Dreams of the DISA Deal

With the end of the telecom turmoil tunnel still nowhere in sight, many struggling optical networking companies continue to set their hopes on a number of lucrative contracts with the Department of Defense.

Tracking down such deals has been tricky and fraught with competition -- but the stakes are high (see WorldCom Keeps $450M Defense Deal). The Department is expected to award a range of different telecom-related contracts worth hundreds of millions of dollars this year.

The latest government business to gather attention are contracts from the Defense Information Systems Agency (DISA) worth $877 million. The DOD agency announced last May that it wanted to build a global telecommunications network based on optical networking technology and issued two requests for information (RFIs) for the fiber and the equipment needed to build it (see Is Uncle Sam an Optical Sugar Daddy? ). Equipment and fiber vendors across the industry are eagerly awaiting DISA’s requests for proposals (RFPs), which are expected to go out any day now.

"That’s what people are waiting for now,” says Corvis Corp. (Nasdaq: CORV) director of investor relations Andrew Backman.

The project, titled the Global Information Grid Bandwidth Expansion (GIG BE), is meant to provide increased bandwidth and survivable communications to key military installations around the world. It is part of an overall DOD network-centric warfare strategy, which is to connect all the elements of war prosecution, from the front line to the headquarters in Washington.

“They’re looking for a constant flow of intelligence up the chain of command,” says Input analyst Payton Smith. "I think that particularly for the telecommunications industry, the government is attractive… Especially the Department of Defense.” Smith points out that the Department estimated last year that it would spend about $6 billion on telecom in 2002. Input expects that number to rise to about $9 billion by 2007.

To make that happen, a lot of pieces have to fall in place, and a lot of money has to be invested in network equipment and components. And of course, everybody wants a piece of the action. The DISA Website’s list of companies that have voiced interest in GIG BE reads like a Who’s Who of the optical networking equipment world.

“Everybody’s competing in this thing,” Merrill Lynch & Co. Inc. analyst Simon Leopold says. “Just name the company, and they’re probably on the list.”

Not only are there large sums of money to be made on a potential deal with DISA, but there could be money to be made quickly. With an ongoing war on terrorism and a war with Iraq looming ever closer, it would seem that the DOD doesn’t want to waste any time getting its network set up.

“The GIG BE is a ‘fast-tracked’ program,” the DISA Website states. “[The] schedule is to build a core in FY03 worldwide. Equipment will be installed starting 60 days after equipment contract award, and be completed in 6 months. Fiber contractor(s) will extend fiber to sites in FY04 and sites will be inserted into GIG BE mesh as they become operational. We will consider contractors’ recommendations for optimizing implementation.”

In addition to having the speed and security of government funding behind the project, snagging a government contract can also function as a catalyst for business in the private sector. “I think that a lot of the stuff coming out of the government will appeal to the enterprise,” says Sprint Corp. (NYSE: FON) spokesman Steve Lunceford. “Anything we’re looking at doing on the government side, we’re also looking at how they can be applied on the enterprise side.”

But while anyone and everyone is welcome to voice their interest in the GIG BE project while its still in the RFI stage, quite a few companies will discover that they simply don’t qualify to compete for the project once DISA has issued the RFPs. Due to security concerns, only companies that possess SECRET facility and personnel clearances will be able to obtain much of the information necessary for participating. DISA doesn't explain what the SECRET military classification entails [ed. note: if they did, it wouldn't be a secret now, would it?].

In addition, the contract awards will comply with the Buy America Act, according to a DISA Q&A on the project. The Agency doesn’t specify what this involves, but some observers say this could mean that alien equipment giants like Nortel Networks Corp. (NYSE/Toronto: NT) and Alcatel SA (NYSE: ALA; Paris: CGEP:PA) will be excluded from the RFPs.

As for the technical requirements, it looks as if DISA is looking to build a mostly all-optical mesh network, mainly based on all-optical switches. The Agency is, however, also evaluating the benefits of OEO switches, according the Q&A on its Website. When it comes to the fiber, the Agency specifies that it doesn’t have to be 100 percent the same across the network, but that it does have to meet all of the functional requirements, including a minimum 10 Gbit/s data rate.

So who is most likely to come out on top in the GIG BE race? DISA specifies that it may award one contract to multiple vendors, but that it could also award multiple contracts to a single vendor. The Agency states that it is not obligated to favor small businesses or startups, and many industry observers agree that systems integrators will most likely bag a lot of the contracts (see Hunting for Gold in Homeland Security).

While many of the companies on the list are being tight-lipped about their ambitions to land a contract, one equipment vendor has been outspoken about its aspirations of grabbing a piece of the pie. Discussing Corvis's earnings on a conference call last week, CEO David Huber said that the vendor expected to be able to compete for between $200 million and $400 million of the upcoming government RFPs (see Qwest Comes Through for Corvis). Corvis launched a separate subsidiary in October last year to address what it sees as growing opportunities in the government space. The company expects to report revenues from its first government contract this quarter (see Corvis Targets Feds).

“The government is looking to build an all optical mesh network,” Corvis's Backman says. “Corvis is the only company that has delivered that to date... What the government is asking for is Corvis’s sweet-spot.”

“I think that Corvis has a good shot,” says Merrill Lynch's Leopold. “but it’s not a slam-dunk.” He points out that while Corvis is a leader in the all-optical switching category, other players could emerge to challenge it. “It’s possible that Lucent Technologies Inc. [NYSE: LU] could pull the Lambda Router out of the mothballs."

There are other RFPs in the works as well. Input is currently tracking seven DOD RFPs it expects to surface this year relating to telecommunications, according to Smith. He says he doesn’t know how much most of the contracts are worth but that Input expects a Navy contract for a joint tactical radio system to be worth about $720 million.

— Eugénie Larson, Reporter, Light Reading
eyesright 12/5/2012 | 12:38:27 AM
re: Dreams of the DISA Deal Lowbandwit,

Ah yes, the IDNX bandwidth manager. It comes in three main flavors I believe (30, 70, 90) and is (was?) manufactured by a Redwood City, CA. company.

Insofar as encryption, people need to familiarize themselves with C2 security operations as specified in the Rainbow series.
lowbandwit 12/5/2012 | 12:38:28 AM
re: Dreams of the DISA Deal From reading most of the posts up to now it's clear that the majority of experience is with 'real-world' telecomm. The military in general, and DISA specifically, is a world unto itself. How many people know what an IDNX is? As of four years ago it was the work horse of DISA. I don't know about now, but I'd have to put my money on it still playing a major role in their network. The DoD isn't afraid (historically) of niche companies.

As far as access rights to foreign soil... it's really not that dumb a question. DISA already has fiber routes in many countries, but each has been negotiated with the host country. If they do any kind of major build they will have to secure leases to new routes before they can do anything. Yes, it's a private network which doesn't need to be licensed, but they still need someone's permission to trench.

On the domestic front I don't think that encryption will be that important, but in areas where we do not have 100% physical control of every inch of fiber you can bet they'll have link encryption. I do wonder what the fastest crypto is capable of now? If they roll out 10 GigE, does the NSA have something for it?

My two cents.
hey_tedd 12/5/2012 | 12:38:55 AM
re: Dreams of the DISA Deal You will have to be able to work with the current DISA legacy network.

Many DISA requirements are real, the problem is that the environment complexity to sell to the product is very high and you will have to have patience of Jobe. Most small companies do not understand what it takes to sell to this environment; it takes years, so you have to have a strong big partner, to help you get over the hump. A defense contractor that does a lot of defense related communications work. There are many out there, you will have to do your homework to find the right partner, and they will not be easy to work with either.

You will have to have a real vision for the future of networking as well, and connections with the next generation Internet project at DARPA.

You will also need NIST connections, and get on their certification wagon, such as FIPS 140-1. The 140-1 may not apply to you, but you may have to prove that you can interoperate with FIPS 140-1 specific devices. The other big issues are related to cryptography in general and tempest issues. There are many complex issues, which are related to security and the electrical behavior of the device in a secure area.

I hope this helps for anyone that is interested in selling to this area of the market.
lightshow 12/5/2012 | 12:38:57 AM
re: Dreams of the DISA Deal Zettabit,

I must give you a hand for that awsome reply!

skeptic 12/5/2012 | 12:39:19 AM
re: Dreams of the DISA Deal The question is: If you are the government, in this age of renewed corporate responsibility, can you award a huge contract to a company with such a questionable ethical history?

The answer is going to be "yes absolutely".
Corvis and friends will put the magic words
"national security" and "war on terrorism" on
it....and nobody will question anything about
it. We will need all optical networking
to defeat Osama.

lickmeyster 12/5/2012 | 12:39:20 AM
re: Dreams of the DISA Deal To me the Corvis solution is along the lines of what the government is looking for in this bid. The question is: If you are the government, in this age of renewed corporate responsibility, can you award a huge contract to a company with such a questionable ethical history? Everything from friends and family bribes, to the extremely shady deal with Dorsal. The brand is tarnished. The only way Corvis wins this bid is if Matt Bross becomes Secretary of Defense.
fiber_dude 12/5/2012 | 12:39:20 AM
re: Dreams of the DISA Deal Their vision is quite good, and so is their marketing, which is why they had large contracts. However, Corvis has continually failed to deliver reliable product, which is wahat has prevented large scale deployment. As well, they are rumored to often be very arrogant.

It is unfortunate that a decent technology will likely lay to rest due to poor management team and inability to deliver a carrier grade product.

Kumite 12/5/2012 | 12:39:33 AM
re: Dreams of the DISA Deal They failed to realize or admit to the limitations of OOO networking from a carrier perspective. They focused on technology instead of customer needs from an operational and service delivery perspective.

No I haven't heard anything positive from any of the aforementioned carriers. They have all done lab trials but each carrier has a group that is specifically paid to do testing. There is a HUGE leap from lab trials to a contract for deployment of the system though.

They failed to listen to their customers and they are just hoping to wait around long enough for the OOO demand to come back in favor again. Unfortunately for them, their equipment will be greatly outclassed by newer products by then and by vendors who have timed the market return correctly with their new products.

Significant advances in optical have taken place in the last two years since the downturn. These advances are being productized by companies for the future (2004). These advances would require a forklift upgrade of Corvis' current equipment. Carriers can get by with upgrading their existing systems today without OOO and still meet customer needs. When the time comes to do a major overhaul to OOO, Corvis will be old news in the Capter 11 book.

jimmy 12/5/2012 | 12:39:33 AM
re: Dreams of the DISA Deal I believe the only carriers who have purchased Corvis gear have had a financial position in the company. Qwest paid them $10M to go away. Has anyonen ever heard a single complementary remark from AT&T, QWEST, Worldcom (they're coming back), L3 or Sprint about Corvis? My god, these guys had well over a Billion in cash and 6 years to work these potential customers, what happened?

What the carriers have learned, the government is sure to figure out.
gaylemd 12/5/2012 | 12:39:38 AM
re: Dreams of the DISA Deal All,
It is not a secret. Here is why the GIG BE is being created. : Paraphrased from the latest Quadrennial Defense Review (QDR) GǣGǪ U.S. Defense strategy and doctrine are increasingly dependent upon information and decision [cycle] superiorityGǪ this is particularly true in light of the DepartmentGs transition to network-centric warfareGǥ. As such, a key enabler of this network-centric warfare transformation is the information transport layer of the existing and evolving information architecture. Components of the transport layer of the Global Information Grid (GIG) in the Defense Information System Network (DISN) are the Wide-area Network (WAN) and Metropolitan-area Network (MAN). I've got plently of info on this program, to include funding for equipment at the core sites, installation and circuit migration.

Mike Gayle
Vice President
American Operations Corporation
tasmanian 12/5/2012 | 12:39:39 AM
re: Dreams of the DISA Deal >Has the DoD received the permission of foreign >governments on whose soils the optical network >node would reside. What is the purpose of this >global opotical network.

Are you trustworthy enough to receive this info? The answers to your questions lie beneath a TS/SCI cleared program cover. Even if you were TS/SCI, you'd have to be working on that specific program within DISA to know the answers to the aforementioned questions.

Frustrating... ehh?
optical_guy 12/5/2012 | 12:39:46 AM
re: Dreams of the DISA Deal Weenie - I can't agree with you more that many, many, many companies sold product with ambitious powerpoints and then boxed themselves into shipping product that was half backed at best. My former employer was one of them, but far from the worst offender.

What happens in Govt procurements, in my experience, is that the Govt program office becomes a vest interest which will fight for the continuation of its projects even though the vendors have lied and failed to perform. Some of this is just simple psychology, everone gets emotionally attached to the program and it becomes an us versus the world mentality. How many mission or program patches have you seen on jackets and flight suits, etc. Its not necessarily that they want a particular vendor to succeed so much as they want their program to continue and succeed and the selected vendor is what they have to work with.

Another reason you often don't see a fast pull on the trigger when a program fails at some performance criteria or milestone is the knowledge that if you cancel the contract with a vendor instead of trying to make it work via corrective actions, then the chances are good that your money and program are going to go away also and you will not have a chance to select another source or approach. Failure is death to the program and to get another one started takes you all the way back to getting requirements revalidated and money reallocated.

opticalweenie 12/5/2012 | 12:39:46 AM
re: Dreams of the DISA Deal OG,
I am familiar with the govn't contracting business and all the politicking that goes on behind continued funding.
Too bad it has to be that way eh?
Maybe what we need is for Booby Max to go in and clean things up!

Gotta go, Zetta looks like s/he is heating up for a good sermon. Don't want to miss it!

opticalweenie 12/5/2012 | 12:39:46 AM
re: Dreams of the DISA Deal Guy,
Even for military application stuff? As important as communications is, especially right now?
I've seen a lot of funny stuff go on with new product introduction in the telecom industry. The sheer stupidity of sales, marketing and management was mind-boggling ... sending stuff
out the door without it even being tested (and this after just 1 design) to see if it works, let alone meet the technological puffery specs sales touts it to meet.
oooooooooooo makes me glad I'm not in the military right now.
zettabit 12/5/2012 | 12:39:48 AM
re: Dreams of the DISA Deal OG said "There are hundreds of examples where one strike and out has not been the case."

Another good example of where blunder after blunder gets tolerated is in the office of the President of the United States of America.

Let's see:

- how should the USA act so as to ensure it alienates as large of a segment of the world population as possible? And stop stop at the Middle East, make sure Europeans despise us too.

- how should the USA best ensure it is perceived in pursuing only its OWN best interests (forget global warming, American's can afford air conditioners and oxygen tanks)?

- North Korea policy, version 27

- And in case all of this annoys Americans as well, be careful, because if you disagree you'll be considered an "enemy combatant" and never be heard from again.

- how do you stimulate the economy by running deficit-based spending on non-GDP augmenting military expenditure, while simultaneously reducing government revenue from wealthy Americans? Oooh! Oooh! I know.

- Enron? Enron who? They're in Texas too? Well, wad'ya know?

- War crimes are bad! When commited by others. No way the US should ever face the International Criminal Court. My Lai 4? Never heard of it.

Based on George's track record, it appears that the government, and Americans, can be EXTREMELY tolerant of incompetance.
likebizy 12/5/2012 | 12:39:50 AM
re: Dreams of the DISA Deal OG said "There are hundreds of examples where one strike and out has not been the case."
Isn't this the case with most things now! For example, "Iraq and the U.N." they keep screwing up and they keep getting another chance!"
10Gig 12/5/2012 | 12:39:52 AM
re: Dreams of the DISA Deal flanker,

Been reading these boards for sometime now and it's quite definite that Bobbymax is an idiot and at times annoying.. but reasoning with stupid people only encourages them to open their mouth and fart more..

remember the saying: "Don't argue with idiots. They drag you down to their level and then beat you with experience"

xanthus24 12/5/2012 | 12:39:55 AM
re: Dreams of the DISA Deal DISA's network is ATM/PNNI based with speeds up to OC-12. This has been a limitation for them just from sheer data volume that they transport. Also, I know that they want more of an integrated network (Voiced, Video)than what they maintain today. To cover voice and video transport, there are several smaller networks, plus private line.
optical_guy 12/5/2012 | 12:39:57 AM
re: Dreams of the DISA Deal Weenie - I'd love to agree with you...I actually agree with you that this is how DOD should work on COTS purchases, but I have had the experience of working quite a number of DoD acquisition projects and "one misfunction and you are out" is seldom if ever the norm. There are hundreds of examples where one strike and out has not been the case.

opticalweenie 12/5/2012 | 12:39:58 AM
re: Dreams of the DISA Deal The real key is that the product that is shipped
must actually work as claimed by the manufacturer.
There will be no room to diddle here, and hem
and haw and make excuses and send sales people out to buy expensive dinners in an effort to placate the customer. One misfunction and you'll be out. That is how DoD works. I sincerely hope the companies competing fully understand this - and a running their tests now, rather than never.
flanker 12/5/2012 | 12:40:03 AM
re: Dreams of the DISA Deal Have they received the permission of foreign governments on whose soils the optical network node would reside.

It is a private network, you bonehead. Private line transport used for proprietary purposes does not require a license.

BobbyMax 12/5/2012 | 12:40:04 AM
re: Dreams of the DISA Deal Has the DoD received the permission of foreign governments on whose soils the optical network node would reside. What is the purpose of this global opotical network. The amount allocated is not seem to be enough to cover the cost of the project. Will the infrastructure oif the network depend on the feedback received from the vendors?
optical_guy 12/5/2012 | 12:40:06 AM
re: Dreams of the DISA Deal On the equipment side of GIG BE, the key is that (as I understand the RFI and Q&As) the actual equipment will be purchased by winning vendors via existing integration and management contracts (SAIC and Artel ?) and that the Government intends to perform the integration themselves (again, via these integration contracts). This is actually a good structure for a Corvis who can manf their equipment but does not have the size and experience to manage an overall Govt network build effort. All they have to do is ship the equipment (yeah, provide documentation, training, etc....but mostly just ship)

eyesright 12/5/2012 | 12:40:08 AM
re: Dreams of the DISA Deal Having worked on the DISN deal whilst at a carrier, I can tell you that the participants in this exercise better have patience, and team with a large carrier if they want to be successful.

They will also encounter an entirely new lexicon of terminology, the most important being the "change order".
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