briefing)
II. Sales Objective: Continue to develop business/technical relationships with key SPAWAR personnel and offer AT&T products/services as follows: secure VPN, web hosting, information assurance, and network management. Look for opportunities to match AT&T technology with funded customer requirements. Position AT&T in the role of a value added system integrator (professional services).
III. Situation Analysis/ Strategy:
SPAWAR has migrated voice and data applications on to FTS2001 and they are in the process of implementing applications on to the N/MCI platform. Consequently, there are very limited, if any opportunities to sell bandwidth access. Therefore, the strategy with SPAWAR is to establish technical creditability in terms of being able to become a consultant (professional services) to assure vendor compliance on the N/MCI contract. In that regard, AT&T will be competing with, in order of SPAWAR preference, Booz Allen Hamilton , MITRE and SAIC for those business opportunities. The discriminating point being made with SPAWAR is that AT&T core competency is specifically focused in telecommunication in terms of managing major networks including the AT&T network, technology development and implementation of products/services across a wide range of telecommunication applications. Whereas the aforementioned competitors consult in a number business areas in which telecommunications is not necessarily their primary core competency. The AT&T challenge will be to change the mindset of SPAWAR that AT&T can assume the role as a value added system integrator rather than the traditional role of a bandwidth provider. In order to make this paradigm shift from a bandwidth provider (vendor) to that of a creditable value added systems provider, it is suggested to encourage SPAWAR to participate in the AT&T R&D Innovation Forum and a visit to the AT&T GNOC/SNOC. In addition, AT&T has been invited to be a part of the SPAWAR IT-21 focus group assigned the responsibility of re-evaluating the IT-21 scope, cost/benefit trade-off, integration of applications into Task Force Web (TFW) and technical trade studies on various access protocols in terms of throughput v. overhead.
IV. Customer Discussions:
On 12/04/01, met with Vanessa Hallihan, GS15, program manager and CDR Art Salindong, deputy program manager, PMW161 (Information Assurance), SPAWAR to discuss potential AT&T IA opportunities. I was advised that all IA objectives would be implemented through the N/MCI initiative. Ms. Hallihan indicated that IA initiatives will be implemented through Raytheon ( St. Petersburg Div.) and Bart Abbott (202-4245-6724), Raytheon Wash DC office, was the SPAWAR liaison person. Remote access would be through Uunet. It was suggested by Ms. Hallihan that AT&T may have the potential in the role as a consultant (professional services), assuming AT&T has a unique telecommunications oriented IA core competency, to insure that the N/MCI contractor(s) complied with the scope of IA contract objectives. Currently Ms. Hallihan is employing Booz Allen Hamilton and MITRE in a consulting role. At the moment, MITRE has not participated to Vanessa’s satisfaction (unavailability of technical support). I was given a hard copy of the PMW 161 internal overview by CDR Salindong. This overview is available upon request.
On 12/04/01, met with CAPT (Sel) Cathy Thomas, Deputy Director, PD16A and briefed her on my meeting with Debra Jordan, GS15, CIO-Plans & Program Officer, NCTAMS PAC and my discussion with Ms. Hallihan and CDR Salindong. At the time of our meeting CAPT (Sel) indicated the PD16 programs reviews had not been completed. However, the program review information would be available, as appropriate, when completed. CAPT (Sel) Thomas agreed with Ms. Hallihan that AT&T should consider partnering with SPAWAR in a consulting role assuring N/MCI contractor contract compliance. Briefed LCDR Pace on the AT&T GENS program. LCDR Pace indicated there was a potential application for GENS. LCDR Pace and I requested addition information from Mark Rodgers, AT&T GENS program on application attributes.
On 12/04/01, met with LCDR Hound Pace, Chief Engineer to discuss SPAWAR technology roadmap (block up-grades) as related to telecommunications, AT&T representation in the IT-21 focus group and potential visit to the AT&T GNOC and SNOC. The later two subjects covered under notes. The SPAWAR technology roadmap information to be provided to me, at a later date, by Dr. Frank Craig, PD17.
On 12/03/01 briefed GRCI San Diego staff on my San Diego trip objectives and on 12/04/01 briefed GRCI on my aforementioned meetings.
V. General Comments (Notes):
AT&T has been invited to be part of the SPAWAR focus group on the revaluation of IT-21 and compliance of IT-21 with Task Force Web (TFW). LCDR Howard Pace, Chief Engineer, PD17 is the chairman of this focus group and reports directly to Monica Shepherd. The only other contractor participating in this focus group is CISCO (at no cost to SPAWAR). Participation by both contractors is to be for 30 to 60 days at not cost to SPAWAR. The scope of work for each participant is to be a combination of on-site SPAWAR meetings and independent task assignments. At this time, the level of effort for participants in undefined. Other focus group members will include various SPAWAR personnel and several technical consultants under existing contract with Monica Shepherd. An out brief on the of the focus group findings is to be presented to the Vice CNO on or about 02/01/02. Dr. Mark Farhoomend, AT&T Government Markets has been identified as the technically competent person to join the IT-21 focus group. Mark, now residing in Southern California and at my request, participated in the IT-21 focus group kick-off meeting on 12/04/01 via teleconference. I have been asked by LCDR Pace for AT&T to make a decision regarding Mark’s participation in the focus group by Monday, 12/10/01. In the event AT&T is unable to make a decision in that time frame, I will have to advise LCDR Pace that AT&T will not be able to participate. The benefit of Mark’s participation is to gain intelligence and influence the IT-21 trade studies towards AT&T core competency regarding access and transport program objectives and position AT&T for Task Force Web business (professional services). We expect AT&T will be able to take advantage of these potential business opportunities in 2002. Participating in this focus group will contribute to AT&T creditability as a value added systems integrator. This information was discussed in the Navy Team meeting on 12/06/01 with Mark’s participation. Mark has developed a summary of the focus group agenda and AT&T scope. At this time the information has been undeliverable via email to Rick Montanio and me. However, Mark has emailed his summary to Rich Montanio and me on 12/06/01. This opportunity to participate on the IT-21 focus group in an investment risk in which we expect to capitalize on potential business revenue in 2002. If AT&T rejects focus group participation, LCDR Pace indicated he would invite another contractor in our industry.
LCDR Howard Pace, Chief Engineer , PD17, SPAWAR is also the focal point for a SPAWAR visit to the AT&T GNOC and SNOC with potential dates of 02/20/01 or 02/27/02. Potential invitees are: chief engineers of SPAWAR Directorates PD14 (Space Tech Systems), PD15 (C2I Combat Support), PD16 (Naval Networks & Information Assurance), PD17 (Communication Programs), PD18 (Intel, Surveillance & Reconnaissance) and SPAWAR System Center San Diego. Specific invitees are Dr. Ron Knudson, SES, Director, PD17, CAPT (Sel) Cathy Thomas, Deputy Director, PD16A, Vanessa Hallihan, GS15, Program Manager, PMW161 (IA), Tim Smith, GS15, Naval Afloat Networks and Bob Kochanski, SES, Department Head, Communication and Information Systems Department – D80. It would also be advantageous to invite RADM Jim Plehal, National Infrastructure Protection Center. The theme of this visit would focus on Information Assurance and possibly web hosting support for Task Force Web.
KEY FACTOR AND STRATEGY: LCDR Howard Pace is one of the key technical influences at SPAWAR. Participation in the IT-21 focus group will position AT&T with key Navy personnel including but not limited to Monica Shepherd. Rejecting participating in the focus group would significantly reduce the opportunity for a senior leadership visit to the GNOC and SNOC and meet with Dr. Ed Amoroso and Steve Schuster. Our strategy is to promote professional services with SPAWAR with a focus on Information Assurance and web hosting. We may also take this opportunity to position AT&T creditability on network management and as a support contractor on N/MCI contract compliance. We have an opportunity to significantly position AT&T with SPAWAR decision-makers. Lack of participation may also compromise the AT&T potential GENS business opportunity.
VI. Investment/Risk/Benefit:
(A) There is an investment required in allowing Dr. Mark Farhoomand available to participate (8-10 hours/week for 30-60 days) in the SPAWAR IT-21 focus group. (B)The risk of this investment is twofold as follows: (1) Mark’s efforts may or may not contribute to future business (metrics TBD) and (2) lack of Mark’s participation may weaken our relationship with LCDR Howard Pace (key technical SPAWAR influence). Thus, reduce AT&T potential GNOC/SNOC visit, AT&T technical interchange, interest in participating in the AT&T R&D Innovation Forum and strategy to promote AT&T value added system integrator (professional services) strategy. (C) The benefits are: (1) promote future SPAWAR business potential and (2) establish creditability as a value added system integrator.
VII. Action Items:
Follow-up letters to SPAWAR meeting attendees thanking them for their time and interest. Invite them to visit the AT&T GNOC/SNOC. Coordination of this visit being handled by LCDR Pace. (Action in process)
Evaluate and consider offering Dr. Mark Farhoomand’s time (8-10 hours/ week) to participate in the IT-21 focus group over the next 30-60 days. LCDR Howard has a requested and answer regarding Dr. Mark Farhoomand’s participation by Monday, 12/10/01. Focus group findings to be submitted to the Vice CNO on or about 02/01/02. (being evaluated by Rich Montanio and AT&T management).
In order to reduce Dr. Mark Farhoomand’s focus group trade study work load, consider delegating work tasks to other AT&T technical personnel (being evaluated by Rich Montanio and AT&T management.
In conjunction with building AT&T value added system integrator creditability, invite key SPAWAR personnel to TechNet (AFCEA West) in San Diego in Jan. 02. (Cobianchi to work with Nancy Mack on invitation letter).
Invite key SPAWAR personnel to visit GNOC/SNOC (Cobianchi working with LCDR Pace, potential visit in Feb.02)
Invite key SPAWAR to next AT&T R&D Innovation Forum. (Cobianchi-TBD)
Formalize AT&T/SPAWAR technical interchange with meeting to take place at AT&T labs, Menlo Park. (Cobianchi – initial plan developed – timeline TBD by LCDR Pace – on hold based on LCDR pace’s current priorities).
VIII. Attachments:
Dr. Mark Farhoomand’s correspondence dated 12/03/01
Dr. Marks Farhoomand’s correspondence
LCDR Howard Pace IT-21 Focus Group Task List