The Defense Information Systems Agency — the warfighter’s IT shop — is very interested in hearing what solutions and capabilities industry has to offer, but only in the context of how those technologies can be applied to the military’s specific needs.
“We tend to break capabilities that work in industry. I’ve seen it time and time again over the years,” Dave Bennett, director of DISA’s Operations Center, said last week during the annual Forecast to Industry. “If you come in and you try to sell me on widget XYZ and you want to cite a scenario where you used it in industry … I will zero my mind out. I will be singing ‘la-la-la’ in the back of my head. Because what you did in industry, nine times out of 10 will not apply in my space.”
Instead, Bennett urged vendors to come armed with specific knowledge of the DISA environment they’re looking to support and a direct pitch on how their solution would benefit the agency and the warfighter.
Keep reading this article at: https://www.nextgov.com/cio-briefing/2018/11/disa-only-wants-tailored-pitches-vendors/152587/