Steve Charles


Leaked intell docs offer insights on new opportunities

The director of the Office of National Intelligence, James Clapper, recently remarked that secrets-leaker Edward Snowden, nefarious though he might have been, did the country a favor. Clapper was widely quoted as saying, "I think it's clear that some of the conversations this has generated, some of the debate, actually needed to happen. If there's a good side to this, maybe that's it."

For a couple of years, thanks to lawsuits from the anti-secrets community, the public has known the total number of dollars the intelligence community spends. Now, thanks to documents Snowden leaked to the media, we know a lot more internal detail. Enough light has been let in so that a wide range of federal technology marketers now have information sufficient to potentially expand their intelligence business or get into intelligence in the first place.

I emphasize “potentially.” The intelligence community is tough to crack. The National Security Agency is blunt about what it takes to do business there. Only fully cleared people can even set foot in the place, much less make presentations. The cycle from the agency letting you in the front gate to making a sale can take up to five years.

On the other hand, once you are doing business in the intelligence community, and if you deliver and don’t take it for granted, always evolving with your customer, exceeding expectations, it can become like having an annuity.

Commercial manufacturers, software publishers and anyone with anything new are always of interest to intelligence agencies. Intelligence customers want to talk in terms of capability and multi-year product development roadmaps. Now that more detailed spending information similar to what’s available for civilian agency and defense spending is visible, we have the ability to have more focused conversations about relevant capabilities with the right people.

This sharper sense of how the money is allocated comes thanks to the interactive version of a confidential presentation to select members of Congress the Washington Post published. Interestingly, there’s confirmation that the intelligence budget has fallen sharply from more than $70 billion revealed several years ago to $52.6 billion in fiscal 2013.

Page 2 of fiscal 2013 congressional budget justification can be a little disconcerting, with its nuclear-fallout-zone color scheme and secrecy warnings. Yet you won’t find anything really shocking, nor will you find deep operational secrets, such as were earlier revealed about NSA capabilities in the Prism and other surveillance programs. But it will give you a sharper sense of the priorities.

For example, officials say areas taking budget hits include the Global Deployment Initiative at the CIA and the Integrated Ground Architecture at the National Reconnaissance Office, operator of spy satellites. This latter example could indicate a need for outsourced collection and analysis of downlinked data.

The intelligence community lists as areas for investment such functions as signals intelligence, cybersecurity, major systems acquisitions and mission-focused science and technology. It also lists efforts at systems, data and analytical integration. These all show a demand for technologies related to databases, reports, analytic tools and high-end hardware. And, of course, cybersecurity. It’s probably a safe assumption that intelligence agencies are going to focus more on insider threats through improvements in architecture, procedures and data analysis.

To me the data also indicate an intelligence community that’s in a hurry to deploy proven technologies against a threat situation of which it says, “Today’s national security threats virtually defy rank-ordering.” It adds, “We are rising to the challenge by continuing to integrate the [intelligence community], capitalize on new technologies, [and] implement new efficiencies.”

The InQTel model of long-range research and development has yielded to more practical technology deployment driven by the twin pressures of shrinking budgets and, at least from the intelligence community’s point of view, blossoming sources of threats. Until now we’ve been highly familiar with the addressable portion of the “open” federal IT budget of about $80 billion. Since the briefing includes detailed personnel breakdowns of headcount versus pay grade, a couple hours of spreadsheet work will enable vendors to subtract out personnel costs, revealing the portion of the budget addressable by contractors.

The total may not be surprising, but now there’s a more detailed roadmap to sales than we’ve ever had. Contractors should match their company’s capabilities with the technology areas outlined, and allocate their resources to the specific agencies and programs with the biggest revealed opportunities and line up with domain-expert partners accordingly.

About the Author

Steve Charles is a co-founder of immixGroup, which helps technology companies do business with government. He is a frequent speaker and lecturer on technology and the federal procurement process. He can be reached at or connect with him on LinkedIn at

Reader Comments

Wed, Oct 30, 2013 Wayne B. Norris United States

You can't make this stuff up... The fun thing is that CLEARED INDIVIDUALS ARE TECHNICALLY COMMITTING A FELONY BY READING PUBLIC PRESS RELEASES FROM SNOWDEN’S DOCUMENTS! Now, everyone but a slavish bureaucrat would find that premise laughable [“Yup, everybody from Al Qaeda to my 12-year-old can read our leaked intelligence documents, and the babysitter is discussing them with her boyfriend on Facebook, but I’ll go to Fort Leavenworth if I read them.”], but the height of irony is that, apparently, breaking the law is now GOOD for the industry. Which episode of the soap opera did I miss on this in which the entire process got logical?

Tue, Oct 29, 2013 Crypto Bob Maryland

Mr. Charles is a highly intelligent and nice guy (and successful businessman), so it was somewhat of a surprise to sense him genuflecting to the almighty buck in the wake of a National Tragedy. He accurately describes the cozy, clubbish world of contracting at one 3-letter agency and to figuratively throw open the gate to happy followers.. You can bet that the sizable, but still limited, set of firms who are on the inside won't enjoy added marketers from the mob of avid outsiders. And, as he says, the client puts rigorous controls on companies for the privilege of getting opportunities to pitch or sell. That said, one has to stand back and make a judgement about whether all the contractors have delivered value to the Community. Don't hold your breath, and consider what happens when a place--any place--is shielded from scrutiny and normal, common oversight, not just normal competition as it commonly is known.

Please post your comments here. Comments are moderated, so they may not appear immediately after submitting. We will not post comments that we consider abusive or off-topic.

Please type the letters/numbers you see above

What is your e-mail address?

My e-mail address is:

Do you have a password?

Forgot your password? Click here


  • POWER TRAINING: How to engage your customers

    Don't miss our Aug. 2 Washington Technology Power Training session on Mastering Stakeholder Engagement, where you'll learned the critical skills you need to more fully connect with your customers and win more business. Read More


    In our latest Project 38 Podcast, editor Nick Wakeman interviews Tom Romeo, the leader of Maximus Federal about how it has zoomed up the 2019 Top 100. Read More

contracts DB

Washington Technology Daily

Sign up for our newsletter.

Terms and Privacy Policy consent

I agree to this site's Privacy Policy.