Introductory Remarks

Opening Doors to the Federal Government

Current market conditions are constantly creating opportunities and dictating strategy for entrepreneurs. This discussion will reflect on recent market events and prioritization of needs:

• What is the current status of the IT security industry?
• What are the current market trends, threats and risks?
• In which areas are government and private industry IT security leaders planning expenditures?
• What are the exit opportunities?

Mark Connelly, CISO, Sun Microsystems

Mary Ann Davidson, CSO, Oracle Corporation

Peter M. Gouldmann, Chief, Systems Authorization Division, U.S. Department of State

John Muir, Managing Partner, Trusted Strategies

Because the U.S. Government is unique in its decision-making process, it can also be inscrutable. As a result, partnering with the government is more complex than just welcoming a new strategic partner. While the objective may be to have the government become your best customer this panel of experienced entrepreneurs, investors, and board directors, including former military officers and current government officials with responsibility for public/private partnership oversight, will candidly address these and other important questions on the best way to get there:

• How do you partner effectively with the U.S. Government?
• Should you take an equity investment from the government?
• Should government officials serve on your board?
• What is the most constructive relationship that you can structure between former military and other government officials and your company?
• What are some of the special reporting requirements of a public/private strategic partnership, and what are some of the unique advantages and common pitfalls faced by companies who partner with the government?

Peter Bonanni, Brigadier General, Air National Guard, US Air Force

Gilman Louie, Founder & General Partner, Alsop-Louie; Former CEO, In-Q-Tel

Dr. Douglas Maughan, Program Manager, DHS/HSARPA Cyber Security R&D Program

Alan Wade, Former CIO, Central Intelligence Agency, Retired 2006

As the US Government unveils its FY2008 budget request, industry must recognize that a "new reality" has begun to shape the business environment, big and small, who plans to compete, win, and profit in providing IT technologies and services to Federal agencies. This controversial but upbeat presentation will highlight seven of the major changes that are, and will continue, to impact success. They include such new realities as:

• The shifting competitive landscape.
• The changes in customer buying habits.
• The reversal of the value proposition.
• The flattening and deceleration of IT spending.
• The stress inherent to new ideas and new technologies confronting the same old acquisition system.
• The changing definitions of "risk".
• The opportunities in the new network that's just around the corner.

Presenter: James David Bryan, Major General, US Army-Retired; Vice President and Deputy, Defense Group, Northrop Grumman Information Technology; Former Vice Director, Defense Information Systems Agency and Commander, Joint Task Force - Global Network Operations

A panel of seasoned entrepreneurs and analysts discuss the best ways to develop market research and customer validation of problems and potential solutions in the marketplace. Many companies find that they can't get enough information about the scale or specifics of a problem from both government and industry entities to be able to address the problem successfully. The panel will focus on:

• Understanding market needs and priorities.
• Assessing business opportunities.
• Are you addressing the big problems and, if so, what is your strategy?
• Case studies
• What is the problem you are solving and why are you different?
• What not to do.
• How does your solution also help business processes and increase revenue and/or lower costs?
• Does your solution address policy-driven mandates (i.e., regulations, liabilities, privacy, government standards)?
• Does the solution address the nation's top critical infrastructure concerns?

Jim Cates, CIO, Altera Corporation

David DeRuff, Founder & Managing Partner, East Peak Advisors

Bob Gleichauf, Vice President & Chief Technology Officer, Security Technology Group, Cisco Systems

Given that policy and politics are key determinants of whether many programs will be funded, is it reasonable for a company to delay significant spending until programs are more or less "guaranteed"? For a small company, how important is it to have a balance between government and commercial programs?

• What are the ways to reduce uncertainty around timing of large government programs?
• What are the sales cycles and why they are longer?
• What are the estimated costs of selling to the government (i.e., common criteria expenditures)?
• How can we shorten the sales cycle?
• Is the budget for IT Security expenditures rising or declining, if so by how much?
• What does the decision making structure typically look like?

Gary Casteel, Deputy Regional Administrator & Assistant Regional Administrator, Federal Supply Service and Federal Technology Service, GSA Northwest/Arctic Region

Lewis Shepherd, Senior Technical Officer & Chief, Requirements & Research, Defense Intelligence Agency

Samantha Thomas, Director, Information Security Office, California State Teachers’ Retirement System

Dr. Peter Fonash, CTO, Office of Cyber Security and Communications, Department of Homeland Security

Government and industry IT security leaders and analysts discuss what next generation IT security solutions the U.S. Government and private industry are looking for and how do we meet those needs. The panelists will discuss future trends and needs by answering the following questions:

• What are best practices towards accelerating the next generation of technology solutions.
• Do public - private partnerships help in the identification and implementation of innovative solutions?
• What type of solutions are DARPA/HSARPA looking for and how can we collaborate to address future IT risks, vulnerabilities and threats?
• E.g. language recognition systems, next-generation correlation engines, unstructured data mining, sensors, signal-processing solutions, nano- technology applications, etc.

Dave Cullinane, CISO, eBay Matthew Howard, General Partner, Norwest Venture Partners

Stephen D. Quinn, Program Manager, National Institute of Standards & Technology

John Voeller, Senior Analyst, White House Office of Science and Technology Policy; Senior Consultant, Department of Homeland Security; Senior Vice President, Chief Knowledge Officer & CTO, Black & Veatch

A panel of subject matter experts will discuss what are the principal barriers to entry in working with the government. How to work with government solicitors and procurement personnel (BAAs, SBIRs).

• What are the links in the decision chain?
• What are the best ways for entrepreneurs and venture capitalists to reach decision makers?
• How do decisions in one branch of the government and armed forces impact decisions in other branches?
• Can "breakthrough" solutions from smaller, private vendors be fast-tracked?
• What are the government requirements and Federal Plan (DISA, NIST, common criteria) policy and political considerations?
• Are there ethical considerations that are unique to government contracts?

Jane Alexander, Former Deputy Director, DARPA; Former Deputy Director, ONR; Former Deputy Director, DHS S&T/HSARPA

William Anderson, Office of General Counsel, DHS S&T

Brenda Campbell, Contracting Officer, Department of Interior

Tim Sharp, Program Manager, Small Business Innovation Research, Department of Homeland Security

Material and discussion on what are the proper mechanisms to finance your company (i.e., debt, equity, contracts, grants) and what you need to know about equity financing (angel and venture capital)

• When to seek equity investment.
• What do equity investors look for in early stage security companies?
• What you need to know about government contracts, grants and the process to obtain them.
• SBIR, BAA Programs
• When to use these alternative sources to grow your business.
• How to work with government solicitors and procurement personnel.

A frequent speaker, media guest, industry spokesperson and serial CEO, Dean DeBiase is a coauthor of the best selling book, The Big Moo, and co-founder of Remarkabalize.com, a network of best-selling authors, bloggers and business leaders which provide CEO Think Tanks and speaking programs. This session will highlight how business leaders can Reboot their performance to create more remarkable companies, with innovative examples from the authors of Reboot Growth Guide and The Big Moo.

To be competitive Next Gen players, organizations big and small are bringing the speed, thrill and attitude of a chaotic startup and the urgency, focus, and results of a disciplined turnaround into their organization to reboot strategy, and execution, and everything in-between.