Opportunities for the Private Sector

Texas Wireless Summit

November 2009
Thomas A. Cellucci, Ph.D., MBA
Chief Commercialization Officer
Department of Homeland Security
Email: Thomas.Cellucci@dhs.gov
Website: http://bit.ly/commercializationresources
Discussion Guide
 Overview of Department of Homeland Security
 Commercialization Office Initiatives at DHS
 Capstone Integrated Product Teams (IPTs)
 Market Potential is Catalyst for Rapid New Product Development
 Getting on the Same Page
 SECURE Program
 Safety Act Protection
 TechSolutions
 SBIR Opportunities
 Getting Involved
 Effecting Change in Government
 Summary
Homeland Security Mission
 Lead Unified National Effort to
Secure America
 Prevent Terrorist Attacks Within
the U.S.
 Respond to Threats and Hazards
to the Nation
 Ensure Safe and Secure Borders
 Welcome Lawful Immigrants and
Visitors
 Promote Free Flow of Commerce
 U.S. Department of Homeland Security
Executive
SECRETARY
________________ Secretariat
Chief of Staff

DEPUTY SECRETARY
Military Advisor

Sample Text
SCIENCE & NATIONAL PROTECTION
MANAGEMENT POLICY LEGISLATIVE AFFAIRS PUBLIC AFFAIRS
TECHNOLOGY & PROGRAMS GENERAL COUNSEL INSPECTOR GENERAL
Under Secretary Assistant Secretary Assistant Secretary Assistant Secretary
Under Secretary Under Secretary

Chief Financial
Officer
CITIZENSHIP &
HEALTH AFFAIRS INTELLIGENCE & OPERATIONS CIVIL RIGHTS & CIVIL COUNTERNARCOTICS
IMMIGRATION CHIEF PRIVACY
Assistant Secretary/ ANALYSIS COORDINATION LIBERTIES ENFORCEMENT
SERVICES OFFICER
Chief Medical Officer Assistant Secretary Director Officer Director
OMBUDSMAN

FEDERAL LAW
DOMESTIC NUCLEAR
ENFORCEMENT
DETECTION OFFICE
TRAINING CENTER
Director
Director

“Gang of Seven”
TRANSPORTATION
SECURITY U.S. CUSTOMS & BORDER U.S. CITIZENSHIP & U.S. IMMIGRATION & FEDERAL EMERGENCY
U.S. SECRET SERVICE U.S. COAST GUARD
ADMINISTRATION PROTECTION IMMIGRATION SERVICES CUSTOMS ENFORCEMENT MANAGEMENT AGENCY
Director Commandant
Assistant Secretary / Commissioner Director Assistant Secretary Administrator
Administrator

4
 Office of the Under Secretary for
Science and Technology
UNDER SECRETARY
Chief of Staff

HOMELAND
STRATEGY, POLICY & CORPORATE ASSOCIATE GENERAL
OPERATIONS ANALYSIS SECURITY
BUDGET COMMUNICATIONS COUNSEL
INSTITUTE

BUSINESS
INTERAGENCY INTERNATIONAL TEST & EVALUATION OPERATIONS,
SPECIAL PROGRAMS
PROGRAMS PROGRAMS AND STANDARDS SERVICES & HUMAN
CAPITAL

INNOVATION / HOMELAND
SECURITY ADVANCED
RESEARCH TRANSITION
RESEARCH PROJECTS
Director Director
AGENCY
Director

Small Business
Office of National Tech
Innovation
Labs Clearinghouse
Research

University
Safety Act Office Homeworks
Programs

EXPLOSIVES CHEMICAL / BIOLOGICAL COMMAND, CONTROL & BORDERS & MARITIME INFRASTRUCTURE &
Division Head HUMAN FACTORS
Division Head INTEROPERABILITY SECURITY GEOPHYSICAL
Division Head
Division Head Division Head Division Head

Divisions Drive S&T Interactions with Customers

S&T Goals
Consistent with the Homeland Security Act of 2002

 Accelerate the delivery of enhanced technological

capabilities to meet the requirements and fill capability gaps
to support DHS agencies in accomplishing their mission.
 Establish a lean and agile world-class S&T management team
to deliver the technological advantage necessary to ensure
DHS Agency mission success and prevent technological
surprise.
 Provide leadership, research and educational opportunities
and resources to develop the necessary intellectual basis to
enable a national S&T workforce to secure the homeland.
DHS S&T Investment Portfolio
Balance of Risk, Cost, Impact, and Time to Delivery
Product Transition (0-3 yrs) Innovative Capabilities (1-5 yrs)
Sample
 Focused onText
delivering near-term  High-risk/High payoff
products/enhancements to acquisition
 “Game changer/Leap ahead”
 Customer IPT controlled
 Prototype, Test and Deploy
 Cost, schedule, capability metrics
 HSARPA

Basic Research (>8 yrs) Other (0-8+ yrs)

 Enables future paradigm changes
 University fundamental research
 Gov’t lab discovery
and invention
 Test & Evaluation and Standards
 Laboratory Operations & Construction
 Required by Administration (HSPDs)
 Congressional direction/law

Customer Focused, Output Oriented

7 7
Homeland Security S&T Enterprise
DHS RESEARCH
AFFILIATES

DHS Labs HSI

National Labs Centers of

Excellence
DoD

DoE
PRIVATE
SECTOR DHS S&T DoJ
PARTNERS Directorate DoT
FEDERAL
PARTNERS EPA

International HHS
NASA
Associations NIH
NIST
Industry
NOAA
NSF
UARCs
Rev 9-5-08
Commercialization Office: Major Activities
Commercialization
Office
Sample Text
Requirements
Commercialization Public-Private Private Sector
Development
Process Partnerships Outreach
Initiative
 Requirements  “Hybrid”  FutureTECH (TRL  Invited Speeches
Development Commercialization 1-6)  Meetings with
Book(s) Model  SECURE (TRL 5-9) business executives
 Concept of  Numerous articles
 Operational  Product Realization
Operations written and
Requirements Chart  Website published regarding
Document
 Commercialization Development observations and
Template  Internal processes
Framework and programs in
 Training for “Mindset” developed and practice.
end users and socialized  Repository of
engineers  Requirements and currently available
Conservative private sector
Potential Market products, services
http://www.dhs.gov/xabout/structure/gc_1234194479267.shtm
Available and technologies
Estimates aligned to Capstone
Communicated Capability Gaps
9
Commercialization Office Highlights:
 White House Office of Science and Technology Policy briefings (Chief
Technology Officer Aneesh Chopra)
 Homeland Security Council: Recommended priority for FY11-15 for
Sample Text
transportation security: SECURE Program
 Inclusion of Commercialization processes into DHS Acquisition Management
Directive MD 102-01 (scheduled release September 2009)
 Homeland Security Advisory Council, Essential Technology Task Force Report
June 2008
 Council on Competitiveness, Chief Commercialization Officer is first Federal
Government Representative
 “Big Bang Economics”: CNN Feature Video with Jeanne Meserve
 Two Federal Certification Programs developed and implemented– SECURE™
and FutureTECH™: Innovative public-private partnerships
 Published Five books (and more than 20 articles) on requirements development
and public-private partnerships

10
Three Step Approach:
Keep it Simple and Make it Easy

1
Sample Text
Develop Detailed Requirements
And Relay Conservative Market Potential

2
Establish Strategic Partnerships
 Business Case Information
 Open Competition
 Detailed Mutual Responsibilities

3 Deliver Products!

11
Two Models for Product Realization
Big-A Acquisition Pure Commercialization
1. Requirements derived by 1. Requirements derived by

?
Government Private Sector
2.Sample Text
RFP and then cost-plus 2. Product development funded
contract(s) with developer(s) by the developer (which
(which incentivizes long incentivizes short intervals)
intervals) 3. Technical performance
3. Focus on technical performance secondary (often reduced in
4. Production price is secondary favor of price)
(often ignored) 4. Focus on price point
5. Product price is cost-plus 5. Product price is market-based
Is there a
6. Product reaches users via “Middle Ground” 6. Product reaches users via
Government deployment marketing and sales channels

Performance is King Performance/Price is King

Relationship between end Relationship between end

users and product users and product developer
developer is usually remote is crucial

12
A new model for Commercialization…
1. Development of Operational Requirements Document (ORD)
2. Assess addressable market(s)
3. Publish ORD and market assessment on public DHS web portal, soliciting
interest from potential partners
4. Execute no-cost agreement (streamlined CRADA) with multiple Private
Sector entities, transferring technology (if necessary)
5. Develop supporting grants and standards as necessary
6. Assess T&E after product is developed
7. New Commercial off the Shelf (COTS) product marketed by Private Sector
with DHS support
Differences from the Acquisition model:
 Primary criteria for partner selection is market penetration, agility,
and performance/price ratio
 Product development is not funded by DHS
 Government involvement is limited to inherently governmental
functions (e.g., Grants and Standards)
Commercialization Process
PHASE I Capstone IPT
Assess “Commercialization” – The
Capabil process of developing markets
ity Gap II Sponsor and S&T
Formul and producing and delivering
Sample Text
ate
Develop Operational
Requirements & products or services for sale.
EHCs CONOPS
Perform
Tech./System
Feasibility Study III Sponsor and S&T
CG/EHC Technology Scan/
Market Survey Outreach
Program
Publish ORD, Activities
ORDs System Studies
System Studies & PAM on website IV Sponsor and S&T
Mkt. Comm./PR Efforts
Assess & Choose
Strategic Private
Legend: Sector
EHC – Enabling Homeland Capability Partners Technology V
CG – Capability Gap Responses from Transfer/
New COTS product
ORD – Operational Requirements Document Private Industry Grants (if required)
CONOPS – Concept of Operations marketed by Private
PAM – Potential Available Market Sector with DHS support:
COTS – Commercial Off The Shelf SAFETY Act
Standards
Public Relations
Executed Agreement with
Marketing Communications
Private Sector and DHS

14
Contact with the Private Sector
Company
“Full Response Overview and
Initial Contact Private Sector Marketing
Package” sent to
with Private requests requestors, usually Materials
Sector* more information Within same day Received and
Communicated
through S&T
Invited Speeches/Presentations
 “Opportunities for the Private
Congressional Referrals Sector”
Conference Attendance  Developing Operational
Requirements
Seminar Hosting  “High Priority Technology Needs”
Published Articles  SECURE Program CONOPS
Word of Mouth  Example Company Overview
Document
DHS Website  Operational Requirements
Document Template
*Private Sector includes Venture Capitalist
and Angel Investor Communities
S&T Transition Capstone IPTs
Members and Function
SampleS&T
Text
Customer Identify Capability Gaps

DHS Validate T&E

T&E S&T Provider Offer Technical
Management Future
Solutions
(Acquisition) Acquisition
Plan

End User Provide End User Perspective

 Industry Board of Directors Model End Result :

 Consensus-driven Process Prioritized Investments in S&T

16
 DHS S&T Capstone IPTs
Gathering Mechanism for Customer Requirements:
Information Sharing/Mgmt Border Security Chem/Bio First Responders
DHS 1st Responder RDT&E
OIA IP/OHA
CBP/ICE Coordinating Council

Acquisition C2I Acquisition Chem/Bio FEMA Gransts S&T 1st

Acquisition Borders/
Commercialization Responder
Maritime
Coordination

Inspector/Agents End User T&E Standards

OOC

Maritime Security Cyber Security Transportation Security Counter IED

USCG CS&C TSA OBP/USSS

Infrastructure/ Explosives
Acquisition Borders/ Acquisition Geophysical/C2I Acquisition Explosives Acquisition
(Human Factors /
Maritime Infrastructure
Geophysical)

Infrastructure End-User
Guardsmen End-User
Owners/Operators
Incident Management
Cargo Security People Screening Infrastructure Protection
Interoperability Prep & Response
CBP SCO/CIS IP FEMA/OEC FEMA

Acquisition Human Infrastructure/

Acquisition/ Factors Acquisition Acquisition C2I Acquisition
Borders/ Geophysical
Policy
Maritime Infrastructure/
Geophysical

Officers/Industry Infrastructure
US VISIT/TSA First Responders First Responders
Owners/Operators
Cargo Security
Representative Technology Needs
 Enhanced screening and examination by non-
intrusive inspection
Sample Text
 Increased information fusion, anomaly
detection, Automatic Target Recognition
capability
 Detect and identify WMD materials and
contraband
 Capability to screen 100% of air cargo
 Test the feasibility of seal security; detection of
intrusion
 Track domestic high-threat cargo
 Harden air cargo conveyances and containers
 Positive ID of cargo and detection of intrusion
or unauthorized access

Source: S&T High Priority Technology Needs, May 2007

18
Requirements Hierarchy (TSA example)
The Component develops operational
High Level requirements consistent with
(qualitative) organizational missions.

DHS Mission – Strategic Goals (“Prevent terrorist attacks”)

TSA Mission (“Protect traveling public”)

Mission Need/Capability Gap (“Reduce threats to traveling public”)

Operational
Operational Requirement (“Capability to detect firearms”)
Requirements

Performance Requirement (“Metal detection & classification”)

Functional Specification (“Detect metal > 50 gm”)
Technical
Requirements Design Specification (“MTBF > 2000 hours”)
Material Specification (“Use type FR-4 epoxy resin”)

The Program Manager and Acquisition /

Low Level Engineering community develop technical
(quantitative) requirements and specifications.

Each lower-level requirement must be traceable to a

higher-level requirement.

Source: Senior Executive Brief to Secretary Chertoff, Deputy Secretary Schneider and Leaders of G-7
ORD: Operational Requirements Document
What: ORDs provide a clear definition and articulation of a given problem.
How: Training materials have been developed to assist drafting an ORD.
Sample TextOperational Requirements, 353pp. Available online:
 Developing
http://www.dhs.gov/xlibrary/assets/Developing_Operational_Requirements_Guides.pdf

When: For Use in Acquisition, Procurement, Commercialization and

Outreach Programs –Any situation that dictates detailed requirements
( e.g. RFQ, BAA, RFP, RFI, etc.)
Why: It’s cost-effective and efficient for both DHS and all of its stakeholders.

20
“Good” ORDs
 Solution Agnostic
 Take into account the varying needs and
Sample Text
wants of markets/market segments

Define Problem

Verify results to
Conduct Research reach consensus-
based articulation
of the problem
Data Collection “Strive for excellence,
not perfection!”

Interpret and Analyze

Source: Kaufman, et. al.

21
Interlinking Mechanisms Create Conversations Pipelines

Sample Text

John Higbee
Director,
Acquisition Program
Management Division

22
 Evolution of Change:
DHS Providing Better Information about its Needs
DoD, DoE, DHS,
DoJ, DoT, etc.
DHS, First Responders, CI/KR
Federal Stakeholders

Semantic Web 3.0

(The Future)

Harnessing the Valuable

Experience and
Resources of the Private
Sector (Feb. 2009)
Developing
Capstone Operational
Requirements
IPT Requirements
(Nov. 2008)
Development
Science Process Guide (May 2008)
& (August 2006)
Technology
Directorate

Industry
Business, Venture Capital/Angel Investment, Strategic Partnerships
Does this look familiar?!

Sample Text

Author Unknown 24
Getting on the
“Same Page”
Sample Text
 Historical Perspective
 Language is Key
 Communication is
Paramount

25
 Technology Readiness Levels (TRLs): Overview
TRLs are NASA-generated and Used Extensively by DoD
Basic principles observed and reported
1

TECHNOLOGY MATURITY
Technology concept and/or application formulated
2 Basic
Sample Text
Analytical and experimental critical function
and/or characteristic
3
Component and/or breadboard validation in
laboratory environment
4
Advanced
Component and/or breadboard validation
in relevant environment
5
System/subsystem model or prototype
demonstration in a relevant environment
6
System prototype demonstration in a operational
7
environment Applied
Actual system completed and 'flight qualified‘
through test and demonstration
8
Actual system 'flight proven' through successful
mission operations
9

26
TRL Correlation: DHS and Private Sector
PROTOTYPE

Sample Text PRODUCTS

BASIC
T R A N S I T I O N
RESEARCH
INNOVATION
DHS
TRL 1-3 TRL 4-6 TRL 7-9

TECHNOLOGY
SCIENCE PRODUCTS
DEVELOPMENT

PRIVATE SECTOR

27
Transition Approaches

S&T Capstone
IPTs Identify
Capability

Gaps/Mission DHS Component Field

Acquisition Agents
Needs
Provide Solutions First Widely
Validate Grants & Equip Responder Distributed
Product

Provide Solutions/ Private

Enables Procurement Sector
Market Potential Template
Other Other
DoE DoJ DoD NASA
(Government) (Non-Govt.)
__$; __Units __$; __Units __$; __Units __$; __Units __$; __Units __$; __Units

r y Markets
la
Ancil First
Sample Text DHS Responders

Secret Coast
CBP TSA FEMA ICE USCIS S&T Others
Service Guard
Atlantic & Logistics
Investigatio Detention
Field Pacific Area Security Mgmt Refugee, Explosives OHA
ns and
Operations Mission Operations __$; Asylum, Int’l __$; __$;
__$; Removal
__$, Execution __$; __Units
Disaster Operations __Units __Units
__Units __$;
__Units Units Transportati
__Units Mgmt __$;
Protective __Units Chemical/Biol DNDO
Border __$; &
Atlantic on Sector __$; Int’l Affairs __Units
Nat’l
Operations ogical __$;
Patrol __Units
Pacific Area Network __Units __$; Security and
__$; Disaster __$; __Units __Units
__$; Mission Managemen __Units Records
__Units Operations Command,
__Units Support t Verification
Protective __$; Intelligence Control, Etc.
Air & Marine Units __$; __$;
Research Federal Air __Units __$; Interoperabilit __$;
__$; __$; __Units Grant __Units
__$; Atlantic & Marshal __Units Domestic y __Units
__Units __Units Programs Investigatio
__Units Pacific Area Service Operations __$; __Units
Borders/Mar
__$; ns
Int’l Trade Mission __$; National
__Units __$; itime
__$;
__$; __Units Maintenanc __Units Preparednes Student and __Units __$;
__Units
e & Logistics s Exchange __Units
Visitor Human
Command __$;
US Fire
Program Factors
__$; __Units&
Admin.
__$; __$;
__Units Nat’l Fire Infrastructur
__Units __Units
Academy Federal e and
__$; Protective Geophysical
Nat’l
__Units Protection
Service
Continuity __$;
__$;
Programs Nat’l __Units
__Units
__$;
Mitigation Incident
__Units
__$; Response
__Units Unit
__$;
29
Conservative Estimate: Number of
First Responders in the US
 Homeland Security Presidential Directive 8
 Steve Golubic (FEMA) Total: > 25.3 Million Individuals

BOMB
FIRE POLICE EMT DISPOSAL

Front Line > 2.3 Million

Support to Front Line > 23 Million

Port Security Public Health Hospitals

Emergency
Transportation Management Clinics Venue Security

Public Response
School Security
Works/Utility Volunteers
 First
Fire Bomb Port
Responders
Public Emergen Search
Venue Public
SchooRespon
Medic Transpor cy & l se
EMS Fightin Police Disposa Securi Healt Securi works/
al tation Manage Rescu Public Securi Volunte
g l ty h ty Utilities Univer ers
Public/ ment e utility ty sity
Retained Local Toxic/ Urban
Ambulan Police Univer US protec
fire police Port corrosi Emergency
Transit Operations
Search public
ce bomb sity Park tion
departm departm police ve police Centers & safety
Corps squads hospit Police service
ents ents _$; _ agents _$; _ _$; _ Units Rescue teams
_$; _ _$; _ als _$; _ s
Basic life _$; _ _$; _ Units _$; _ Private Units _$; _
Rural _$; _
Voluntee _$; _
Sample Text
Units Military Units
Federal Units _$; _
support Units Units US Units
Biohaz /For Units
Search Units
r bomb Units Units
providers police Coast Profit 911 Call Centers & Private Security
firefighte disposal ards
(i.e., units Guard hospit _$; _ Units Rescue _$; _ Units
rs teams _$; _
Advance
EMTs) _$; _ _$; _ als _$; _
_$; _ Military
_$; _ Units
d_$;
life
_ Military Units
Federal Units _$; _ Units
Units explosive
Units
support
Units fire law Pathog Unitsclinics
ordnance Walk-In
(i.e. suppress enforcem ens
disposal _$; _ Units
Paramedi ion crews ent _$; _ Dive Teams
teams
cs) _$; _ agencies Units _$; _ Units
Aero Incident State _$; _
_$; _ Units _$; _
medical investiga police Units Asphy
Units Units Private medical practices
evacuati tion departm xiates
_$; _ Units
on teams ents _$; _
Special
_$; _ _$; _ _$; _ Units
technical
Units Units Units Radioa
fire Riot
ctive
Ambulance teams control
agents
Corps (forest, teams
_$; _
_$; _ Units chemical, _$; _
Units
etc.)
Fire Units
_$; _ SWAT
Departmen
teams
t Units
HAZMAT
_$; _
teams
Units
_$; _ Units
Wildland Firefighting K9 teams
_$; _ Units _$; _
Units
Diplomat
University Fire Fighters ic
_$; _ Units protectio
n teams
_$; _
Units

31
 Critical Infrastructure Key
Agriculture
Defense Public
National
Monument
Resources (CIKR)
Banking
Commerci Emergenc
Nuclear
Materials, Telecomm
Critical Postal and
Transporta
Informatio
n
Industrial Energy Health and and Water Chemical Manufactu Shipping
and Food s and al facilities y Services Reactors unications tion Technolog
Base Healthcare Credit
Finance Inorganic ring United
Services
Defense Coal Public/Uni Icons
Guided Fire and Waste Telephone Hardware
y
Food lending Public chemical Hotels Electric Iron and States AMTRAK
Contracto mining versity tour Departme /Cellular providers
Retail institution utilities productio _$; _ utilities Steel mills Postal _$; _
rs operation hospitals services nts services _$; _
_$; _ s _$; _ n Units Reactor
_$; _ _$; _
Aluminum Service Units
_$; _ s _$; _ _$; _ Desaliniza Law
_$; _ Satellite
_$; _ High Commuter IT
Units
Farm
Units Private/Fo _$; _ Units _$; _ Shopping and
Units Units
productio _$; _
Industry
Units Coal
_$; _ Units Travel
Units Commerci tion Organic enforcem
Units data
Units volume rail Conglome
Equipmen r Profit Units Units centers associate n and Units
analysts power
Units services al banking plants industrial ent transmissi document _$; _ rates
t hospitals _$; _ d processin
Think
_$; _ plants _$; _ _$; _ _$; _ agencies on and parcel Intracity
Units Semicond
_$; _
Meat/Poul
_$; _ _$; _ production Stadiums
Units Search materials
University
tanks/rese
Units Coal
_$; _ Units Treatment
Units _$; _ _$; _ g rail uctor
Units
try
Units Units Units Private _$; _ Units and sport and _$;
and _ Broadcasti Nonferrou shipping
arch equipmen
Units Clinics Lodging/H plants Ceramics Units Units _$; _ services productio
Processin equity arenas rescue Units
education ng entities s metal _$; _
institution t _$; _ otel _$; _ _$; _ Units _$; _ n
g _$; _ _$; _ teams al productio Container
Units
s manufact Units _$; _ Units
Equipmen Units Ambulanc _$; _
Broadcast Electronic
_$; _
Food Private Guest Units Petroche Units _$; _ n and shipping Units
Commerci
_$; _ urers Units Consumer Schools e institution Units s
_$; _
University services/ t equipmen processin services al airline Units
Processin medical Units

Sample Text
Units Hydroelec
_$; _ micals s manufact
Units
patnershi tourist banking manufact _$; _ companie t _$; _
g tric practices _$; _ Control
_$; _ g _$; _
p Units hospitality _$; _ urers Units s manufact Engine, ure
_$; _ _$; _ _$; _ Pipe and Agrochem
Units Commerci Mountain/C systems
Units _$; _ Units Units
Dairy programs Dam Medical _$; _ Building
Units _$; _ _$; _ uring Turbine Marine Private air _$; _
Units Units Units water icals al office ave/ Mine _$; _ Radio Units
Processin _$; _ operation laboratori People
Units societies/ Units Units _$; _ and Power shipping services Units
IT services
control _$; _ buildings rescue Units
Nuclear equipmen
g National
Units s es moving Private Other Units transmissi _$; _ _$; _ _$; _
device Units _$; _ teams safety t
_$; _ laboratori _$; _ _$; _ services banks technical Units Units Server
Units
Polymers Units _$; _ Units manufact on Trucking Cruise
Units
Dairy es Wind
Units Pharmace
Units _$; _ _$; _ Units manufact
Merchant Museums rescue systems Internet Electrical
_$; _ lines
and
Queuing urers _$; _ _$; _ uring industry
Farms _$; _ power utical Units banks _$; _ teams equipmen Equipmen network
Units Waste _$; _ Units _$; _ _$; _
_$; _ Units _$; _ equipmen _$; _ _$; _ Elastomer Units Units Subway hardware
_$; _ Global Zoos and _$; _
Bomb tUnits t Units
Units t makers Units Units productio disposal Units _$; _
Units
Ranching Units Health financial Aquarium Units
disposal manufact manufact systems
Solar _$; _ n services Airborne Display/di
Units
_$; _ insurance services s units uring
High uring _$; _
power Private
Units _$; _ Motor shipping gital TV
_$; _ firms _$; _ _$; _ Blood/Org
_$; _ _$;
speed_ _$; _ Units
Units _$; _ security Units
Uranium Vehicle _$; _ Long-haul _$; _
Public Units _$; _ Units
Oleochem Public
Units an
Units Units
data Units
Organic Units Medical _$; _ Community processor manufact Units maritime Units
utilities icals Libraries transplant s transmissi Distributio Software
Farming/Sust Units Units uring
companie material development Aerospace n services shipping productio
ainable _$; _ _$; _ supply on _$; _
providers institutions Amateur _$; _ Internet product & _$; _ n
Agriculture s Units Units _$; _ Protective _$; _ Units _$; _
Medical
_$; _ Units _$; _ Units Explosive Amuseme radio Units service Units _$; _
_$; _ Units Oil _
_$; Communit Units garment Units parts Units
equipmen s nt parks emergenc providers Trucking Units
Traditiona companie
Units y banks manufact manufact Gaming
t _$; _ _$; _ y comms _$; _ _$; _
l Planting s _$; _ urers Print uring _$; _
manufact Fragrance
Units Units _$; _ Units Railroad Units
_$; _ _$; _ Units _$; _ media _$; _ Bus Units
urers Savings productio Public
Units utility rolling Informatio
Units Medical _$; _ Units services
Units _$; _ and Loans n protection Units Internet stock n security
Commerci technolog _$; _ providers Units _$; _
Units _$; _ technolog _$; _
Other _$; _
al fishing y Units Emergenc
_$; _ Units Freight
Units
Credit
Units Chemical y Units
Transport Semicond
Units
_$; _ manufact y Road rail
unions wholesale providers ation uctor
Units urers services service
_$; _ _$; _ _$; _ equipmen equipmen
_$; _ Insurance _$; _ _$; _
Biotechnol Units Units Emergenc Units t t
Units companie Units Automobil
Units
ogy Exotic y Social _$; _ _$; _
s e travel
_$; _ chemicals services Units Units
_$; _ _$; _
Units Insurance _$; _ _$; _
Units Community Roads,
Units
brokerage Units Units
emergency Highways,
s
response bridges
Reinsuran
_$; _
teams and
ce
Units Disaster
_$; _ Units tunnels
companie relief
_$; _
s _$; _
Famine Units
Stock
_$; _ Units
relief
brokerage
Units
teams
s
_$; _
Poison
_$; _
Capital Units
Control
Units
market
units
banks
_$; _
Animal
_$; _
Units
control
Custody
Units
services teams
_$; _ _$; _
Wildlife
Angel
Units Units
services
investmen _$; _
t Units
_$; _
Venture
Units
capital
_$; _
Units

32
Call to Action: Mutual Benefits
Create “Win-Win-Win” Relationships
Learn Current
DHS Needs
Sample Text

1
Visit
www.FedBizOpps.gov
and
https://baa.st.dhs.gov
for current
solicitations

Interact with DHS Inform DHS of

Products/Capabilities

3 2
Establish
Mutually-beneficial Request DHS – S&T Full
Relationship Response Package at
thomas.cellucci@dhs.gov

33
SECURE™ Program
Developing Solutions in Partnership with the Private Sector
 ‘Win-Win-Win” Public-Private
Partnership program benefits DHS’s
stakeholders, private sector and –most
Sample Text
importantly- the American Taxpayer
 Saves time and money on product
development costs leveraging the free-
market system and encouraging the
development of widely distributed
products for DHS’s stakeholders
 Detailed articulation of requirements
(using MD 102-01 ORD template) and
T&E review provides assurance to
DHS, First Responders and private
sector users (like CIKR) that
products/services perform as prescribed

http://www.dhs.gov/xres/programs/gc_121

34 34
SECURE Program
Concept of Operations

Application Selection Agreement Publication of Results

 Application – Seeking products/technologies aligned with posted DHS

requirements
 Selection – Products/Technologies TRL-5 or above, scored on internal DHS
metrics
 Agreement – One-page streamlined CRADA document. Outlines milestones
and exit criteria
 Publication of Results – Independent Third-Party T&E conducted on TRL-9
product/service. Results verified by DHS, posted on DHS web-portal
Benefits:
 Successful products/technologies share in the imprimatur of DHS
 DHS Operating Components and First Responders make informed decisions
on products/technologies aligned to their stated requirements
 DHS spends less on acquisition programs  Taxpayers win.
Input Function for SECURE
DHS Operating
Components
Sample Text
Other DHS
Organizational
Elements

First Operational SECURE

Responders Requirements
Program
Critical
Infrastructure/Key
Resources

Capstone IPT

36
Why SECURE Program
 Multi-Use
 Provides private sector, in an open and transparent way, with what they need most—Business
Opportunities
 Provides assurance to DHS, First Responders and private sector users (like CI/KR) that
Sample Text
products/services perform as prescribed (and provides vehicle for First Responders, CI/KR owners
and operators to voice their requirements)
 Augments the value of the SAFETY Act
 Saves Money
 Private Sector uses its own resources to develop products and services to the benefit of the
taxpayer and the Federal Government
 Creates Jobs
 Detailed articulation of requirements coupled with funded large, potential available markets yield
OPPORTUNITY that yields Job Creation (it’s better to teach a person to fish than to give them a
fish)
 Enables small firms with innovative technologies to partner with larger firms, VCs and angel
investors because of the credibility of having government show detailed requirements with
associated market potential (instead of just their own business plans).
 Efficient Use of Government Funds
 Articulating detailed requirements saves time and money. It is better for Government to spend funds
to procure products or services that are available for sale and rigorously tested compared to
spending money and time to develop new solutions for ill-defined problems.

37
37
SECURE Program
Benefit Analysis “Win-Win-Win”
Taxpayers Private Sector Public Sector
1. Citizens are better protected by 1.Save significant time and money on 1. Improved understanding and
Sample Text
DHS personnel using mission critical market and business development communication of needs
products activities

2. Tax savings realized through 2. Firms can genuinely contribute to 2. Cost-effective and rapid product
Private Sector investment in DHS the security of the Nation development process saves
resources

3. Positive economic growth for 3. Successful products share in the 3. Monies can be allocated to
American economy “imprimatur of DHS”; providing perform greater number of essential
assurance that products really work tasks

4. Possible product “spin-offs” can 4. Significant business opportunities 4. End users receive products
aid other commercial markets with sizeable DHS and DHS ancillary aligned to specific needs
markets

5. Customers ultimately benefit from 5. Commercialization opportunities 5. End users can make informed
COTS produced within the Free for small, medium and large business purchasing decisions with tight
Market System – more cost effective budgets
and efficient product development

38
FutureTECH™ Program
Addressing the Future Needs of DHS
 ‘Win-Win-Win” Public-Private
Partnership program benefits DHS
stakeholders, private sector and –most
Sample Text
importantly- the American Taxpayer
 5W template provides detailed overview
of Critical Research/Innovation Focus
Areas
 Critical Research/Innovation Focus
Areas provide universities, national labs
and private sector R&D organizations
insight into the future needs of DHS
stakeholders
 Partnership program encourages R&D
organizations to work on development
of technology solutions up to TRL-6 to
address long-term DHS needs.
http://www.dhs.gov/xres/programs/gc_124

39 39
FutureTECH™ Program
Concept of Operations

Expression Acceptance CRADA Publication of Results

Of Interest
Sample Text
 Expression of Interest – Seeking technologies aligned with posted DHS Critical
Research and Innovation Focus Areas
 Acceptance–Technologies TRL-6 or below, scored on internal DHS metrics
 CRADA– One-page CRADA document. Outlines milestones and exit criteria
 Publication of Results – Independent Third-Party T&E conducted on TRL-6
technology. Results verified by DHS, posted on DHS web-portal

Benefits:
Insight into future needs of DHS Stakeholders
Increased speed-of-execution of technology development and transition
DHS spends less on technology development  Taxpayers win.

40
FutureTECH™ Program
Critical Research & Innovation Focus Areas

 Improvised Explosive Devices Detect & Defeat Countermeasures:

Sample TextIEDs
 Waterborne
 Vehicle Borne IEDs
 Radio Controlled IEDs
 Person Borne IEDs
 IED Assessment and Diagnostics
 IED Access and Defeat
 Homemade Explosives
 IED Threat Characterization
 IED Mitigation: Alert/Warning System
 IED Deter and Predict: Network Attack and Analysis

41
 SECURE™/FutureTECH™ Flow Process
Requirements Based PM CRADA Execution
Planning
CRADAs
Portfol reviews execute
io 5W/ORD response d at
Sample
5W/ORD
TextManag Posted to PM’s
s and
Document er Websites by sends discreti
Revie Commercializ feedback on
w ation Office to Product/Technology
Submitted
 Solution by PM/DL SECURE and submitte Test & Evaluation
agnostic FutureTECH web rs
 Problem pages on
descriptions DHS.gov
 Needs
developed with
stakeholders’ Begin Public-Private
input Partnership CONOPS
 Consensus
Driven (also
SECURE Program
develop PAM) Application Selection Agreement Publication of Results

 Concise, yet
detailed FutureTECH
Expression Acceptance CRADA Publication of Results
Of Interest

42
 http://www.dhs.gov/xopnbiz/

Sample Text

Open for Business

SECURE Program

43
Federal Business Opportunities
Sites where the Office of Procurement Operations (OPO) posts opportunities for prospective suppliers
to offer solutions to DHS – S&T’s needs:
 www.FedBizOpps.gov
 https://baa.st.dhs.gov/
 https://www.sbir.dhs.gov/
 www.Grants.gov

take advantage of...

 Vendor Notification Service: Sign up to receive procurement announcements and
solicitations/BAA amendment releases, and general procurement announcements.
http://www.fedbizopps.gov
 S&T’s Solicitation Portal: The Department of Homeland Security Science and Technology
Directorate currently has several active Solicitations on a broad range of topics. Relevant
information is posted and access to the teaming portal, conference registration and white
paper/proposal registration and submission is provided, as applicable. In addition, historical
information about past Solicitations and Workshops is maintained.
https://baa.st.dhs.gov
 Truly Innovative and Unique Solution: Refer to Part 15.6 of the Federal Acquisition
Regulation (FAR) which provides specific criteria that must be met before a unsolicited proposal
can be submitted to Diane Osterhus.
http://www.acquisition.gov/far/current/html/Subpart%2015_6.html Contact Information:
Diane Osterhus
 EAGLE Contract will serve as a department-wide platform for Department of Homeland Security
acquiring IT service solutions. Office of the Chief Procurement Officer
http://www.dhs.gov/xopnbiz/opportunities/editorial_0700.shtm 245 Murray Dr., Bldg. 410
Washington, DC 20528
unsolicited.proposal@dhs.gov
202-447-5576
 Show Us the Difference…
Hall’s Competitive Model

Garden of Eden Power Alley As a function of:

• Market
• Application
Differentiation

• Technology
• Competitor
Companies
t t le • My Company
Ba
i t ive
et
o mp
ofC
n e
Zo
Death Valley

Price
Differentiation = (A+B)C/(D+E)
More Opportunities with DHS
Science and Technology
SAFETY Act
Support Anti-Terrorism by Fostering Effective Technologies Act of
2002
 Enables the development and deployment of Examples of elig
qualified anti-terrorism technologies ib le technologies:
 Threat and
 Provides important legal liability protections for vulnerability ass
services essment
manufacturers and sellers of effective technologies
 Removes barriers to industry investments in new  Detection
Systems
and unique technologies  Blast Mitig
ation Materials
 Creates market incentives for industry to invest in
measures to enhance our homeland security  Screening
Services
 The SAFETY Act liability protections apply to a  Sensors a
nd Sensor Integra
vast range of technologies, including: tion
 Vaccines
 Products
 Metal Dete
ctors
 Services
 Decision S
 Software and other forms of upport Software
intellectual property (IP)  Security S
ervices
 Data Minin
g Software

Protecting You, Protecting U.S.

Addition SAFETY Act information…
Online: www.safetyact.gov Email: helpdesk@safetyact.gov Toll-Free: 1-866-788-9318
Long Range Broad Agency Announcement
( Contact: Adrian.Groth@hq.dhs.gov | https://baa.st.dhs.gov/ )
 Peer or scientific review of proposals in Basic Research and Applied Technology
Sample Text
in science and engineering.
 Research to promote revolutionary changes in technologies; advance the
development, testing, and deployment of security technologies; and to
accelerate the prototyping and deployment of technologies.
 Streamlined and flexible funding mechanism. Open to all DHS-relevant ideas, no
submission deadlines, no ceiling on potential funding.
 Public Solicitation identifies science and technology target areas as does the
S&T publication “High Priority Technology Needs” dated May 2009, as
amended. This document may be obtained by accessing https://baa.st.dhs.gov
and by following the link for “Representative High Priority Technology Needs”.

* Peer or Scientific Reviews *

* Basic or Applied Research *
* Maximum Flexibility: Schedules, Subjects, Funding *

48
Technology Transfer
Transfer federally owned/originated technology to State and local governments and the private sector, ensuring
the widest dissemination and impact of Federal research investments.

DOD 1401 Program Office of Research and Technology

Liaison
Sample Text Applications (ORTA)
 Push DHS requirements to DOD  Manage all technology transfer mechanisms used
 Pull DOD technologies into DHS for first in DHS
responders  Cooperative Research and Development
 Assess technology suitability and adaptations Agreements (CRADAs)
for DHS applications  Licensing Agreements
 Create DHS & DoD Program Manager  Other Transaction Agreements (OTAs)
partnerships  Commercial Test Agreements
to maximize
technology  Work for Others
enhancements  Partnership Intermediaries
for our nation’s
first responders  Capture Intellectual Property and licensing in DHS
 Assess R&D projects for potential commercial
applications
 Train engineers and scientists for Technology
Transfer and Intellectual Property
 Represent DHS in the Federal Laboratory
Consortium

Contact: Marlene Owens, Marlene.Owens@dhs.gov

49
 https://www.sbir.dhs.gov

Sample Text Safety Act

Other Funding
Opportunities

Topic
Recommendations

50
TechSolutions
The mission of TechSolutions is to rapidly address
technology gaps identified by Federal, State, Local, and
Sample
Tribal firstText
responders
 Field prototypical solutions in 12 months
 Cost should be commensurate with proposal but less than $1M per project
 Solution should meet 80% of identified requirements
 Provide a mechanism for Emergency Responders to relay their capability gaps
 Capability gaps are gathered using a web site (www.dhs.gov/techsolutions)
 Gaps are addressed using existing technology, spiral development, and rapid
prototyping
 Emergency Responders partner with DHS from start to finish

Rapid Technology Development

Target: Solutions Fielded within 1 year, at <$1M

51
Getting Involved: S&T Contacts
Division Email
JimSample
Tuttle Text SandT.Explosives@dhs.gov
Beth George SandT.ChemBio@dhs.gov
David Boyd SandT.CCI@dhs.gov
Anh Duong SandT.BordersMaritime@dhs.gov
Sharla Rausch SandT.HFD@dhs.gov
Chris Doyle SandT.IGD@dhs.gov
Rich Kikla SandT.Transition@dhs.gov
Starnes Walker SandT.Research@dhs.gov
Roger McGinnis SandT.Innovation@dhs.gov

52
Summary
Detailed Requirements
Sample Text
Sizeable Market Potential
Delivered Products – PERIOD!

How Can You Afford NOT to Partner with DHS?

Questions/Comments:
Thomas A. Cellucci, Ph.D., MBA
thomas.cellucci@dhs.gov

53
U.S. Department of Homeland Security: Science and Technology Directorate’s
Chief Commercialization Officer
Dr. Cellucci accepted a five-year appointment from the Department of Homeland Security in August 2007 as the Federal
Government’s first Chief Commercialization Officer (CCO). He is responsible for initiatives that identify, evaluate and
commercialize technology for the specific goal of rapidly developing and deploying products and services that meet the
specific operational requirements of the Department of Homeland Security’s Operating Components and other DHS
stakeholders such as First Responders and Critical Infrastructure/Key Resources owners and operators. Cellucci has
also developed and continues to drive the implementation of DHS-S&T’s outreach with the private sector to establish
and foster mutually beneficial working relationships to facilitate cost-effective and efficient product/service development
efforts. His efforts led to the establishment of the DHS-S&T Commercialization Office in October 2008. The
Commercialization
Office is responsible for four major activities; a requirements development initiative for all DHS stakeholders, the
development
and implementation of a commercialization process for DHS, development and execution of private sector partnership
programs such as SECURE and leading the private sector outreach for the S&T directorate.

Since his appointment, he has published three comprehensive guides [Requirements Development Guide (April 2008),
Developing Operational Requirements (May 2008), and Developing Operational Requirements, Version 2 (November
2008)] dealing with the development of operational requirements, developed and implemented a commercialization
model for the entire department and established the SECURE Program—an innovative public-private partnership to cost-
effectively and efficiently develop products and services for DHS’s Operating Components and other DHS stakeholders.
In addition, he has written over 25 articles and a compilation of works [Harnessing the Valuable Experiences and
Resources of the Private Sector for the Public Good, (February 2009)] geared toward the private sector to inform the
public of new opportunities and ways to work with DHS. Cellucci has received recognition for his outreach efforts and
engagement with the small and disadvantaged business communities who learn about potential business opportunities
and avenues to provide DHS with critical technologies and products to help secure America.
Cellucci is an accomplished entrepreneur, seasoned senior executive and Board member possessing extensive corporate
and VC experience across a number of worldwide industries. Profitably growing high technology firms at the start-up,
mid-range and large corporate level has been his trademark. He has authored or co-authored over 139 articles on
Requirements development, Commercialization, Nanotechnology, Laser physics, Photonics, Environmental disturbance
control, MEMS test and measurement, and Mistake-proofing enterprise software. He has also held the rank of Lecturer or
Professor at institutions like Princeton University, University of Pennsylvania and Camden Community College. Cellucci
also co-authored ANSI Standard Z136.5 “The Safe Use of Lasers in Educational Institutions”. Dr. Cellucci is also a
commissioned Admiral and Commander of a Squadron in Texas responsible for civil defense and has been a first
responder for over twenty years.
As a result of his consistent achievement in the commercialization of technologies, Cellucci has received numerous