Fall 2010 - Northern Virginia Technology Council

Fall 2010

Standing the test of time
takes flexible support.
The Golden Gate Bridge has been standing its ground since 1937. How? Flexibility. It’s built
with the capacity to sway over 27 feet from side to side. It’s the same with business. No matter which way the wind blows —
you must remain flexible. Choose a partner that can easily adapt to changing business conditions.
www.coxbusinessva.com

Your data center
coming up short?
No Growth? No Power? No Flexibility?
Get what you need to power and grow your IT infrastructure with Latisys-Ashburn.
Learn more about the expansion of Latisys into the Washington Metro
area. Visit www.latisys.com/NVTC or call Dave Haskell and his team
at (866) 956-9594.
A data center that delivers more.
Right next door.
Strategically located west of Washington DC
in Ashburn, VA, this state-of-the-art Tier III data
center is only minutes away from Washington-
Dulles International Airport, Leesburg Executive
Airport, major highways and the hub of the
federal government.
(866) 956-9594
sales@latisys.com
www.latisys.com/NVTC

14 22 30
T H E V O I C E O F T E C H N O L O G Y
Fall 2011
36
F E A T U R E S
14 Telecom Today: A New World of Networking
From mobile data to machine-to-machine technologies,
telecom companies are changing the way businesses and
consumers stay connected.
By Mark Toner
22 Q&A with Local Telecom Leaders
NVTC sat down with Sprint Chief Service and Information
Technology Officer Bob Johnson, Verizon Wireless Maryland/
D.C. /Virginia Region President Michael Maiorana, Comcast /
NBC Universal Washington, D.C. President Kyle McSlarrow,
and Cox Business Northern Virginia Vice President J.D. Myers
for a discussion of rapid data growth, wireless technologies,
business continuity, and how telecommunications tools are
contributing to enterprise productivity and innovation.
By Allison Gilmore
30 Virginia Tech Researchers Forge the
Future of Wireless
The world is about to experience the second coming of
wireless technology. As this “disruptive technology” moves
forward Virginia Tech will serve as the launching pad.
By Lynn Nystrom and Jesse Tuel
D E P A R T M E N T S
3 A Message from Bobbie
A message from NVTC President & CEO Bobbie Kilberg.
5 Perspectives
A forum for leaders of NVTC member companies to address
colleagues and the business community at large.
6 Member and Council News
News, developments and events from NVTC and its members.
12 Meet the Committees
Learn about NVTC’s committees and the networking and
professional development opportunities they offer members.
32 Progress
Updates from The Equal Footing Foundation
and The Entrepreneur Center @NVTC.
I N E V E R Y I S S U E
34 Up Close & Personal
35 Business & Media Partners
36 NVTC Snapshot
38 Board of Directors
39 New Members
40 Renewing Members
EXECUTIVE STAFF
Bobbie Kilberg
President & CEO
bkilberg@nvtc.org
Christine Kallivokas
Chief Operating Officer
christine@nvtc.org
Josh Levi
Vice President of Policy
jlevi@nvtc.org
Randy Cisler
Controller
Human Resources Administrator
rcisler@nvtc.org
Colleen Hahn
President & Executive Director
Equal Footing Foundation
chahn@nvtc.org
To view a complete list of Northern Virginia
Technology Council staff members and their contact information,
please visit: www.nvtc.org/about/contact.php
For information about advertising opportunities in The Voice of Technology,
contact Michele Weatherly at 703-904-7878 or advertising@nvtc.org.
T H E V O I C E O F T E C H N O L O G Y
STAFF
Allison Gilmore
Editor
agilmore@nvtc.org
David Kidd
Art Director
dkidd@nvtc.org
Nick Schweich
Graphic Designer/Production Manager
nschweich@nvtc.org
Jenna Brown
Contributor
jbrown@nvtc.org
Michelle Senglaub
Editorial Consultant
msenglaub@nvtc.org
Michele Weatherly
Advertising Director
mweatherly@nvtc.org
The Voice of Technology is published four times
per year by the Northern Virginia Technology
Council. It is the official magazine of NVTC.
© Copyright 2011 by NVTC. All rights reserved.
No part of this publication may be reproduced
in part or whole without the express written
consent of NVTC. For reprint information, contact
The Voice of Technology, 2214 Rock Hill
Road, Suite 300, Herndon, VA 20170 fax: 703-
904-8008. The Voice of Technology publishes
articles authored by industry professionals. The
opinions and/or positions expressed in these
articles are not necessarily those of NVTC.
NVTC encourages its membres to
submit story ideas and comments to:
editor@nvtc.org
The Voice of Technology
2214 Rock Hill Road, Suite 300
Herndon, VA 20170

A M E S S A G E F R O M B O B B I E
In an Off-Year Election, Your Voice Still Counts
By Bobbie Kilberg
Virginia policymakers make hundreds
of decisions each year that
can seriously impact our businesses,
our employees and our
community at large. Decisions related
to public investments and services, taxation
and regulation directly or indirectly
impact our competitiveness and our bottom
lines. For this reason, ten years ago
we launched NVTC TechPAC to empower
Northern Virginia technology businesses
to speak as a community in collectively
supporting strong pro-technology, probusiness
candidates for office.
Each election year, the TechPAC Board
of Trustees, a volunteer group of technology
executives, spends a tremendous
amount of time and effort evaluating candidates
based on their positions on issues
that impact technology businesses. The
TechPAC Board looks at voting records
and personally meets with and interviews
candidates with the intention of supporting
those who champion issues of importance
to our technology business community.
Financial contributions to TechPAC
from technology companies and executives
have enabled our community to
have a stronger voice and bigger impact,
and to better protect and enhance the
professional interests of Northern Virginia
technology businesses.
But financial support of pro-technology
candidates is not the only way we can
make a difference this election year. We
also need to vote!
Virginia is one of only four states with
state legislative elections this November.
Unfortunately, in off-year elections, voter
turnout tends to be low. Not voting is an
abdication of our rights and responsibilities
as citizens. Though the 2012 national
election is already dominating the media,
Virginia’s 2011 election is vitally important
to the Commonwealth.
Democracy is only as good as the participation
of its citizens and our government
is only as good as you make it. And,
in these uncertain economic times, it is
crucial that your voice be heard.
Whomever you vote for, I will hope to
see you at the polls on November 8 because
this small investment of your time
can make an enormous difference. nvtc
To find your polling place, visit:
https://www.voterinfo.sbe.
virginia.gov/PublicSite/
PublicMain.aspx.
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 3

Would you like to show where your company fits into the Northern
Virginia tech community? Then don’t miss your chance to be a part of
the 2012 Edition of NVTC’s Techtopia Map!
Not only will having your logo on the Techtopia
Map help increase your company’s exposure in the
Northern Virginia and Washington Metro area,
but you’ll also be helping a good cause. A portion
of the Map proceeds will benefit the Equal Footing
Foundation (www.efooting.org), which supports
computer clubhouses for underserved youth in
Fairfax and Fauquier counties.
Check out the online version of the 2011 Techtopia
Map at: http://techtopia2011.nvtc.org/.
Individual logo spots are available for
technology companies or technology non-profits
for just $1,000. There are also a limited number of
industry-exclusive major sponsorships open to
associate member companies for $4,000.
The map will be published in December 2011 and
distributed at an upcoming NVTC signature event.
It will also be published in The Voice of Technology
and Capital Business and appear in an interactive
version on the NVTC website, among other venues.
To reserve your spot or learn more,
e-mail Michelle Senglaub at msenglaub@nvtc.org.
Special thanks to our 2012 Techtopia Major Sponsors (as of September 12, 2011): AH&T Insurance, Capital Business,
Consumer Electronics Association, Cox Business, DigiLink, The Hartford Group, Latisys, Noblis, Off Peak Training and our
2012 Techtopia Calendar Sponsor: Comcast Business Class.
Celebrate 20 Years
of Technology!
Join NVTC to celebrate its 20th Anniversary
at the biggest networking event of the
year — TechCelebration: NVTC’s Annual Banquet!
This stellar event will feature keynote remarks from
NASA Administrator Charles F. Bolden Jr. and the
announcement of the finalists and winners of the
2011 NVTC/Washington Technology Government
Contractor CTO Innovator Awards!
November 14, 2011
The Ritz-Carlton
Tysons Corner
Platinum Sponsor: CDW
Reception Sponsor: ePlus
Join the Celebration!
Signature Gold Sponsor: Harris IT Services
Gold Sponsors: ACS, A Xerox Company | Micron Technology | Serco
Register today at www.nvtc.org!
Silver Sponsors: CACI International Inc. | Korn/Ferry International
Noblis | Transformation Systems Inc.
Bronze Sponsors: AH&T Insurance | ALION | Amazon Web Services | Comcast Business Class
Consumer Electronics Association
Media Partner: SmartCEO
4 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

P E R S P E C T I V E S
Mobile Computing—Collaborative, Engaging and Always On
A New Paradigm for Customer Engagement
By Bradley Schwartz
In a revolution would you lead, observe or put
your head in the sand and hope it passes?
We are in a revolution — a mobile revolution
where mobile technology and computing
platforms will fundamentally change how business
and governments serve its customers. Mobile
brings the advantages of cloud computing
together with social networking while providing
convenient access to information from any
source, device or location, at any time.
The mobile technology revolution began 40
years ago and has evolved today where nine out of
10 Americans have a mobile device. With access
to the Internet using powerful mobile computing
platforms, we have reached the next adoption
wave transforming how we communicate, work
and play. The market trends around mobile technology
are unmistakable in foretelling the future:
• In Q4 of 2010, the number of smartphones and
tablets sold exceeded the number of PCs sold.
• In 2011, more than 50 percent of people accessed
Facebook and Twitter via smartphones.
• By 2012, one in every two Americans will have
a smartphone (in Japan the penetration is 86
percent).
• By 2014, more people will connect to the Internet
via mobile devices than PCs.
Apple sparked the current mobile Internet
adoption wave with the introduction of the iPhone,
iTouch, iPad and the Apple AppStore. Today’s
mobile applications actively push the latest
trends and best deals to the palm of the consumer
in real-time. Consumer desires are indulged with
transparent pricing, consumer-driven product
reviews and services providing deep discounts
using mobile coupons. Consumption models are
evolving as people become accustomed to buying
soft drinks and paying parking meters with
their mobile device. This is just the beginning of
the new engagement model where every touch
point is interactive, engaging or relevant to our
personal interests.
What will Drive the Next Adoption Cycle?
The third wave in the mobile revolution will occur
when business and government fully embrace
the mobile engagement model. While 53
percent of corporations have adopted or support
iPhones, only 3 percent of the apps provide utility
to business or government. The paradigm
shift will occur when mobile apps are deployed
to increase efficiency, make relevant information
more accessible and engage the workforce to
be more creative, collaborative and personal to
their job function. With a highly mobile customer
base and community, new models will evolve
that provide a more relevant and engaging interaction
further blurring the lines between work
and personal life. How we interact with employees
and how we engage with customers will never
be the same.
Unfortunately Every Revolution has its Challenges.
Igniting government and corporate enterprises
to take full advantage of the mobile engagement
model has four primary challenges:
1. Information security and data privacy
2. Adoption and resistance to change
3. Separating personal and business usage
4. Who pays for devices, access and
mobile app development
Future Mobile Computing Predictions
1. Branded Mobile Apps will become commonplace.
Similar to the late ‘90s when every
business needed a website to be deemed
credible, every agency or business will need a
branded mobile app to be deemed relevant.
2. Every agency or business will have their
own application store or repository. Workers
will go to the company “AppStore” to download
applets on their mobile device to improve
productivity, encourage collaboration and better
filter relevant information.
3. We will overcome the challenges. By combining
technology, policy changes and human
resource incentive, technology companies will
come together to remove obstacles and lead
the third wave to realize the full potential of
the mobile revolution.
The question remaining is whether the Northern
Virginia technology community is ready to lead
the mobile technology revolution and transform
how we engage our workforce, customers and
community. nvtc
“The new mobile
engagement model
will be collaborative,
engaging, always on
and highly personalized.
How organizations
interact with the
workforce and how they
engage with customers
will never be the same.”
Bradley Schwartz is president
and ceo of Blue canopy, one of
the fastest-growing government
system integrators. As a 2011 Tech
Titan and nvTc Board Member,
Brad has a natural talent to lead
and grow companies.
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 5

HOT TICKET
WINNERS
Hottest Bootstrap
AirWatch
Hottest Buzz
LivingSocial
Hottest Emerging
Government Contractor
Invertix Corporation
Hottest Exit
BroadSoft Inc.
Hottest Management Team
OPOWER
Hottest Startup
myRete
Hottest Venture
Capital Deal
ScienceLogic
p Michael Pushpak of Centuria
Corporation and Mike Kelly of AH&T
after jumping in the pool to win
Nemacolin Woodlands gift baskets.
p Hot Ticket attendees have fun
doing the limbo.
M E M B E R A N D C O U N C I L N E W S
A Sold-Out Crowd Celebrates Hot
Tech Companies at Summer’s
Hottest Party!
Members of Northern Virginia’s hottest technology
scene gathered on June 28, for the 10 th Annual
Hot Ticket Awards at the home of NVTC
President and CEO Bobbie Kilberg. A sold-out
crowd of more than 550 guests enjoyed barbecue
and cocktails and were serenaded by the
island music of the Trinidad North Steel Drum
Band as they mixed and mingled poolside. Even
with torrential downpours and thunder clouds
looming overhead, the party did not stop, with
some guests evening showing off their limbo
skills. At the end of the night, Gov. Bob McDonnell
joined the party to mingle with Northern
Virginia’s entrepreneurial technology companies
and celebrate Virginia being ranked first in
CNBC’s 2011 Top States for Business Report.
During the awards program, which was emceed
by Steve Balistreri of “Smoking Hot Sponsor”
Argy Wiltse & Robinson and Carl Grant of
“Smoking Hot Sponsor” Cooley LLP, Hot Ticket
Awards winners were announced in seven categories.
See the full list of winners at left.
The casual atmosphere was enhanced with
the Annual Bob Dinkel Tropical Attire Contest.
Contestants competed for the two grand
prizes — $100 gift certificates to Tommy Bahama.
Judges agreed, Anne Meree Craig of
Berico Technologies and Dennis Noonan, Keith
Schreiner, Tom Smith and Jerry Taggart of
Nemacolin Woodlands Resort had the “best”
overall tropical outfits of the bunch. Also during
the event, Nemacolin Woodlands Resort
gave away a two-night stay at the resort.
t 2011 Hot Ticket Awards Winners with NVTC
President and CEO Bobbie Kilberg and “Smoking
Hot Sponsors” Carl Grant of Cooley LLP and Steve
Balistreri of Argy Wiltse & Robinson.
NVTC Board Member Marta Wilson
and Four NVTC Members Among 20
Finalists Named for 2011 Heroines in
Technology Awards
Five representatives of NVTC Board and member
companies are among the finalists of the
2011 Heroines in Technology Awards. Congratulations
to NVTC Board Member Marta
Wilson of Transformation Systems Inc., Claire
Billings and Regina Cotton of Board member
company Lockheed Martin, Catherine Kuenzel
of Board member company Northrop
Grumman and Lisa Tompkins of NVTC member
company The MITRE Corporation.
The 11 th annual Heroines in Technology
event will be held Friday, October 21, at the
Hyatt Regency Reston.
Ernst & Young Names 2011
Entrepreneur of the Year
Award Winners
NVTC Board member company Ernst &
Young hosted its 25 th annual Entrepreneur
of the Year Greater Washington Awards
program on June 16. The awards are given
to entrepreneurs who demonstrate extraordinary
success in the areas of innovation, financial
performance and personal commitment
to their businesses and communities.
The event was hosted by NVTC Board member
and Entrepreneur Of The Year Greater
Washington Program Director Rene Salas.
Congratulations to Richard Fairbank
of NVTC member company Capital One
Financial Corporation who was named
Master Entrepreneur, and to Matt Desch of
NVTC member company Iridium Communications
Inc., the winner in the Telecommunications
category.
NVTC members Sid Banerjee of Clarabridge,
Michael P. Fitzgerald of Bank of
Georgetown, Michael O’Neil of GetWellNetwork
Inc., Joseph Payne of Eloqua Ltd., and
Amit Yoran and Nick Lantuh of NetWitness
were finalists for this year’s awards. Congratulations
to all NVTC members named
winners and finalists!
t Hot Ticket Awards attendees show off their
tropical attire poolside.

NVTC Members Appointed to State
Investment Boards
In August, the Center for Innovative Technology
(CIT) announced the appointments of two
NVTC Board members and one representative
of a member university to the Board of Directors
of the Innovation and Entrepreneurship
Investment Authority (IEIA). CIT also appointed
10 NVTC members to the Research
and Technology Investment Advisory Committee
(RTIAC), including six NVTC Board
members and representatives of member universities
and companies.
Gov. Bob McDonnell appointed NVTC
Chairman Emeritus David C. Lucien of DCL
Associates and Michael Rao of NVTC member
Virginia Commonwealth University to the
IEIA, and Virginia House of Delegates Speaker
William J. Howell (R-Stafford) appointed
NVTC Board Member Joseph Doherty of ACS
Government Solutions. They join the following
current NVTC and IEIA Board members:
NVTC Board Member and IEIA Vice Chair
Dr. Charles Steger of Virginia Tech; NVTC
Board Members Dr. Ray Johnson of Lockheed
Martin Corporation, Hooks Johnston of Valhalla
Partners and Dr. Alan Merten of George
Mason University; and former NVTC Board
Members Ted Cahall and Virginia Secretary
of Technology Jim Duffey. The IEIA oversees
CIT and promotes economic development by
attracting and retaining high technology jobs
and businesses in Virginia.
The RTIAC will assist the IEIA in making
awards from Virginia’s expanded Commonwealth
Research Commercialization Fund
(CRCF). Gov. McDonnell and the General Assembly
allocated $6 million to the CRCF this
year for the purpose of funding targeted areas
of research with commercial promise. Congratulations
to NVTC Board Member Robert
Kahn of Corporation for National Research
Initiatives and Equal Footing Foundation
Chairman Emeritus Daniel Gonzalez of Avison
Young, Thomas Kirchmaier of Board member
company General Dynamics IT, Robert Ocampo
of member company Grotech Ventures,
John Noftsinger Jr. of NVTC member James
Madison University and Thomas Skalak of
NVTC member University of Virginia for their
appointments to RTIAC.
Secretary of State Clinton Honors
Women Technology Professionals
from Middle East and North Africa at
TechWomen Luncheon
On July 6, NVTC President and CEO Bobbie
Kilberg attended a State Department luncheon
hosted by Secretary of State Hillary Rodham
Clinton to honor 37 women in the IT sector
from the Middle East and North Africa and
their American mentors who participated in
the inaugural class of TechWomen, an initiative
that harnesses the power of technology and
international exchange as a means to empower
women and girls worldwide. Twenty-four
companies hosted the TechWomen class,
including NVTC members Adobe Systems,
AT&T, Cisco Systems, Google, Hewlett-
Packard, Oracle and Symantec.
p Center for New Futures’ Barbara Fittipaldi,
TechWomen participant Hania El Etry, Vital
Voices’ Mary MacPherson, Bobbie Kilberg,
State Department Acting Undersecretary for
Educational and Cultural Affairs Ann Stock,
TechWomen participant Rayya Abu Ghosh,
Embassy of Lebanon First Secretary Toni Frangie
and Symantec’s Patricia Bovan-Campbell.
During the luncheon, Secretary Clinton
announced the launch next year of TechGirls,
a new program that will bring teenage girls
from the Middle East and North Africa for a
month of educational activities in the United
States, to encourage innovation, promote
the spread of new technologies, and provide
support for women and girls to become leaders
in the technology field. Later this year, U.S.
mentors will travel to the Middle East and
North Africa region to conduct workshops
for women in the technology sector and
young girls who have expressed an interest in
pursuing a tech-based career.
NVTC Members
Participate in Financial
Services Forum
Roundtable Discussion
On July 13, NVTC Board members
and members participated
in a small, off-the-record
roundtable discussion with the
Financial Services Forum, a nonpartisan
financial and economic
policy organization. Participants
discussed how to create the jobs
of the 21 st century and promote
the formation of businesses that
will create those jobs, as well as
how to ensure American workers
develop the skills needed to
fill those jobs.
NVTC Board Members Rob
Quartel of NTELX and Marta Wilson
of Transformation Systems
Inc. (TSI), Ted Dunn of Board
member company Salient Federal
Solutions, Tom Weithman of
Board member company Center
for Innovative Technology, and
NVTC Members Sami Antrazi
of 4Wave, Mark Casey of CFN
Services, Craig Chambers of Cernium,
Brett Coffee of CSCI, Darren
Freeley of Pivotal IT, Brent
Gendleman of 5AM Solutions,
Sal Hundal of SoltecOne, Ashish
Kachru of Altruista Health, Steve
Markmann of Counterpoint
Consulting and Don Rainey of
Grotech Ventures joined NVTC
President and CEO Bobbie Kilberg,
Financial Services Forum
Executive Vice President John
Dearie and other representatives
of the Financial Services
Forum for the roundtable.
The Forum hopes to use the
information gathered at this
and similar discussions to help
develop policy recommendations
to promote job creation,
particularly among new and
small businesses.
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 7

NVTC Members
Appointed to University
Boards of Visitors
Gov. Bob McDonnell appointed
representatives of NVTC
Board member and member
companies to the boards of
visitors of several Virginia
universities. Congratulations
to the following NVTC Board
members and representatives of
member companies:
Virginia Polytechnic institute
and state uniVersity
(Virginia tech)
h NVTC Board Member and
Chairman Emeritus John C.
Lee IV, Lee Technologies
h Cordel Faulk
University of Virginia
Virginia commonwealth
uniVersity
h NVTC Board Member
and Chairman Emeritus
Sudhakar Shenoy, IMC Inc.
h Thomas Farrell II
Dominion Resources
the college of william & mary
h Jacquelyn Stone
McGuire Woods LLP
h NVTC Board Member
Todd Stottlemyer, Acentia
h Pete Snyder
New Media Strategies
James madison uniVersity
h Don Rainey
Grotech Ventures
george mason uniVersity
h Reginald Brown
WilmerHale
h Mark McGettrick
Dominion Resources
uniVersity of Virginia and
affiliated schools
h George Keith Martin
McGuire Woods LLP
state Board for
community colleges
h Stephen Gannon
Capital One Financial
Corporation
NVTC President and CEO Bobbie
Kilberg Participates in Economic
Growth Discussion with House
Speaker Boehner
On July 7, NVTC President and CEO Bobbie
Kilberg was one of 12 guests at an intimate dinner
with Speaker of the House John Boehner, his
Chief of Staff Barry Jackson and a diverse group
of industry leaders. During the gathering, the
group discussed issues impacting the nation’s
business community, including the deficit negotiations,
economic growth and job creation.
NVTC Sign Letters to Congressional
Leaders Protecting and Supporting
Private Business
Throughout the year, NVTC works together
with partner organizations to advance and
actively advocate on behalf of Northern Virginia’s
technology community. NVTC recently
signed two letters to Congressional leaders
protecting private businesses, including small
businesses and entrepreneurs.
In June, NVTC joined a coalition of 30 other
business, taxpayer and free market organizations
in sending a letter to U.S. House Appropriations
Committee Chairman Harold Rogers
(R-Ky.) recommending that the remaining
appropriation bills for 2012 be free of language
that inhibits the ability of federal agencies to
contract with the private sector, including
small business. The letter came on the heels
of two successful votes in the House to strike
language that would have imposed limitations
on Office of Management and Budget (OMB)
Circular A-76 competitions. The coalition
urged Rogers and the House Appropriations
Committee to keep similar anti-taxpayer, antifree
enterprise provisions from the remaining
appropriations bills.
In August, NVTC joined TechAmerica and
20 other regional technology councils and associations
in sending a letter to Congressional
leaders opposing the Main Street Fairness Act,
which would impose significant cost burdens on
Internet-enabled businesses across the nation. If
enacted, the bill would allow a group of states to
impose new tax collection burdens on Internetenabled
retailers and entrepreneurs, as well as
other remote sellers that are not residents of the
group of states, essentially ceding Congressional
power over interstate commerce.
NVTC Members Honored at Human
Resource Leadership Awards Gala
On June 14, several representatives of NVTC
member companies were honored at the 10 th
annual Human Resource Leadership Awards,
which promote and advance excellence in the
HR profession in the greater Washington,
D.C., area.
Congratulations to Board member
company Verisign’s HR team of James
Collins, Kathryn Cross, Fiona Ow Giuffre,
Kiran Punja and Heather Serice, who won
the Strategic Alignment – Team award; Daryl
Zapoticzny of Board member company AOL
Inc., who won the Dr. J.P. London Award for
Promoting Ethical Behavior; Emerging Leader
winners Kristen Butler of Board member
company ICF International and Kate Wolf of
member company Centuria Corporation; and
Ashley Baquié of NVTC member company
MorganFranklin Corporation, who earned the
Leadership award.
Virginia Tech Research
Center — Arlington Opens in
National Capital Region
On June 24, academic and political leaders
participated in a ribbon cutting ceremony to
celebrate the opening of the Virginia Tech Research
Center — Arlington. During the event,
Virginia Tech President and NVTC Board
Member Charles W. Steger explained how this
new facility will allow the university to expand
its teaching and research presence in Northern
Virginia and offers opportunities for partnerships
with corporate research entities. Congressman
Jim Moran and Chris Zimmerman,
chair of the Arlington County Board, also
spoke at the opening event, which was emceed
by Jim Bohland, vice president and executive
director of Virginia Tech National Capital Region
Operations.
p (L-R) Virginia Tech President and NVTC Board
Member Charles W. Steger; Congressman
Jim Moran; Jim Bohland, vice president and
executive director, Virginia Tech National
Capital Region Operations; and Chris
Zimmerman, chair, Arlington County Board, at
the ribbon cutting ceremony.
8 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

Board Member Company Noblis to
Establish Center for Applied High
Performance Computing in Danville
NVTC Board member company Noblis, in
collaboration with Cray Inc., will establish the
Center for Applied High Performance Computing
(CAHPC) in Danville, Va. The CAHPC
will use high-performance computing (HPC)
to accelerate the development and commercialization
of applications requiring graph analytics
and will host the first next-generation
Cray XMT supercomputer in the U.S. outside
of a federal laboratory or academic facility.
One of the goals of the Center is to draw
other high-tech companies to the Danville
area and help revitalize the region’s economy.
The project will create 15 new jobs, paying
significantly above the average prevailing
wage in Danville. NVTC is committed to
encouraging the growth of technology jobs
throughout the Commonwealth.
Bobbie Kilberg, Dr. Alan Merten,
Dan Bannister and NVTC Member
Companies Honored at Fairfax
Chamber’s 2011 Outstanding
Corporate Citizenship Awards
The Fairfax County Chamber of Commerce
honored community leaders at the Annual
Chairman’s Luncheon & Outstanding Corporate
Citizenship Awards on June 29. Congratulations
to NVTC President and CEO
Bobbie Kilberg, who was named the inaugural
recipient of the NOVAForward Award, which
recognizes exceptional work to move Northern
Virginia businesses and the community
forward. NVTC Board member Dr. Alan G.
Merten, president of George Mason University,
and Former NVTC Chairman Dan Bannister
(posthumous) were honored with the James
M. Rees Award, which recognizes dedication
to the community and the Chamber.
Congratulations also go to NVTC member
company Capital One Bank, the winner
of the Outstanding Corporate Citizen of the
Year – Large Business award. Board member
companies CGI and Deloitte, as well as
NVTC member companies Holland & Knight
LLP and XO Communications were finalists
for the award.
Additionally, NVTC Board member company
LeapFrog Solutions was a finalist for the
Woman-Owned Business of the Year award,
and NVTC members Inova Health System
and United Way of the National Capital Region
were finalists for the Non-Profit of the
Year award.
Jeffrey Windland of NVTC Member
Company Orbital Reappointed to
Virginia Commercial Space Flight
Authority
On June 24, Gov. Bob McDonnell reappointed
Jeffrey Windland, vice president and assistant
treasurer for NVTC member company
Orbital Sciences Corporation, to the Virginia
Commercial Space Flight Authority (VCSFA).
The VCSFA is a nonprofit organization
created in 1995 by the Virginia General
Assembly to promote industry and economic
development and to enhance scientific and
technology education, primarily through
the operations of the Mid-Atlantic Regional
Spaceport (MARS). VCSFA and MARS
offer low-cost, safe and reliable space access
to commercial, government, scientific and
academic users.
NVTC and TechPAC Board Members
Participate in White House Briefing
Call on American Jobs Act
On Friday, September 9, several NVTC and
TechPAC Board members participated in a
briefing call hosted by the White House Office
of Public Engagement on the American
Jobs Act introduced by President Barack
Obama during his joint Congressional speech
on Thursday, September 8. During the call,
National Economic Council Director and Assistant
to the President for Economic Policy
Gene Sperling and Deputy Administrator of
the U.S. Small Business Administration Marie
Johns described various elements of the plan
designed to help small businesses, including
payroll tax cuts on the first $5 million in all
businesses’ payrolls, temporarily eliminating
employer payroll taxes for new workers or
raises for existing workers, and extending the
president’s 100 percent expensing provision
through 2012.
The American Jobs Act also includes provisions
accelerating government payments to
small contractors, reducing the regulatory burdens
on small business capital formation, helping
small businesses compete for infrastructure
projects and reforming the outdated patent system
to help small businesses get their ideas to
market faster. In addition, the plan will invest
$30 billion in enhancing the condition of our nation’s
K–12 and higher education public schools,
to ensure that they are fully equipped to teach
21 st century skills in math, science, and other
technical fields and to serve as effective centers
for workforce training and development.
upcoming
2011
nvtc
events
October 14, 2011
Titans Series
Featuring Steve Case
Chairman, Startup America
Chairman and CEO, Revolution
Co-Founder, America Online
Chairman, The Case Foundation
November 14, 2011
TechCelebration:
NVTC’s Annual Banquet
Featuring NASA Administrator
Charles F. Bolden Jr.
December 16, 2011
Titans Series
Featuring Steve Appleton
Chairman and CEO, Micron
Technology Inc.
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 9

NVTC Social Media
Committee Announces
Winners of 2011 Social
Media Awards
On June 28, the NVTC Social
Media Committee announced
the winners of its second annual
Social Media Awards, which
recognize commercial and
government organizations that
have successfully implemented
innovative and unique social
media programs.
Congratulations to the
following winners:
h Best Use of Facebook
The Army National Guard
h Best Use of Twitter
Navy Federal Credit Union
h Best Use of Viral Video
Network Solutions
h Best Integrated Social
Media Campaign
Deloitte
The award winners were selected
by three judges, all social media
enthusiasts in the region: Amber
Harris (@TheNuwanda) with
Discovery Communications, Andrew
Bates (@AndrewBates) with
EyeTraffic/Penton Media; and
Nicole Nolte (@NicolePRExec) of
Welz & Weisel Communications.
House Oversight and Government
Reform Committee Chairman
Congressman Darrell Issa Addresses
NVTC Board
Congressman Darrell Issa (R-Calif.) spoke
at the first NVTC Board of Directors meeting
of the fiscal year on September 13. During
the meeting, Congressman Issa discussed his
goals as chairman of the House Oversight and
Government Reform Committee, which works
to investigate and expose waste and fraud in
the federal government and which has wide
oversight jurisdiction over government functions,
including the government procurement
process, national security issues, homeland
security grants, federal workforce policies,
regulatory reform and reorganization authority,
information technology procurement
at individual agencies and government-wide
data security standards.
During his initial remarks, Congressman
Issa asserted that the U.S. began to lose its
competitive advantage in technology and employment
after World War II and that we must
examine our priorities in order to make the
country more competitive internationally. He
urged NVTC members to visit oversight.house.
gov and click on the “AmericanJobCreators.
com” button to voice their businesses’ opinions
on job creation and to educate Congress
about the challenges facing U.S. job creators.
After his remarks, Congressman Issa engaged
in an in-depth question and answer discussion
with NVTC Board members. As an
entrepreneur and former business owner, he
argued that availability of capital and improved
tax and regulatory certainty are the top things
needed to promote entrepreneurship in the U.S.
Other topics of discussion included the three
percent withholding mandate on government
contractors, the need to ensure the federal procurement
process is not politicized, labor relations
issues, simplification of the tax code and
the ongoing work of the Government Reform
Commission. In closing, Congressman Issa argued
the need for improving the government’s
ability to use real-time data to fight fraud and
improve transparency.
CACI’s Jack London Shares Business
Insights with Members at Inaugural
Lunch & Learn Event
On June 9, NVTC hosted a Lunch & Learn event
with NVTC Board Member Dr. Jack London,
executive chairman and chairman of the board
of CACI International Inc. At this inaugural
event, a select group of 19 C-level executives
from NVTC member companies had the unique
opportunity to network with their colleagues
and learn how London translated his years of
military service into leading CACI’s growth
from a small professional services consulting
firm to a pacesetter in IT and communications
solutions in the areas of defense, intelligence,
homeland security, and IT modernization and
government transformation.
In this intimate roundtable discussion, Dr.
London shared his tips for building the right
company culture, recruiting and retaining top
staff, identifying markets, managing company
growth and dealing with crisis management.
For more information about future Lunch &
Learn events, please contact NVTC Director of
Member Relations and Committees Ann Corcoran
at acorcoran@nvtc.org.
Congratulations to NVTC Board
Member John Becker on Sale of
Approva
In a deal announced on September 7, NVTC
Board member company Approva has been
acquired by Lawson Software, an Infor affiliate.
Headquartered in St. Paul, Minn., Lawson
is a leading provider of enterprise resource
planning software and solutions. Approva’s
continuous controls monitoring applications
will become a key element of the financial applications
currently offered through Lawson
and Infor.
Congratulations on the sale to NVTC Board
Member John Becker, CEO of Approva. nvtc
Congressman Darrell Issa
(R-Calif.) addressing the
NVTC Board. u
10 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

A
I S
Network
NVTC members have a unique marketing advantage
over non-member companies through NVTC’s
member-to-member discount program. Through a
variety of advertising and promotional vehicles, the
Member Advantage program can facilitate business
relationships between your company and other
NVTC companies, potentially boosting sales and
industry exposure.
And, it’s affordable.
For details visit: www.nvtc.org
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 11

q
m e e t t h e c o m m i t t e e s
Committee
Leadership
Co-Chairs
The
Social Media
coMMiTTee
Rufus manning
Account Manager
Welz & Weisel Communications
Gerard m. stegmaier
Associate
Wilson Sonsini
Goodrich & Rosati
Vice Chairs
colby cox
Account Executive
Marketwire + Sysomos
David Farmer
Vice President
Environics Communications
Educational forums and insightful dialogue
with NVTC members are what
makes the NVTC Social Media Committee
(SMC) a valuable resource for
those in the Northern Virginia technology community
who want to use social media tools to improve
how they communicate with key audiences.
“The great thing about the SMC is that it truly
gives its members a resource to stay on top of the
latest trends in an ever-changing market.” said
SMC Vice-Chair Colby Cox, account executive
at Marketwire + Sysomos. “We are all getting
information faster and from so many different
sources because of social media, and the SMC
advises on the most effective way to leverage social
media in any situation and medium.”
The NVTC SMC’s mission is to be the shining
example of how members can embrace social
media as a new medium that is affecting businesses
around the world. “We don’t need a better
example than the recent Virginia earthquake
to see how impactful social media can be,” said
SMC Co-Chair Rufus Manning, account manager
at Welz & Weisel Communications. “Just
take a look at Twitter and how quickly and vastly
people and companies communicated.”
“It’s a great example,” asserted SMC Co-Chair
Gerard M. Stegmaier, associate at Wilson Sonsini
Goodrich & Rosati, “While your phone might
not have worked, text messaging, Twitter and Facebook
worked, and within seconds we knew the
magnitude and epicenter of the earthquake.”
Manning urges businesses, large and small,
not to wait for an earthquake — or any crisis
communications or customer service situation
— to join social media. NVTC SMC is the
resource you need, to help you start.
The committee was formed about three years
ago, when NVTC leadership recognized the
growing importance of social media tools and
wanted to give members a platform to learn
social media best practices from each other. “I
joined the committee because I saw the opportunity
and need to create a thought-leadership
hub for professionals using social media in the
Greater D.C. Region,” said Stegmaier.
The committee targets two groups: professionals
interested in learning about leveraging
social media in their careers, and professionals
with a PR or media strategy background that
are currently social media influencers for their
companies. The SMC has, however, evolved
to the point that the committee members are
mainly the active social media participants for
their companies. “We don’t have a lot of ‘Social
Media 101’ involvement,” explained Manning.
“We have an active membership that comes in
with questions beyond the basics and looks for
ways to grow teams within their own organizations.
We don’t, however, shy away from educating
at any level.”
“The Social Media Committee is here as a
resource for all NVTC members—especially
those with social media responsibilities,” continued
Manning. “I encourage everyone from
small social media companies to large corporations
with social media programs to use us as a
local resource tool.”
One such resource tool is the recently
launched nvtcsmc.com blog. The blog was
formed to serve as an interactive hub of useful
information for NVTC members, including
case studies, best practices, thought leadership
and other helpful posts that will engage users
in an ongoing social media discussion. NVTC
SMC members are encouraged to participate
actively in the blog by submitting relevant
postings to Andrew Bates at andrew.bates@
penton.com or Elizabeth Glomb at elizabeth.
glomb@penton.com.
Other resources are the many educational
meetings and events the committee hosts. “A
mark of success of events is the ability to bring
together leaders in the field who have deep expertise,
in a way that they can interact with each other
and the membership,” explained Stegmaier.
The SMC does just that. This past April,
the committee held a successful event, during
12 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

which attendees learned from experts from Booz Allen Hamilton,
Discovery Communications and the Department of State
about how to set their organization and its employees up for
success through a solid and comprehensive social media policy.
This interactive forum also informed attendees about government
initiatives to develop and use social media.
Understanding how NVTC members currently use social
media tools helps the SMC determine how best to benefit
the membership. So, earlier this year the SMC issued a survey
designed to identify current social media use by NVTC
members. “Of those surveyed, 80 percent currently employ
social media tools in their communications programs and
blogs were not used as frequently as expected,” said SMC
Vice-Chair David Farmer, vice president at Environics Communications.
“Seventy-five percent expected to increase social
media use this year and only 18 percent measure results.”
Such findings, and those in future surveys, can help tailor
programs the committee develops.
The current focus of the committee is helping members
create momentum to leverage social media with the customer
care side of their businesses — the intersection between customer
care and social media. On November 8, during D.C.
Week, the SMC will host an event that will focus on the interaction
between customer care and social media. During
the event, Comcast will discuss the success of their Comcast
Cares initiative in social media, and more companies will
soon be added to this discussion.
SMC event sponsorships are available and are another
good way to gain exposure for your company with a targeted
social media audience, and also to actively participate in the
committee’s events.
Social media is not for everyone. You have to do your homework
and research to find out if there are relevant conversations
that you can participate in. First step – join the committee to
get your questions answered. Committee meetings are held the
third Tuesday of each month, 7:30 – 9:30 a.m. at Welz & Weisel
Communications’ convenient Fairfax, Va., location.
“You don’t need to travel to D.C. for your social media networking
and educational needs,” said Manning. “Join our expert
community right here in Northern Virginia.” nvtc
For updates on the Social Media Committee’s future meetings
and events, contact nvtC Director of Member Relations and
Committees Ann Corcoran at acorcoran@nvtc.org to be added
to the mailing list, or follow @NVTCSMC on twitter and use the
#NVTCSMC hashtag, and visit the blog at nvtcsmc.com.
MARYMOUNT
UNIVERSITY
Health Care IT Programs
Health Information Management
Health Information Technology
These programs are offered exclusively at
Marymount’s Reston Center.
Information Session
GREAT EDUCATION
CONVENIENT LOCATION
www.marymount.edu/reston
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 13

14 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

COVER STORY
Telecom Today:
A NEw wORld
Of NETwORkiNg
from mobile data to machineto-machine
technologies,
telecom companies are
changing the way businesses
and consumers stay connected.
By Mark Toner
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 15

TeleCom Today: a New world of NeTworkiNg
This spring, Verizon Communications announced it was phasing out two
staples in Virginia that go back to among the earliest days of Ma Bell:
the White Pages and the dial-the-weather service. Given the ubiquity of
Google searches and smartphones, it was less a surprise than a reminder
that we’ve reached a tipping point in the telecommunications world,
where technology that’s been talked about and had its tires kicked by
early adopters for years is now becoming the status quo, displacing tools
we’ve taken for granted.
In the pages that follow, we take a look at some trends transforming
this $4.25 trillion global sector. As with the White Pages, many are
familiar, but what’s less so is how quickly they’re being adopted—particularly
in our wired, fiber-rich region.
Even five years ago, it was common to walk into an enterprise’s IT
shop and see two different teams maintaining two different networks:
one for telephone calls, and another for data and the Internet.
Now, you’re more likely to see one converged network — or
nothing at all. “It’s all consolidated into one group, all categorized
as data with voice as one of the key offerings,” says Jeff Lowney,
vice president and general manager of tw telecom.
Credit voice-over-IP (VoIP) technology, which has allowed
voice calls to travel as data across the Internet for more than a
decade. Today, more and more companies have begun entrusting
VoIP with their most critical data — the flow of telephone calls in
and out of their businesses.
“If you can’t make a phone call or accept a credit card, it impacts
the business,” says Mike Toplisek, chief marketing officer
for business services at XO Communications. “In the last couple
of years, VoIP has gone from something that people talked about,
or stuck their toes into the water, to something that’s fully trusted
and adopted in the marketplace.” XO launched its VoIP services
back in 2005. Last October, it broke the 1 million “line” mark.
The result has been an ongoing shift to “unified communications,”
which bring together not just voice and data, but also
videoconferencing, instant messaging, voicemail and other services.
“Behind the scenes, the technology has been getting more
and more robust,” says Chris Sikora, Level 3 Communications’
Converged Networking
regional vice president for the Northeast. While companies have
long seen the benefits of integrating such services, it’s the advent
of VoIP-enabled technology, such as Level 3’s SIP (session initiation
protocol) trunking, that are now also making unified communications
cost-effective by providing a single solution for multiple
locations and uses, adds William Ganey, Level 3’s general
manager for Virginia and D.C. “SIP trunking is the lynchpin that
puts these pieces together,” he says.
As cloud services grow in popularity, increasing numbers of
businesses are shifting from software as a service (SaaS) models
that put business applications on remote servers connected to their
networks to infrastructure as a service (IaaS)— which moves much
of the hardware powering those voice and data networks out of the
enterprise altogether. Telecom providers offer services like cloudbased
PBX (private branch exchange) systems and VPNs (virtual
private networks), some of which include a new acronym-twisting
take on VoIP — VoPI, or voice over private Internet.
To get a sense of how far this “cloudsourcing” approach
might go, consider the current interest in PC over IP services,
which basically puts the desktop computer and all its applications
and data in the cloud, accessed by an Internet-based “thin
client” on the user’s desktop. Those of us who lived through the
“dumb terminals” of the 1970s know exactly where we’re going:
back to the future.
16 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

VERIZON
SMARTPHONES.
Twice as fast as any AT&T smartphone.
NEW! Revolution
by LG
NEW! ThunderBolt
by HTC
Limited-Time Offer
3 MONTHS FREE
NETFLIX SUBSCRIPTION
with purchase of Revolution by LG
($7.99/month thereafter; data charges may apply for use).*
NEW! DROID CHARGE
by Samsung
Twice as Fast compares expected speeds of Verizon 4G LTE smartphones operating in 4G LTE markets vs. AT&T smartphones operating in HSPA+ markets.
*Netflix offer: Valid on LG Revolution purchases between 7/22/11-8/28/11; after 3 months, $7.99/mo (plus other charges) applies unless you cancel earlier.
Activation fee/line: $35.
IMPORTANT CONSUMER INFORMATION: Subject to Cust. Agmt, Calling Plan, rebate form & credit approval. Up to $350 early termination fee/line & add’l charges for extra minutes, data sent/received
& device capabilities. Offers & coverage, varying by svc, not available everywhere; see vzw.com. Limited-time offer. Restocking fee may apply. Rebate debit card takes up to 6 wks & expires in 12 months. LTE
is a trademark of ETSI. 4G LTE is available in 55 metros & 80 major airports in the U.S. DROID is a trademark of Lucasfilm Ltd. and its related companies. Used under license. © 2011 Verizon Wireless. E0645

TElEcOM TOday: a NEW WORld OF NETWORkiNg
The Mobile Tsunami:
Wireless Everywhere
Call it a mobile-data tsunami. With smartphones having long
ago made the jump from early adopters and so-called “crackberry”
addicts, the amount of data being pushed to mobile devices is
exploding — and shows no signs of stopping.
More than a quarter of all Americans now use their smartphones
as the main point of access to the Internet, according
to a July study by the Pew Internet & American Life project.
Nine out of 10 people who own a smartphone use it to check
email daily. In just a year, the amount of data an average smartphone
user consumes in a month has nearly doubled, from 230
megabytes to 435 megabytes, according to the Nielsen Company
— the ordinarily staid researchers that coined the “tsunami”
phrase. Heavy data users — you know who you are — consume
many times that amount.
to J.D. Myers, Cox’s vice president for business services. XO and
others are also looking to move into the MVNO (mobile virtual
network operator) business, offering mobile service from another
wireless provider to their customers.
Meanwhile, Comcast is taking a different approach to mobility
by making Wi-Fi hotspots available to its fiber Internet customers
in and around Philadelphia, including in such busy places as
commuter rail stations and shopping districts; AT&T has also developed
an extensive network of Wi-Fi hotspots. Even as mobile
providers continue to ramp up the next generation of LTE and 4G
cellular coverage, experts project that the amount of traffic on these
Wi-Fi networks will grow even more quickly — as much as 50 percent
more quickly than cellular broadband, according to Deloitte.
The mobile mindset has even begun to make its way back to the
desktop. The latest version of Apple’s Macintosh operating system,
OS X, borrows cues from its smartphones. Microsoft’s upcoming
Windows 8 will follow suit, including what it calls a “Web” mode
that’s based on the apps and swipes that drive mobile use.
With smartphones having long ago made
the jump from early adopters and so-called
“crackberry” addicts, the amount of data being
pushed to mobile devices is exploding—and
shows no signs of stopping.
This growth is leading to a profound shift: Some 80 percent of
data growth over the next six years will be wireless, according to
Cisco. And in just a few short years, we’ll hit a tipping point, as
the majority of Web traffic will come from wireless devices, not
plugged-in PCs.
“The coin flipped in a very short period of time,” observes Colin
Martin, executive director of sales for D.C. and Northern Virginia
for AT&T, which has seen data usage on its network explode by as
much as 8,000 percent in the past four years. On both the business
and consumer fronts, more and more users who had once
been content with limited wireless functionality are now shifting
to more capable devices such as the iPhone and smartphones running
on Google’s Android platform, Martin says.
Hence the interest in fixed-mobile convergence, including
systems that can seamlessly route calls to an increasingly mobile
workforce, wherever they are. “A traditional small business once
needed to buy a phone network,” Martin says. “Now it’s available
in wireless form without ever employing [in-house] systems.”
Many non-wireless providers are moving into the mobile space
as well. Cox Communications has offered consumers wireless
service for several years and is now considering moving into the
enterprise space — a potential $4 billion marketplace, according
Fiber Remains
Our Friend
While we’re becoming an increasingly converged and wireless
world, broadband connectivity remains the backbone of telecommunications.
And in the fiber world, Ethernet has become the new
black — or, more accurately, the new T1. The exponential growth
of what is often called Metro or Business Ethernet is hardly surprising,
since without the fiber that provides these speedier and
less expensive data connections, converged networking and the
wireless tsunami would slow to a trickle.
Oddly enough, among the largest landline growth segments
have been wireless carriers, which need the bandwidth for “backhaul,”
or getting all that data to and from the forest of cellular
towers that send information to mobile devices. Market research
group Heavy Reading calls the demand for Ethernet connectivity
“recession-proof.”
For business customers, reduced costs and increased familiarity
are driving the adoption of Metro Ethernet services, according
to XO’s Topliesk. The growing embrace of cloud and managed services
is also creating demand, adds Lowney of tw telecom, whose
18 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

TelecoM Today: a New woRld of NeTwoRkiNg
network connects more than 14,000 office buildings to some 300
data centers across the country. The company also plans to quadruple
the number of buildings it wires this year. Level 3 has also
seen growth in fiber; the company touts the benefits of operating
an all-IP network as a key to supporting its unified communications
and managed services — and likens data transmission on
legacy networks to a “car on a railroad track.”
Cox became the first multiple system cable operator (MSO) to
enter the business Ethernet market in 2007. Key benefits to consumers
include flexibility and scalability, according to Myers. “Not
all small businesses stay small businesses,” he says. With Metro
Ethernet, “we can increase bandwidth in an hour.”
Across its business offerings, Cox has focused on the small and
medium-sized business market, now claiming more than 260,000
business customers. While the majority takes advantage of phone
and data services, Cox Business is now offering sophisticated bundled
services formerly seen in the enterprise space to smaller businesses,
including managed security, storage, backup and hosting.
“Everybody is going into that segment because it’s been underserved
and is still growing,” Myers says.
Phone and cable companies have also made costly fiber investments
in the consumer market to provide bundled services.
Looking ahead, analysts speculate that these companies’ offerings
could ultimately include such services as connected home security
devices and thermostats that subscribers could control from their
mobile phones.
While fiber is powering so much of our telecommunications
future, there’s another example of going back to the future in the
Ethernet world. XO and others have developed ways to deliver
Ethernet connectivity over the same twisted copper pairings developed
by Alexander Graham Bell; the venerable technology can
now transmit up to 20 Mbps. “It takes a legacy material and modernizes
it,” says Topliesk.
would alert the hospital if it detected a fall in a homebound patient.
Security cameras, transponders that track cargo or trucking
fleets around the world… the possibilities are endless, and companies
are just beginning to explore them.
Outside of San Francisco, Sprint opened an M2M collaboration
center in late 2010 to provide a testbed for such emerging
technologies; some 30 partners are now working at the center to
develop new products for both business and consumer use. One
experiment involves digital billboards, which would use wireless
technology to display targeted advertising in places like shopping
malls — and to tell marketers exactly how many people stop to
look at it. AT&T has opened a similar certification center for what
it calls “non-traditional, wirelessly enabled devices,” including the
Interceptor Ignition Interlock, a court-ordered in-car breathalyzer
that can now transmit data to law enforcement in real-time. The
company says more than 300 M2M devices are now certified to
operate on its network.
According to Sprint, there will be 1 trillion — trillion with a
“t” — Internet-connected devices by 2013. Of them, 412 million
will be M2Mers. Let’s just hope that if the Internet refrigerator
really comes to fruition, it doesn’t decide to start posting pictures
of that moldy Tupperware container sitting in the back
corner to Facebook.
M2M:
The Rise of the Machines
Back in the heady early days of the Internet, there was a lot of
breathless talk about plugging household appliances into the ‘Net
as well as the wall — contraptions like wired refrigerators that
would email the grocery store as soon as they sensed the milk was
running low. While we’re still using pen-and-paper grocery lists,
the machines are starting to talk amongst themselves.
Called machine-to-machine, or M2M, the idea is to allow wireless
devices to communicate with each other without human intervention.
Consider a smart electric meter that sends real-time
information about power consumption back to the utility, helping
avoid brownouts. Or a glucose meter embedded with the same
accelerometer that lets smartphone users play Angry Birds that
The idea is to allow
wireless devices to
communicate with
each other without
human intervention.
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 19

Telecom ToDAy: A New worlD oF NeTworkiNg
A New Face to
the Digital Divide
For many businesses and individuals, access to the Internet is
now a lifeline. So it’s fitting that landline broadband availability
snakes through the state like blood vessels on the broadband
map of Virginia developed by the state government (wired.virginia.gov).
The urban areas of Northern Virginia, Richmond
and Hampton Roads are solid pink, meshed together by lines
of wired connectivity that follow major roadways through less
populated areas. Large chunks of rural Southside, in particular,
remain visibly untouched by high-speed landlines. All told,
some 22 percent of Virginia homes don’t have access to the Internet,
according to U.S. Census data and a 2011 study by Virginia
Commonwealth University.
Add in the availability of mobile broadband from wireless
providers, though, and the map of Virginia largely fills in. Since
the Internet became a part of mainstream life in the late 1990s,
policymakers have expressed concern that poorer and more rural
areas ran the risk of being left behind. Now growing evidence
suggests that a combination of smartphones and other handheld
devices, cellular broadband and Wi-Fi are becoming a growing
part of the solution.
While you’d expect smartphones to proliferate among the welleducated
and well-off, they’ve also become a fixture among lowincome,
minority households. According to a July study by the Pew
Internet & American Life project, 44 percent of African Americans
and Hispanics now own a smartphone. And the majority of people
who rely only on their smartphones to access the Internet are lowincome
minorities younger than 30, according to Pew.
“For businesses, government agencies and nonprofits who want
to engage with certain communities, they will find them in front of
a four-inch screen, not in front of a big computer in their den,” said
Aaron Smith, a researcher at Pew and author of the report.
Telecom companies are also helping bridge the divide. Verizon
Wireless, for example, is leasing its 4G LTE spectrum to rural carriers
to help spread next-generation broadband to under-served
areas. Sprint and Comcast provide low-income households with
low-cost wireless and Internet access. Just as importantly, they are
supporting school-and community-based programs to help them
learn how to use technology.
A low-income neighborhood in Falls Church is an example of
such a program. Last May, Cox partnered with Fairfax County
to provide discounted high-speed broadband service and refurbished
computers to the homes of school-aged children in Kinglsey
Commons, while the county’s school and community services
departments provided training programs for their families.
Addressing the digital divide is “not just about whether people
have access or whether or not they even own a computer,” says
Kyle McSlarrow, president of Comcast/NBC Universal in Washington,
D.C. “Digital literacy and helping people understand the
unbelievable opportunities that are actually present is really an
important part.” nvtc
Mark Toner is a Reston-based business and technology writer.
(Un)wired Virginia
Developed by the Center for Innovative Technology, The Virginia Information Technologies
Agency and Virginia Tech, this map of statewide broadband availability illustrates the impact
wireless broadband has played in extending access, particularly in rural areas. At top/left, areas
with landline-based broadband availability are in pink. At bottom/right, the areas in blue show
how wireless broadband has filled
in significant areas where wired
service is not available. Virginia
Secretary of Technology Jim Duffey
says it is critical to “strategically
align resources and pursue collaborative
efforts between public and
private organizations to expand
broadband coverage across the
Commonwealth.”
Source: Virginia Office of Telework Promotion
& Broadband Assistance
20 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

AT&T covers 97%
of all Americans.
Even that guy reading over your shoulder. Hi.
HTC INSPIRE 4G
Over 250,000 apps in
Android Market
4G speeds delivered by HSPA+ with enhanced backhaul. Available in limited areas. Availability
increasing with ongoing backhaul deployment. Requires 4G device. Learn more at att.com/network.
FREE SHIPPING | 1.866.MOBILITY – ATT.COM – VISIT A STORE
Get all the coverage you need!
Replace, support, and locate your device with AT&T Mobile Protection Pack. *
Claim based on licensed and roaming areas. Screen images simulated. *For more information, please visit att.com/mobileprotectionpack, ask a sales representative, or call 1-866-MOBILITY. ©2011 AT&T Intellectual
Property. Service provided by AT&T Mobility. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. All other marks contained herein are the property of their respective owners.

Bob Johnson
Mike Maiorana
J.D. Myers
Kyle McSlarrow
22 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

Q&A
NVTC sat down with Sprint Chief Service and Information Technology Officer Bob Johnson, Verizon
Wireless Maryland/DC/Virginia Region President Michael Maiorana, Comcast/NBC Universal
Washington, D.C. President Kyle McSlarrow, and Cox Business Northern Virginia Vice President J.D.
Myers for a discussion of rapid data growth, wireless technologies, business continuity, and how
telecommunications tools are contributing to enterprise productivity and innovation.
By Allison Gilmore
PhotograPhs by DaviD KiDD
nvtc What are some of the biggest trends shaping telecommunications
right now?
Bob Johnson: There are three overarching trends that are all
somewhat interrelated. The first is a proliferation of both new sales
and embedded customer purchases for PDAs and smart phones.
The mix of those devices has increased from 30 percent a year ago
to more than 50 percent today and will probably be close to 70
percent by the end of next year. So that’s a huge shift.
That trend leads to a couple of others. In particular, we have significant
growth in mobile broadband data consumption because
of the capabilities that these phones bring to bear and because of
the high-speed processes that they have embedded in them. As a
result, what you’re seeing is customers are really focused on the
browsing capabilities and the applications that these handsets can
now leverage because of the high-speed data networks and, frankly,
the customization. The personalization trend is also coming to
bear right now, as customers are looking for applications that they
want to be able to use every day.
Kyle McSlarrow: We see the same trends. Data consumption
is going only one way, and that’s up. It’s amazing, the voracious
appetite that residential and business America has for
increased data.
There are trends within the data too. Only a few years ago peerto-peer
networks were an increasing part of data consumption on
the network at the residential level, whereas over the last few years,
increasingly it’s been less about peer-to-peer networks and more
about streaming, including video. So we’re trying to pay attention
to the trend lines within the data consumption so that we can
meet our customers’ demand.
J.D. Myers: In these discussions of rapid data growth, the big
thing that we haven’t talked about yet specifically is wireless data
growth. According to a Cisco white paper, wireless data will grow
80 percent annually for the next six years in the U.S. For us, this
represents the need for more capacity from cell towers to switching
facilities — basically wireless backhaul.
Our wholesale business experienced 30 percent revenue growth
last year, which is tremendous, and wireless backhaul is the biggest
contributor to this. This growth corresponds to the rapidly growing
need for data and high-speed data connections by consumers,
whether they’re browsing or using their PDAs for different things
like GPS activities. That data requirement is really driving our
business to continue to provide capacity for providers like Sprint.
Also, data is driving other technologies that are becoming
more prevalent in our business. For instance, we have the ability
to provide wireless hot spots in prominent areas like hotels,
restaurants and parks so that PDA customers can get onto Wi-Fi
networks, allowing them to have more capacity for, and give priority
to, voice calls by offloading the data demands in those highly
populated areas. We’re offering solutions to allow carriers to do
that too, which is huge from a data perspective.
Mike Maiorana: Two of the biggest trends that I see in wireless
communications are the rollout of fourth generation (4G LTE)
wireless networking and the enabling of machine-to-machine
(M2M) communications.
The performance and capabilities of our 4G LTE network are
allowing customers to do things that they never could do before
in a wireless environment. In particular, we’re getting 10 times
faster speeds than with a 3G network, which enable applications
such as video sharing and surveillance, conferencing, streaming
and high definition. And, LTE provides reduced latency and enhanced
security, with robust and non-evasive mutual authentication,
user identity confidentiality and integrity protection of all
signaling messages.
Further, M2M technology is really going to ignite the continued
growth in the wireless industry. The new connectivity enabled
by our 4G network is providing solutions like remote diagnostics,
which allows large-scale apparatus and machinery to be constantly
monitored for problems that can be repaired more quickly.
M2M also allows cargo to be tracked and monitored through
live streaming video and allows remote adjustments to be made
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 23

Q&A with Bob Johnson, Mike Maiorana, Kyle McSlarrow and J.D. Myers
to temperatures on tankers. Businesses are just beginning to see
the many benefits of M2M, including streamlining operations, increasing
productivity, reducing costs and improving security.
nvtc All of you talked about exponentially growing data demands
and also mobility. How are those two things playing
out in how you’re responding to customers?
JDM: We launched a wireless product for residential customers to
meet the needs that we’re seeing from a mobility standpoint, and
our business service offering is going to follow in the future.
We’re seeing amazing demand for mobility from the biggest
segment we serve today, which is our SMB [small and mid-size
business] segment. They’re either under-utilized or under-served
so we’re looking for ways to meet that demand through mobility
tools like PDAs, embedding a mobility device into on-site routers,
or actually adding mobility to our existing infrastructure so it’s a
seamless transition from their office out to their client and back
to the office, allowing them to continue to operate their business
from a mobility perspective.
KM: We think about mobility in a couple of different ways. One is
mobility as wireless in general, with increased demand from our
business customers or residential customers for networking in the
home. A few years ago, that was a pretty simple wireless router. It’s
a much more complicated proposition now, particularly for small
and mid-size businesses that are more complicated operations.
We’re going to have a lot of networking needs that boil down to
“Machine-to-machine
technology is really going to
ignite the continued growth
in the wireless industry.
Businesses are just beginning
to see the many benefits
of machine to machine,
including streamlining
operations, increasing
productivity, reducing
costs and improving
”
securitys.
—Mike Maiorana
wireless routers and how you network inside the home and outside
the home, going to J.D.’s point.
We’re also looking at how we extend our services beyond that
initial footprint, whether it’s a residence or a business, and we’re
doing a lot in Wi-Fi, particularly in the Northeast in Philadelphia
and the NYC metropolitan area. It’s something we want to take a
look at here in Washington, D.C., as well, with very dense Wi-Fi
meshes which allow somebody who’s already a customer to just
extend that service beyond the initial footprint. Mobility is something
that’s very much at the forefront of our thinking.
BJ: From a wireless carrier standpoint, we’re accommodating mobility
through our innovative 4G network. Sprint was the first national
wireless carrier to deploy a 4G network. We now have it in
71 markets. Data transfer on Sprint 4G costs about five times less
per bit, so we’re increasing the speed and providing for more data
consumption at the same time.
For the consumer, we have announced or launched 27 4G devices
and on the enterprise side, we look at complimenting the
portfolio with security and additional devices like air cards, tablets,
e-readers, and working with applications like video surveillance
and medical and fitness applications on the enterprise side.
So we’re really putting this broadband network into play for both
the consumer and enterprise segments.
MM: It’s exciting how wireless devices have become not only a
utility but a necessary part of all business and consumers’ lifestyles.
Customers are looking for quality, reliability, value and
convenience. It’s critical that they
can rely on a network that’s able
to do that for them not only now
but also as their demands and
needs on that network increase.
We believe that network reliability
is the foundation of why
people use our services. Getting
back to 4G, our network just creates
incredible opportunities for
our customers to collaborate online
in new ways, instantaneously
share data and video and share
very large graphic-intense files
with increased efficiency and
virtually no delay.
nvtc What are the different
needs of your retail consumers
versus the government buyer
or a larger enterprise customer?
MM: All groups value network
reliability and their communication
needs are equally important.
Whether it’s a mom trying
to track down her busy teenager’s
24 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

Q&A with Bob Johnson, Mike Maiorana, Kyle McSlarrow and J.D. Myers
whereabouts or a business enterprise or government customer
trying to run their company and respond to their customers or
constituents, both groups rely heavily on the technology that our
network enables: email, voice, text, data and apps.
We recognize that government customers like police, fire and
EMS need wireless service that delivers consistency and reliability,
and we understand that with their missions, particularly in
crises like those we’ve seen recently, we have to be there for them.
Government and enterprise customers also require a bit more of a
post-sale support. We’re available 24/7 for all of our customers.
KM: If I were to break it down, what do our customers want?
They want choice. They want savings obviously, in this
economy particularly. They want convenience, they
want value.
Particularly in the business market, we’re trying
to offer a product that matches all those needs from
the consumer. For example, recently in the mid-sized
market, which we’re defining as 20 to 500 employees,
we rolled out our Metro Ethernet service, including
here in D.C., which is a completely scalable service. It
allows us to offer a choice starting with 1 megabit per
second and scaling up all the way up to 10 gigabits per
second. And you can buy these packages in increments
of a megabit or even a gigabit. So it’s a lot of flexibility
tailored to meet the capacity demands that we all just
spoke about.
This is all coupled with the reliability and the 24/7
365 days a year back office service that businesses want
and need. So flexibility and having the capability to offer
this kind of capacity are both important. But tailoring
it as precisely as you can to the needs of that
particular business is paramount for us.
BJ: As Kyle mentioned, focusing on the different needs
of the different segments is really key. We understand
the needs of the consumers and how they want to leverage
their different point of purchase opportunities.
In the government space, you’ve got the requirements
set forth in the customer’s RFP process and the
resulting government contract. So that creates a unique
set of circumstances where we need to have a distribution
force that’s able to work around requirements of
the government and make sure we’re accommodating
all their requests.
And of course in the business space, including
small to mid-sized as well as enterprise, the biggest
thing we’ve done recently is to expand our M2M capabilities.
And we’re working with a broad variety of partners to
deliver collaborative solutions such as fleet management, telematics,
automation, remote metering for utilities, health care, point of
sale and digital signage.
We’re just exploding on that front and we’ve actually set up
an M2M Collaboration Center in Burlingame, Calif., for partners
“We’re seeing amazing
demand for mobility from
the small and mid-size
business segment. They’re
either under-utilized or
under-served so we’re
looking for ways to meet
that demand through
”
mobility tools.
—J.D. Myers
and business customers where we can bring together application
developers, system integrators, device manufacturers and solution
providers to understand the needs of our customers and collaborate
with them to deliver solutions.
So we’re really focused on all three segments, not only their different
purchasing needs, but also their different usage needs.
JDM: When Cox Business hit the Northern Virginia marketplace
in 2000 we were focused on supporting SMB customers and we’ve
begun to go up the market into the larger more enterprise customers,
including the government segment.
We continue to evolve and provide advanced services as it relates
to the needs of our larger customers. And now that we’ve
stepped into what we call larger locals, like local government and
school systems, we’re beginning to offer larger services like Metro
Ethernet and IP Centrex. Those particular services have enabled
us to tap into a new type of customer base, going up market with
solutions that we built a foundation on from SMB space now.
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 25

Q&A with Bob Johnson, Mike Maiorana, Kyle McSlarrow and J.D. Myers
nvtc Kyle and J.D. both mentioned Metro Ethernet. What are
its main benefits?
KM: I think about it in much the same way that broadband replaced
the dial-up world. The Metro Ethernet world that Cox,
Comcast and others are involved in now will ultimately replace
the legacy services provided by T1 lines. It’s just more savings, better
cost to the consumer, more flexibility, and capacity… up to 10
gigabits a second.
But it’s also about reliability. We have our own network — it’s
not the phone company’s network, it’s our network. It’s something
that allows us not just to scale and be as flexible to consumers as
possible, but also to afford a reliability that customers need and
demand coupled with some of the additional add-ons, like remote
storage and monitoring. All those things together just offer a more
robust package for less.
JDM: I think Kyle definitely is on point there. The only thing I
would add to that is its scalability. Metro Ethernet allows us not
only to provide additional bandwidth, but also the ability to scale
on a moment’s notice. The client can call you in the morning and
say I need more capacity and, lo and behold, you can provide them
capacity without going out and rolling a truck. That’s huge.
You add on top of that the security and speed to market. We
can deploy Metro Ethernet a lot faster than older technology,
it’s much more reliable, and it’s built on a platform that allows
us to continue to overlay the latest and greatest technology as it
begins to roll out. You can execute and implement on existing
infrastructure.
nvtc Bob and Mike, you might have a different perspective
coming from the mobile part of industry. Anything else you
want to add about data and bandwidth?
BJ: I would put it in two buckets. We’ve already talked about the
first, which is the launching of our 4G network. But we also had
the foresight years ago to secure access to more 4G spectrum than
any other nationwide wireless carrier. So we have the ability to
continue to build out and grow that 4G network.
Longer term is the Network Vision
initiative that Sprint announced
last year. Network Vision is going
“Any time we talk
about enterprise customers,
we have to deal with
network security. We’re
putting all that in place
across our wireless
network, which is enabling
us to take the capabilities
consumers are accustomed
to using on home
computers and laptops
and extend them to mobile
solutions and devices for
”
businesses of all sizes.
—Bob Johnson
to create an environment where we
can provide better coverage and better
capacity for our customers but
also with expected reduced operating
costs. We’ll use next-generation
back haul and multi-mode base
stations, which will make for more
efficient network power consumption
— reinforcing Sprint’s position
as a leader in the green space.
Network Vision, which allows
for different interfaces and flexibility
in the types of technologies we
launch, is the future for Sprint in
terms of meeting the demands of
data growth of our consumers and
enterprise customers.
MM: From the mobile perspective,
it’s all about that 4G LTE technology
that I mentioned earlier. For
instance, with the high-speed, highcapacity
4G LTE network, health
care professionals can closely collaborate to manage patient care
by monitoring via video consultation and transmitting vital patient
data immediately. These remote physician consultations often
result in improved patient outcomes and reduced costs.
We’ve talked a little bit about public safety. Our 4G LTE gives
emergency response teams the real-time information they need
before they reach the scene, enabling them to be better equipped
and more aware. You can’t do that without high capacity and high
bandwidth. And in the mobile environment, that’s where our 4G
LTE technology comes into play.
nvtc How can the current slate of telecommunications tools
and services contribute to enterprise productivity and innovation?
What do your products and services do to help those
small, medium and large tech companies out there?
BJ: Reintroducing the concept of M2M, it gives our enterprise
customers new solutions and new capabilities.
Secondly, any time we talk about enterprise customers, we
have to deal with network security. We’re putting all that in place
26 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

Sprint Is the #1 Most
Improved Company
in Customer Satisfaction
Across All Industries
Over the Last 3 Years**
Sprint Ranks #6
Among the 500 Greenest
Companies in America*
Best Cell Phone Plan:
Sprint’s Everything
Data Plan †
HTC EVO View 4G
Nexus S 4G
Samsung Replenish
The real reward is making
our customers happy.
We love competition. It pushes us to innovate. It keeps us focused on
delivering only the best customer service and most-advanced devices.
It drives us to lead the way with forward-thinking green initiatives and
an unlimited data plan that’s second to none. Competition is good for
us and great for our customers. And it’s another reason why Sprint is
America’s Favorite 4G Network. Visit sprint.com/expertsagree
*Newsweek, Oct. 25, 2010. ©2010 The Newsweek Daily Beast Company LLC. All rights reserved. Used by permission and protected by the copyright laws of the United States. The printing, copying, redistribution or retransmission of this
content without express written permission is prohibited. **The ACSI claim is according to the 2011 American Customer Satisfaction Index. † From Kiplinger’s Personal Finance, December 2010. ©2010 Kiplinger’s Personal Finance. All rights
reserved. Used by permission and protected by the copyright laws of the United States. The printing, copying, redistribution or retransmission of this content without express written permission is prohibited. America’s Favorite 4G Network
Claim: Based on the number of Sprint 4G subscribers vs. those on other wireless 4G (WiMAX and LTE) networks in the U.S. The Sprint 4G Network reaches over 70 markets and counting, on select devices. See sprint.com/4G for details.
Voice/Data Usage Limitation: Sprint reserves the right, without notice, to deny, terminate, modify, disconnect or suspend service if off-network usage in a month exceeds (1) voice: 800 minutes or a majority of minutes; or (2) data: 300
megabytes or a majority of kilobytes. Prohibited network use rules apply. As advertised and notwithstanding those restrictions, engaging in such uses will not result in throttling (limiting data throughput speeds) for customers on unlimited
data–included plans for phones, but could result in other adverse action. See in-store materials or sprint.com/termsandconditions for specifi c prohibited uses. Coverage is not available everywhere. The Sprint 3G Network and the Nationwide
Sprint Network reach over 274 million and 278 million people, respectively. Other restrictions apply. ©2011 Sprint. All rights reserved. Sprint and the logo are trademarks of Sprint. Other marks are the property of their respective owners.

Q&A with Bob Johnson, Mike Maiorana, Kyle McSlarrow and J.D. Myers
across our wireless network, which is enabling us to take the capabilities
consumers are accustomed to using on home computers
and laptops and extend them to mobile solutions and devices for
businesses of all sizes.
JDM: In the enterprise world today, everybody’s asking for the
same type of features, functions and support tools. We have to
scale at all different levels to provide solutions, like online backup,
our security suite, business email, Web hosting or a managed IP
voice manager to those different marketplaces.
We are exploring a future offering of managed support for
companies who don’t have their
own in-house IT. IP Centrex, IP
PBX and digital trunking are all
products that have actively been
designed to meet the needs not
just of the enterprise, but also of
our SMB customers.
Those different markets need
the same type of products, the
same type of features. They just
might need it in a smaller scale,
so we have to design products
that actually serve both different
segments for the same type of
product suites.
KM: In addition to the points already
made about the escalating
bandwidth requirements in business
continuity, software as a service,
business process automation
and cloud computing, it’s also
important to discuss flexibility
and tailoring. When you think
about those, particularly in relation
to business continuity and
software as an application, there
are different needs. If you take
our service in a Metro Ethernet,
you can think of it as four different sub services or products.
One is a private-line service, which is point to point connectivity
between two customers. You can get a virtual private-line
service, which is a point to multi-point connection. You can also
get a network service, which is multi-point to multi-point connectivity
or you can get a dedicated Internet access service, which
is continuous high bandwidth connectivity between customers’
local area network and the public Internet.
So it’s the overarching ability to support these different needs of
the customers. But it’s also layering on a different suite of tailored
products and maximizing the flexibility to meet the demands of
the consumer.
MM: Bottom line, our customers have to deliver ROI, maximize
productivity and be more responsive to their customers to keep
“Our goal is to be
positioned to meet the
plethora of different
activities and trends that
businesses are engaged in.
We have seen tremendous
growth over the last few
years in the small to
medium enterprise segment,
so for the foreseeable
future, we’re going to be
very aggressive in that
”
space.
—Kyle McSlarrow
their business competitive. Productivity and responsiveness to
your customers is critical. Being available, being able to have a reliable
connection so that your customers can always find you is a
big competitive advantage.
Smartphones, tablets, netbooks and Push-to-Talk allow you to
do anything in a mobile environment that you can do in a landline
environment, improving your results and getting things done
from the field, in real-time.
So our network is enabling a lot more than phone calls, emails
and Internet browsing — it can solve customers’ business problems
and help customers simplify their business, capture new revenue
streams, and connect to any device, back-office application
or field service operation.
nvtc How do your company’s tools help customers with business
continuity, particularly in response to natural disasters?
BJ: In the case of natural disasters, we have 24/7 rapid deployment
solutions that we’re offering our enterprise customers so that they
can keep their businesses up and running.
With our field operations and emergency centers, we can go to
any area where communications have been shut down through
natural disasters and give customers and emergency responders
wireless capabilities to keep them up and running until they’re
able to restore their traditional needs.
28 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

Q&A with Bob Johnson, Mike Maiorana, Kyle McSlarrow and J.D. Myers
The emergency response team has more than 25,000 mobile
devices ready for deployment along with everything they need.
And so we’re able to make sure that from a business continuity
perspective, we would be their choice in times of emergency.
KM: There’s no question business continuity is a huge need.
It’s something that we’re very conscious of that we want to and
can deliver.
JDM: Business continuity comes in two different flavors for us.
First is building network redundancy, with no single point of failure
for the customer, to ensure that they’re up and running regardless
of the circumstance.
I talked previously about our 30 percent growth in wholesale,
largely driven by wireless backhaul, where we are building what I
consider seamless bulletproof networks so that when Sprint deploys
these wireless networks in areas where there are disasters — ultimately
that infrastructure, that data, or those wireless voice calls
have to get back to a network. And that’s where we come into play
to bring those signals back once they’ve deployed those networks
so that information can get to where it’s supposed to reach.
MM: Verizon Wireless is no stranger to disaster response and
crisis management. We have a dedicated Crisis Response Team
(CRT), we conduct hundreds of emergency drills each year, and
we have responded to numerous real disasters, not just in this region,
but across the country.
Our network performed extremely well throughout the August
hurricane and our sustained capital investment ensures that our
network has redundancies to provide a framework for reliable service,
even when power is not available. Most of our cell sites and
switches have generator and battery backup. So when power is out,
it doesn’t impact our network or our customers.
Disaster recovery and business continuity depends on two
things: the network and the people. And we are very proud that
when customers need us most, we’re there. When we learned about
the power being completely wiped out in New Kent and King and
Queen Counties in Virginia, our people worked with these counties
to provide immediate support. We quickly deployed our Verizon
Wireless Experience Vehicle outfitted with work stations,
electrical outlets, satellite capabilities for voice and data, voice over
IP, phones and charging stations to help local governments and
displaced citizens during this critical time. Our stores stayed open
for consumers looking for extra batteries and charging adapters.
So both our network and our people delivered.
nvtc Where are your companies focusing for the future?
BJ: First, Sprint has established itself as the differentiated highestvalue-offering
service provider in wireless. We are the only carrier
that continues to offer unlimited data and we have award-winning
customer service and customer experience. We’ve got to continue
to be that highest-value service provider for our customers, building
out our first-to-market wireless 4G network from a national
carrier to ensure that we have the greatest coverage and access for
our customers, both consumer and enterprise.
Transitioning in the 2013 timeframe, we will also continue
to deploy our network vision program, which will give not only
greater coverage, but also help Sprint be more cost competitive
with expected reductions in network operating costs, working
with some of our partners Cox and Comcast on next-generation
back haul capabilities and having less reliance on accessing the
local telecoms for back haul as well.
JDM: From a Cox perspective, we remain focused on bringing innovation
to the marketplace, by engaging our customers to make
sure that we’re meeting their increasingly diverse and rapidly
changing needs. Ultimately our customers are in control of our
investments from a technology perspective. So we will continue to
engage our customers to ensure that we continue to provide them
with aggressive and value-based offerings and meet their growth
and technology needs.
We’re also focusing on expanding in areas like mobile viewing,
providing greater on-demand viewing, continuing to provide the
best HD offerings in the marketplace and further enhancing our
evolving 3D offering.
Last, but not least, we’re going to continue to focus on mobility
as a priority for our consumer and business customers.
KM: For Comcast, we have the advantage of the most robust national
network in the country, hands down, which allows us a lot
of flexibility in how to use that network to meet our customers’
needs and demands. Interestingly, those demands are changing
pretty quickly before our eyes. So there’s a huge requirement, as
J.D. just mentioned, for us to be nimble and continue to innovate
in meeting those new needs.
Our goal is to be positioned to meet the plethora of different
activities and trends that businesses are engaged in. Like Cox, we
have seen tremendous growth over the last few years in the small
to medium enterprise segment, so for the foreseeable future, we’re
going to be very aggressive in that space.
MM: As we are transforming our 4G LTE network, which by the
end of 2013 will cover every market that’s currently served by 3G,
we also are transforming our business through collaboration and
openness. We’ve got an Open Development Program for thirdparty
devices, an LTE Innovation Center up in Waltham, Mass.,
our 4G Venture Forum, which is working with Google and Skype,
China Mobile, SoftBank Japan and the overall Verizon developer
community, and just this past month we opened our Application
Innovation Center on the West Coast for developers to work on
applications side by side with Verizon network experts.
These partnerships and collaborations are the building blocks
that will deliver even more innovation for our customers. And, as
we expand this definition of a wireless device with M2M and add
developers from around the world to create innovative apps, the
potential to improve our lives through wireless technology is limitless,
enabling each of us to work better, smarter and faster. nvtc
Allison Gilmore is NVTC’s Director of Communications
& Public Relations.
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 29

Virginia Tech Researchers F
Virginia Tech Researchers Fo
By Lynn Nystrom and Jesse Tuel
The world is about to experience the second
coming of wireless technology. As this “disruptive
technology” moves forward, said Jeff
Reed, director of Wireless@VT, Virginia Tech
will serve as the launching pad.
This next wave can and will contribute to the acceleration
of the social and economic trajectories of the world’s poorest
countries, Reed added.
Cognition will be critical for this second wave of wireless technology.
In evolutionary terms, radios today are developing brains.
Experimentation with a network of 48 cognitive radios is under
way via Wireless@VT (http://wireless.vt.edu), the nation’s largest
communications-network research center. Progress is most
evident in the cognitive radio test bed housed in the Institute for
Critical Technology and Applied Science (ICTAS) (http://www.
ictas.vt.edu) at Virginia Tech’s main campus in Blacksburg, the
first network of its kind at any university in the country.
A demonstration of the cognitive system at its most basic level
shows a student purposely interrupting communication between
two radio nodes in the 48-node system by changing channels on
a store-bought hand-held radio. In response, the cognitive system
automatically switches frequencies, from channel 7 to channel 8,
back to 7, then to 14. Like living creatures, the radios are aware of
their surroundings and understand capabilities and limitations.
The system recognizes, adapts and remembers. This intelligence
is the next frontier in radios and networks.
Wireless activities encompass cell phones, machine-to-machine
communications, Wi-Fi, short-range data communications,
multimedia distribution, public safety and military applications.
As the second wave of wireless advances, even the most
remote third-world areas will be able to skip the hefty infrastructure
costs of wired access and accelerate the social and economic
trajectories of the world’s poorest countries, said Reed, an icon
in the field of wireless technology and the Willis G. Worcester
professor of electrical and computer engineering.
Cognitive radios will send more consistently secure signals,
aiding greatly in military intelligence. Smart phones will enable
commerce, while smart grids will support energy efficiency.
The future will build upon the first wave’s primary achievement:
ubiquitous information, Reed said. This expansion of
information irrevocably altered the conduct of global communications
and commerce. Video delivery over the Internet, including
YouTube and Netflix, is currently the largest and fastest-growing
use of wire-line transmission bandwidth and could
become the largest use of wireless as well. In 2009 alone, there
were some 7 billion application downloads.
Reed noted that the iPhone alone increased AT&T’s data load
80 times over. “Mobile data traffic will increase some 450 times
between 2005 and 2015. The spectral efficiency doubles every 18
months,” he said.
With such backbreaking congestion on the Internet superhighway,
researchers are tasked with alleviating the bandwidth
problem. Virginia Tech experts are collaborating with other
universities to improve spectrum efficiency, as well as studying
the use of television whitespace as an untapped band of wireless
transmission spectrum.
Meanwhile, Reed has proposed a new model for service providers
in developing countries. Low-cost 4G femtocells (small
cellular base stations designed for use by a homeowner or small
business) and cellular modems can be located in small rural
communities and powered by renewable energy resources. The
femtocells are then connected back to the wired network using
low-cost unlicensed whitespace devices. In the research stages
now, the model could be ready for deployment in several years,
according to Reed.
Reed predicted the second wave of wireless technologies will
reshape the way humans perceive and interact with each other
and the world around them. If pioneering companies adjust
their business models, the new wave could make expansion of
broadband and wireless technologies into developing nations
far more efficient and profitable.
(Left to Right) Jeff Reed, director, and Tamal Bose,
associate director, Wireless@VT, lead the largest
academic communications network in the nation. u
30 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

orge the Future of Wireless
p Virginia Tech Ph.D. candidate Dan DePoy, one of the
graduate research assistants experimenting with the
network of 48 cognitive radios, adjusts the antenna on a
cognitive radio.
In the Wireless@VT lab in ICTAS, the cognitive radio system
enables Reed and others to implement and test their algorithms,
protocols, applications and hardware technologies that support
whitespace communications. Most importantly, these tests now
occur in a live environment, rather than computer simulations
or one-to-one radio interactions. Researchers are hard at work
improving the cognitive radio’s smart engine, which drives the
radio’s ability to “monitor its own performance continuously,
read the radio’s outputs to determine the radio frequency, channel
conditions and adjust the radio’s settings to deliver the needed
quality of service,” Reed said.
“The potential for development and refinement of researchbased
findings through the institute’s test-bed installation is an
outstanding example of the kind of impact that this institute was
created to inspire and support,” according to Roop Mahajan, IC-
TAS director and the James S. Tucker professor of engineering.
Mahajan and a number of ICTAS researchers maintain offices
at the Virginia Tech Research Center–Arlington (http://www.
ncr.vt.edu/arlington/index.html), as well as in Blacksburg.
This powerhouse of wireless research at Virginia Tech is attracting
nearly $10 million per year in research funding. Since
2005, the wireless group has received funding from the U.S. Air
Force, National Institute of Justice, National Science Foundation,
Office of Naval Research (ONR), U.S. Army Research Laboratory,
Defense Advanced Research Project Agency (DARPA),
Electronics and Telecommunications Research Institute, and
other organizations.
In the midst of game-changing technologies, the international
concern about network security remains. Tech researchers are
working on this quandary with funding from DARPA and ONR.
Reed, Tamal Bose, associate director of Wireless@VT and a professor
of electrical and computer engineering, Madhav Marathe
of Virginia Tech’s Virginia Bioinformatics Institute, and a team
of graduate students are developing a new technique for security
called wireless distributed computing. The researchers said that
the advanced concept will perform computationally intensive
applications, such as geolocation, coordinated jamming, distributed
sensing and real-time image processing.
With a wireless channel between nodes, the distributed
computing problem becomes very complex. Depending on the
condition of the wireless channel, researchers are determining
whether the complex computations to process data can be executed
locally on a single radio node or in a distributed manner
on a collaborative radio network such as the one in the on-campus
ICTAS facility. This collaborative approach can benefit and
assist radios with limited computational power, such as handheld
radios, cell phones or unmanned aerial vehicles. Devices
based in aerial vehicles, for instance, could form a network that
captures images of ground activity and compresses the images
before transmitting them to a warship.
Constantly conceiving, creating and deploying new technologies,
researchers at Virginia Tech are shaping the wireless
wave that will dramatically alter social, cultural, economic and
military landscapes the world over. nvtc
This story was adapted from an article that originally appeared
in the Summer 2011 issue of Virginia Tech Magazine.
(http://www.vtmagazine.vt.edu/sum11/feature1.html)
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 31

P R O G R E S S
The Entrepreneur
Center @NVTC
Seeks Nominations
for 3 rd Annual
Entrepreneur
Navigator Awards
Nominations are now open for
the Entrepreneur Navigator
Awards! Help The Entrepreneur
Center @NVTC honor leaders
who have mentored and
advised entrepreneurs and
startups in the Greater Washington
Region by nominating
an individual or organization
today! Finalists and winners
will be honored at a reception
on February 2, 2012.
Nominations are due by
5 p.m. on November 11. Visit
www.nvtc.org/tec to learn
more about the nomination criteria
or to submit a nomination.
New Power of Angel Investing
Series Provides Angel Investors
With Tools and Knowledge
The Entrepreneur Center @NVTC recently
launched The Power of Angel Investing, a new
series developed by the Ewing Marion Kauffman
Foundation and distributed by the Angel
Capital Education Foundation, focused
on educating current angel investors and potential
new investors in the region. NVTC’s
version of these nationally renowned workshops
were facilitated by John May of New
Vantage Group, and customized for the
Greater Washington Region.
The Power of Angel Investing series is designed
to provide tools and knowledge that
encourage angels to become more active;
share best practices, models, checklists and
resources; increase efficiencies and success in
angel investing; and provide opportunities to
meet angel colleagues and local experts.
The three workshops in the recent series
included:
March 16 – Due Diligence Workshop:
Effective due diligence is one of the most
critical steps in successful angel investing.
This three-hour drill-down workshop took
attendees through the key issues that determine
major risk factors and deal breakers,
and provided a window on how this important
investment process works. The workshop
emphasized what must be confirmed,
the cost of confirming and the risk of not
knowing. Attendees learned what it takes to
validate the plan and to define and contain
the risk of investment.
May 25 – Doing the Deal: Term Sheet
Workshop
Angel investing is high-risk investing. Consequently,
certain safeguards are understandable
and appropriate. This three-hour advanced
workshop facilitated in-depth discussions of
the terms and conditions commonly used by
angel investors in funding early-stage ventures,
with the goal to provide sophisticated
techniques to serious angels.
July 13 – Valuation of Early-Stage Companies
Workshop:
This workshop educated and empowered angel
investors, entrepreneurs and the startup
community in an engaging and hands-on
format about several methodologies used to
value pre-revenue companies. The workshop
taught three methodologies: The Venture
Capital Method, the Scorecard Method and
the Risk Factor Summation Method. In addition,
attendees explored the importance of
approaches and roles of returns and portfolio
strategies to angel groups and discussed how
this knowledge is essential to their next deal.
The workshop wrapped up with an interactive
case study that has become popular with
ACEF programs.
Emerging Business and
Entrepreneur Professionals Mingle
at Networking Event
On Monday, September 12, members of the
region’s emerging business and entrepreneur
community gathered at Seasons 52 at the Tysons
Corner Center Mall for a Small Business
and Entrepreneur Committee networking
happy hour. Participants enjoyed food and
drink at the fresh grill and wine bar, while
making new contacts and meeting future business
partners to help grow their companies.
Thank you to the event’s silver sponsor, Insperity,
and The Entrepreneur Center @ NVTC
business partners Ernst & Young and Panacea
Consulting Inc. for a great event.
p Emerging business and entrepreneur
professionals networking at the Small Business
and Entrepreneur happy hour.
32 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

WAMU.ORG
Accredited Investors: Spot the
Next Big Technology Company at
Entrepreneur Spotlight
The Entrepreneur Center @NVTC will host its
next Entrepreneur Spotlight event on October
28. This event is designed to provide startups
seeking seed and early-stage funding an opportunity
to present their concept in front of
an audience of accredited investors.
Both experienced and potential new investors
are invited to hear the exciting and
innovative ideas of startups pursuing seed
funding. Entrepreneur Spotlight will focus on
companies that are truly in the startup phase
and may only be looking for small amounts
of funding.
During the program, the startups will have
five minutes to present their business concepts
and will be given 10 minutes to answer
questions from a panel.
The program is intended solely to provide
attendees an opportunity to learn about new
emerging companies and hear directly from
these entrepreneurs about what their companies
do, how they do it, what markets they
address and their plans for future growth. The
program is informational only. No offering of
securities will be made by any participants and
neither this program nor the presentations by
the participating companies should be deemed
solicitations of interest for investment.
This event is your opportunity to find the
next big technology companies in the Greater
Washington Region. Attendance is limited to
individuals that qualify as accredited investors.
Register today at www.nvtc.org. nvtc
WAMU_NVTC_wonder.indd 1
N V T C B e n e f i t
proudly serving members of the
Northern Virginia Technology Council
Earn more
when
you save ...
Visit Us & Join Today
CHANTILLY 14419 Chantilly Crossing Lane
HERNDON 200 Spring Street at Herndon Parkway
LEESBURG 525 Trimble Plaza, off Battlefield Pkwy in Oaklawn
MANASSAS 9730 Liberia Avenue
VIENNA 231 Maple Avenue, East, Glyndon Shopping Center
To join, call: 703-709-8901
To enroll your entire company,
call: 703-925-5105
www.nwfcu.org
Federally insured by NCUA.
USEGAD0811
... and pay less
when
you borrow.
9/8/11 11:50 AM
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 33

UP CLOSE
&
PERSONAL
Enrico Della Corna
Executive Vice President & Virginia Market Executive, PNC Bank
NVTC member since:
2007.
Favorite NVTC memory:
My first visit to Bobbie’s house for the Hot
Ticket Awards and meeting and introducing
Rudy Giuliani during the Presidential Series,
almost four years ago.
Value of NVTC membership Is:
Having the privilege of being part of
such a well-run, influential and respected
organization. I believe this organization
accomplishes things that serve the community
and all of its constituents. It helps make the
state and the region a better place in which to
live and do business. NVTC is relevant and
I am happy that my organization is an active
part of it.
Where were you born?
Brooklyn, N.Y.
What’s your view of the current economy?
It’s really choppy. It’s tough to know where
things are going.
When I was a kid I dreamed of being:
A professional athlete and a doctor.
Proudest accomplishment
(professional or otherwise):
Professionally: my role in helping PNC
Bank achieve the success we have enjoyed in
this amazing Virginia/Greater Washington
Area market. Otherwise: Marrying my wife
Linda, and raising my son Enrico and my
daughter Gabriela.
If you could thank one person from your
past for the role they played in your life,
who would it be and why?
My mother and father for helping me understand
the importance of a good education.

Ten years ago I was:
In Pittsburgh, working in PNC’s large
corporate group covering major accounts in the
region and in the Southeastern United States.
B U S I N E S S P A R T N E R S
When I’m not at work, I like to:
Cook, drink wine, play golf, ski, travel, read
and watch movies with the family.
www.boozallen.com
www.cgi.com
www.cit.org
Last book you read:
The Sun Also Rises, by Hemingway. I can’t
believe it took me this long to read it.
Favorite movies of all time:
“The Godfather” and the “Lord of the Rings”
trilogy.
Favorite website (besides your own):
WinesTilSoldOut (WTSO.com).
www.coxbusiness.com
www.deloitte.com
www.csc.com
www.deltek.com
Favorite TV show:
Anthony Bourdain’s “No Reservations”
www.kpmg.com
Favorite sports team:
The Penn State Nittany Lions Football Team
and the Washington Nationals.
Describe your perfect weekend:
Spend Friday afternoon at the Musée D’Orsay
and have dinner at Taillevent in Paris. Spend
the night in the Latin Quarter and take an
early-morning, high-speed train to Verbier,
Switzerland to ski in the afternoon. Have
raclette and fondue for dinner in Anzère. I
know they don’t go together, but how do you
choose one over the other? You only have one
night. Sunday morning take an early-morning
flight to Glasgow, Scotland, enjoy a pastie
and a Belhaven Scottish Ale for brunch and
then a round of golf at Turnberry’s Ailsa Golf
Course. End the day with an Auchentoshan
three wood single malt and jump on a plane
and come home.
www.hp.com
www.microsoft.com
www.pillsburylaw.com
www.salientfed.com
www.lockheedmartin.com
www.northropgrumman.com
www.pnc.com
www.saic.com
www.sprint.com
Words of advice for any emerging
entrepreneur:
Work hard but smart, ask for a lot of advice,
make a lot of friends, make no enemies and
bring in a lot of business.
www.venable.com
M E D I A P A R T N E R S
www.verisigninc.com
R E S E A R C H
P R O V I D E R
DAVID KIDD
If you could “talk tech” over dinner with
any three people, living or dead, whom
would you invite?
Albert Einstein, Leonardo Da Vinci and
Steve Jobs.
www.1105govinfo.com
www.washingtonpost.com/
capital_business
www.smartceo.com
www.gartner.com
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 35

S N a P S h o T
nvtc is widely recognized as the place to be for networking among the region’s technology community.
The following photos are a snapshot of some of the great networking among attendees at nvtc’s recent events.
NVTC hot Ticket awards, June 28, 2011
Ed Wright of U.S. Space Mobile Communications,
Gabriel Galvan of The MITRE Corporation and Paul and
Susan Unger of Paul Unger NBS Search Inc.
NVTC Chair Brad antle of Salient Federal Solutions,
Virginia Secretary of Techology Jim Duffey and
C. Michael Ferraro of TRaINING SoLUTIoNS Inc.
Brandon Esse, Chris McFaul and
Courtney Behrens of Virtacore Systems Inc.
Kervin and Jennifer Spivey of MED Trends with
Carlos Diggs of NetLink Resource Group Inc.
Colleen hahn of the Equal Footing Foundation, Tim Cook of alion
Science and Technology, and anne Meree Craig of Berico Technologies
Nancy Porte of Vovici with Jerry Taggart of
Nemacolin Woodlands Resort
36 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

Kathryn Wolf, Courtney Burke, Mike Pushpak and
Lorraine Cimino of Centuria Corporation
Christine Schaefer of DLT Solutions with
Katie Hanusik of SpeakerBox Communications
Geri Rivers of Gericho HR Solutions, Mohamed Reda Ibrahim of
ITEC and Kimberly Weir of Starting Gate Global
Jenni Bickerstaff of AH&T Insurance with Travis Reese of MANDIANT
Pheniece Jones of SpeakerBox Communications with
Heather Miracle of awesomize.me
John Whalen and Donna Smojice of
Comcast Cable-Northern Virginia Office, Michele Weatherly of NVTC
and Joe Faber of Comcast Cable-Northern Virginia Office
Peter Olar, Judy Heward and Jeff Lowney of tw telecom
Teresa Hartnett and Janelle Millard ofTransformation
Systems Inc., Logan Millard, Virginia Gov. Bob McDonnell,
and Altyn Clark and Marta Wilson of Transformation Systems Inc.
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 37

B O A R D O F D I R E C T O R S as of 09/16/11
O F F I C E R S
Chair
Brad Antle, Salient Federal Solutions
brad.antle@salientfed.com
President & CEO
Bobbie Kilberg
Northern Virginia Technology Council
bkilberg@nvtc.org
Vice Chair
Sudhakar Kesavan, ICF International
skesavan@icfi.com
Vice Chair
Jim Sheaffer, CSC
jsheaffer@csc.com
Secretary
Stacy Mendler
Alion Science and Technology
smendler@alionscience.com
Treasurer
Robin Lineberger, Deloitte LLP
rlineberger@deloitte.com
General Counsel
Scott Hommer, Venable LLP
shommer@venable.com
Public Relations Advisor
Evan Weisel, Welz & Weisel Communications
evan@w2comm.com
Mission
The Northern Virginia
Technology Council (NVTC)
is the membership and trade
association for the technology
community in Northern Virginia.
As the largest technology council
in the nation, NVTC serves about
1,000 companies from all sectors
of the technology industry, as well
as service providers, universities,
foreign embassies, non-profit
organizations and governmental
agencies. Through its member
companies, NVTC represents
about 200,000 employees in the
region. NVTC is recognized as
the nation’s leader in providing
its technology community with
networking and educational
events; specialized services and
benefits; public policy advocacy;
branding of its region as a
major global technology center;
initiatives in targeted business
sectors and in the international,
entrepreneurship, workforce
and education arenas; the Equal
Footing Foundation, a 501(c)(3)
nonprofit charity that serves local
area youth; and The Entrepreneur
Center @NVTC which mentors
new technology entrepreneurs.
John Allen, Bluestone Capital Partners
jallen@bluestonecapitalpartners.com
Anne Altman, IBM Corporation
altmana@us.ibm.com
Mike Bradshaw, Google
mbradshaw@google.com
John Burton, Updata Partners
jburton@updata.com
Matt Calkins, Appian
matthew.calkins@appian.com
Teresa Carlson, Amazon Web Services
teresaca@amazon.com
Ed Casey, Serco, North American Division
ed.casey@serco-na.com
Craig Chason
Pillsbury Winthrop Shaw Pittman LLP
craig.chason@pillsburylaw.com
Steve Cooker, Monster.com
steve.cooker@monster.com
Karen Dahut, Booz Allen Hamilton
dahut_karen@bah.com
Enrico Della Corna, PNC Bank
enrico.dellacorna@pnc.com
Joe Doherty, ACS, A Xerox Company
joe.doherty@acs-inc.com
Nelson Ford, LMI
nford@lmi.org
Alex Gounares, AOL
alex.gounares@teamaol.com
John Hagan
BB&T Capital Markets | Windsor Group
jhagan@bbandtcm.com
Ted Hengst, Harris Corporation
ted.hengst@harris.com
Steve Hills, The Washington Post
hillss@washpost.com
Bob Johnson, Sprint Nextel Corporation
bob.l.johnson@sprint.com
Dan Johnson, General Dynamics IT
s.daniel.johnson@gdit.com
Ray Johnson, Lockheed Martin
ray.o.johnson@lmco.com
Joel Kallett, Clearsight Advisors
jkallett@clearsightadvisors.com
Bruce Klein, Cisco Systems
klein13@cisco.com
Curt Kolcun, Microsoft
curtk@microsoft.com
Jack London, CACI International
jlondon@caci.com
Michael Maiorana, Verizon Wireless
michael.maiorana@verizonwireless.com
Kyle McSlarrow, Comcast Corporation
k_mcslarrow@comcast.com
John Mendonca, KPMG LLP
jmendonca@kpmg.com
Alan Merten, George Mason University
amerten@gmu.edu
Linda Mills
Northrop Grumman Information Systems
linda.mills@ngc.com
Raj Narasimhan, Micron Technology
rnarasimhan@micron.com
Phil Norton, ePlus
pgn@eplus.com
Oscar Osorio, Grant Thornton
oscar.osorio@us.gt.com
Kevin Parker, Deltek
kevinparker@deltek.com
Sterling Phillips, GTSI Corp.
sterling.phillips@gtsi.com
Rob Quartel, NTELX
rquartel@ntelx.com
Rene Salas, Ernst & Young
rene.salas@ey.com
David Schaefer, AH&T Insurance
dschaefer@ahtins.com
Brad Schwartz, Blue Canopy
bschwartz@bluecanopy.com
Kim Shanahan, Korn/Ferry International
kim.shanahan@kornferry.com
Jean Stack, Houlihan Lokey
jstack@hl.com
Charles Steger, Virginia Tech
steger@vt.edu
Pete Stevenson, Latisys
pks@latisys.com
Dennis Stolkey, HP Enterprise Services
dennis.stolkey@hp.com
Sean Stone, Silicon Valley Bank
sstone@svb.com
Todd Stottlemyer, Acentia
todd.stottlemyer@acentia.com
Lydia W. Thomas, Noblis
lthomas@noblis.org
Marta Wilson, Transformation Systems Inc.
mw@transformationsystems.com
John Wood, Telos
john.wood@telos.com
Chairmen Emeriti
John Backus, New Atlantic Ventures
john@navfund.com
Ed Bersoff, ATS Corporation
ebersoff@atsc.com
Kathy Clark
kathy@shearmadness72.com
Mike Daniels, SAIC
michael.a.daniels@saic.com
John C. Lee IV, Lee Technologies
jlee@leetechnologies.com
David Lucien, DCL Associates
david.lucien@comcast.net
Donna Morea, CGI
donna.morea@cgi.com
Sudhakar Shenoy, IMC
shenoy@imc.com
Honorary Members
Jack Dale, Fairfax County Public Schools
jack.dale@fcps.edu
Gerald Gordon
Fairfax County Economic
Development Authority
ggordon@fceda.org
Ellen Harrison, Equal Footing Foundation
eharrison@kpmg.com
Peter Jobse, Center for Innovative Technology
peter.jobse@cit.org
Gary Pan, The Entrepreneur Center @NVTC
gpan@panatech.com
Gary Shapiro, Consumer Electronics Association
gshapiro@ce.org
Senior Advisory
Greg Baroni, Attain
greg.baroni@attain.com
Mark Bisnow, Bisnow on Business
mcb@bisnow.com
Bob Dinkel, Pierce Capital Partners
bdinkel@piercecapitalpartners.com
Mark Frantz, BlueDelta Capital Partners
mark@bluedeltacapitalpartners.com
Deepak Hathiramani, Vistronix
deepak.hathiramani@vistronix.com
Hooks Johnston, Valhalla Partners
hooks@valhallapartners.com
Bob Kahn
Corporation for National Research Initiatives
rkahn@cnri.reston.va.us
Steven Knapp, The George Washington University
sknapp@gwu.edu
Jim LeBlanc, Unity Resources Group
jleblanc@unityresourcesgroup.com
Paul Leslie, Dovel Technologies
paul.leslie@doveltech.com
Paul Lombardi, INpower
pvlombard@aol.com
Lisa Martin, LeapFrog Solutions
lmartin@leapfrogit.com
Warren Martin, Argy, Wiltse & Robinson
wmartin@argy.com
Duffy Mazan, Second Venue LLC
dmazan@mazan.org
George Newstrom, Lee Technologies
gnewstrom@leetechnologies.com
Len Pomata, GITIS
pomatalen@yahoo.com
Gerald Rubin
Janelia Farm Research Campus
of the Howard Hughes Medical Institute
rubing@janelia.hhmi.org
Matthew Shank, Marymount University
mshank@marymount.edu
Mark Stauder, Inova Health System
mark.stauder@inova.org
Bob Templin
Northern Virginia Community College
rtemplin@nvcc.edu
Richard Montoni, MAXIMUS
richardmontoni@maximus.com
Earle Williams
earlew1480@gmail.com
J.D. Myers, Cox Communications
j.d.myers@cox.com
Dendy Young, McLean Capital
dendy.young@mcleancap.com
38 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

N E W M E M B E R S as of 08/31/11
Technology Companies
2WC Solutions LLC
www.2wcsolutions.com
Ace Caliber LLC
www.acecaliber.com
Acentia
www.itsolutions-llc.com
AdvaICT Inc.
www.advaict.com
AgencyQ
www.agencyq.com
AirWatch
www.air-watch.com
Berico Technologies
www.bericotechnologies.com
CompQsoft Inc.
www.compqsoft.com
Congress Merge Inc.
www.congressmerge.com
Diluvian
www.diluvian.com
FiberLight LLC
www.fiberlight.com
G2SF Inc.
www.g2sf.com
Javlin Inc.
www.javlininc.com
LeaseWeb USA Inc.
www.leaseweb.com
Local Computerized Services
www.localcomputerizedservices.com
Metalogix
www.metalogix.com
Monster Government Solutions
www.monster.com
Network Management Inc.
www.networkmgmt.com
Network Strategies Inc.
www.networkstrategies.com
NJVC
www.njvc.com
Pano Logic
www.panologic.com
Perfect Sense Digital
www.perfectsensedigital.com
RDA Corporation
www.rdacorp.com
Stelor LLC
www.stelorllc.com
Stonesoft
www.stonesoft.com
Supplier Solutions Inc.
www.suppliersolutions.com
Tresys Technology
www.tresys.com
Visa Inc.
www.visa.com
VisualCV Inc.
www.visualcv.com
web2expense.com
www.web2expense.com
Xceedium Inc.
www.xeedium.com
Associate Companies
American Operations Corporation
www.aocwins.com
Cherry, Bekaert & Holland LLP
www.cbh.com
Eagle BanCorp Inc.
www.eaglebankcorp.com
eTitle Agency Inc.
www.etitleagency.com
Federal Publications Seminars
www.fedpubseminars.com
HOMES FOR LEADERS REAL ESTATE
www.homesforleaders.com
Marketwire + Sysomos
www.marketwire.com
Pacific Skies Ltd.
www.pacificskies.net
Reed Smith LLP
www.reedsmith.com
Skada Capital
www.skadacapital.com
The Gallagher Law Firm
www.gallagherlawoffices.com
The Hartford Group
www.thehartford.com
The MIL Corporation
www.milcorp.com
Affiliate Companies
Alexandria Chamber of Commerce
www.alexchamber.com
Capitol College
www.capitol-college.edu
Corcoran Gallery of Art and
College Art & Design
www.corcoran.org
ITT Technical Institute
www.itt-tech.edu
Learning Ally
www.learningally.org
Fall 2011 www.nvtc.org THE VOICE OF TECHNOLOGY 39

R E N E W I N G M E M B E R S as of 08/31/11
4Wave Inc.
Access National Bank
AccessibleTech Inc.
Agilex Technologies Inc.
Appian
Apptix
Aristion Inc.
Arlington Economic Development
Aspects Inc.
Attain LLC
Bank of Georgetown
Binary Group
BlackMesh
BlueDelta Capital Partners
British Embassy - UK Trade & Investment
CACI International Inc.
Capital One
CDW
Centennial Computer Corporation
ClearanceJobs.com
CMC Americas Inc.
Columbia Capital
CompuGain Corporation
Contact Solutions Inc.
Corp. for National Research Initiatives
Critical Communications Solutions LLC
CRT/tanaka
CSC
Culpeper County
Cyviz LLC
Danville Economic Development
Data Systems Analysts Inc.
Dixon Hughes Goodman LLP
Ebert & Associates
EcomNets
Edison Venture Fund
EIT LLC
(Electronic Instrumentation and Technology)
Eloqua Limited
Emerging Strategies LLP
Fairfax County Economic
Development Authority
Fitzpatrick, Cella, Harper & Scinto
Gartner
George Mason University
George Washington University
Goodwill of Greater Washington
Greenloons
Howard Hughes Medical Institute
i2 Inc.
Infinit Software Solutions
Inova Health System
Invest Northern Ireland
K12 Inc.
Keane, An NTT Data Company
Educate • Inspire • Serve
ÒWe are celebrating our 16th anniversary this month!
In honor of this celebration, TRAINING SOLUTIONS is offering
15% OFF on all products and services that you purchase
until October 31, 2011!Ó
C. Michael Ferraro, President/CEO of TRAINING SOLUTIONS, Inc.
Make a commitment to positively impact your employees and
your companyÕs success by using our programs and services:
• People skills training. We can facilitate classroom sessions for you or
provide materials for your in-house trainers to include online learning sessions,
facilitator kits, videos, and skills assessments.
• Executive coaching. Our consultants provide confidential and customized
services for all position levels.
• Public funding for training/hiring. We can help you find public funds
and tax incentives for training/hiring in your company through state and federal
opportunities.
Our expanded website provides free assessments, video previews, online session
reviews, and more.
KnowledgeBank
KPMG LLP
Leach Travell Britt pc
LightSquared
Lockton Companies LLC
LTC
Lucid Technics LLC
Marsh & McLennan Companies
Micron Technology Inc
Miklos Systems Inc.
The MITRE Corp.
NeoSystems Corp.
Northern Virginia Transportation Alliance
Northrop Grumman
ODIN Technologies
PC Recycler Inc.
Pillsbury
PRISM Inc.
RANND Advisory Group
Recovery Point Systems
Renomics Corporation
Resources Global Professionals
RHI Executive Search
SecureInfo Corporation
Silicon Valley Bank
Software Aspects Inc.
Sprint
Symantec Corporation
Tata Communications
Tatum LLC
TenPearls
The Chief Storyteller
tw telecom
Unisys
VAFree
Valhalla Partners
Vector Consulting
Verisign
Vertical Applications Inc.
Virginia Biotechnology Association
Virginia International University
Vision Point Systems Inc.
Vistronix Inc.
Vivisimo
Vizual Inc.
Vovici
Vradenburg Foundation
WebApps4Law.com Inc.
WETA-TV & FM
Ph. 703.318.0838 | www.TrainingSolutions.com
40 THE VOICE OF TECHNOLOGY www.nvtc.org Fall 2011

WHAT YOUR BUSINESS
NEEDS. WHATEVER SIZE
YOUR BUSINESS.
Internet. Voice. TV. Ethernet.
Give your business the competitive edge to keep growing without slowing down. Comcast Business Class
has the tools your business needs to help enhance productivity, like scalable Internet and voice service that
can be adjusted to your business’s changing needs. Plus, flexible data solutions like Metro Ethernet can give a
major boost to your bandwidth, without a major boost to your costs.
866-646-6209 | business.comcast.com/nvtc
Restrictions apply. Not available in all areas. Call for details. © 2011 Comcast. All rights reserved.
NPA76472-0092