developing nations offer opportunities for businesses seeking new ...

Winter 2013
THE VOICE
O F T E C H N O L O G Y
Q&A with Sen. Mark Warner
CGI’s George Schindler on
Global Growth
Welz & Weisel Communications’
Evan Weisel
THE
NEW
SILk
ROAd
2013 Techtopia Map
INSIdE
developing
nations offer
opportunities
for businesses
seeking new
markets.
N O R T H E R N V I R G I N I A T E C H N O L O G Y C O U N C I L

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26 24
T H E V O I C E O F T E C H N O L O G Y
Winter 2013
F E A T U R E S
16 The New Silk Road
Developing nations offer opportunities for businesses
seeking new markets, and Virginia has the resources needed
to help smaller tech companies make global connections.
By Mark Toner
24 2013 Techtopia Map
Celebrating the region’s innovative technology companies.
26 Q&A with Sen. Mark Warner
Sen. Mark Warner discusses international competitiveness
and innovation, immigration and the talent market,
financing startups with crowdfunding, and the future of
federal government spending in the face of sequestration.
By Allison Gilmore
34 Strategic Knowledge Arbitrage
and Serendipity in Action
In today’s globalizing and hypercompetitive marketplace,
knowledge and learning are the only capabilities that can
provide sustained competitive advantage. This article
briefly explores how, why and when strategic knowledge
arbitrage and serendipity serve as decision and action
triggers, and implications for the private and public sectors.
By Dr. Elias G. Carayannis
D E P A R T M E N T S
42
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 From the Trenches
Updates and achievements of nVTC entrepreneurs and
startup members.
14 Gartner Insights
nVTC’s research provider offers current research on emerging
trends and technologies.
15 Meet the Committees
Learn about nVTC’s committees and the networking and
professional development opportunities they offer members.
36 Progress
Updates from the Equal Footing Foundation and
The Entrepreneur Center @nVTC.
I N E V E R Y I S S U E
40 Up Close & Personal
42 NVTC Snapshot
44 Board of Directors
45 2012 – 2013 Business and Media Partners
46 New Members
44 Renewing Members
EXECUTIVE STAFF
THE VOICE OF TECHNOLOGY 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
To view a complete list of Northern Virginia
Technology Council staff members and their contact
information, please visit: www.nvtc.org/about/contact.php
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 / Copy Editor
jbrown@nvtc.org
Michele Weatherly
Advertising Director
mweatherly@nvtc.org
For information about advertising opportunities in The Voice of Technology,
contact Michele Weatherly at 703-904-7878 or advertising@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 2013 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 members 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
Investing in Growth
By Bobbie Kilberg
As Virginia’s General Assembly begins
a new session this January, it
is crucial that policymakers continue
Virginia’s commitment to
fostering entrepreneurship, research and
commercialization, in part by maintaining
current funding levels for the CIT GAP
Funds program that enables the formation
and establishment of new high-growth
technology companies and university
spin-outs across the Commonwealth and
the Commonwealth Research Commercialization
Fund (CRCF). Stable funding
for these important programs is vital to
efforts to grow new technology businesses
across the Commonwealth and to provide
predictability and certainty to Virginia’s
innovation community.
NVTC also encourages policymakers
to boost funding for Virginia’s angel
investor tax credit for investors in earlystage
Virginia businesses. Demand for
this tax credit is growing and the program
is currently oversubscribed, which
indicates that the credit is succeeding in
cultivating and diversifying Virginia’s
technology economy. We believe it is critical
to align funding for the tax credit with
demand to ensure current and future investors
receive the value of the incentive
they are expecting.
Now is also the time for renewed effort
on diversifying our state-level economy.
Building on our previous successful investments,
Virginia must focus on creating
opportunities in sectors primed for
growth, such as cybersecurity, big data,
data centers and e-health initiatives.
Cybersecurity presents a unique opportunity
for Virginia companies. Total federal
spending on cybersecurity is set to grow
at almost 9 percent a year over the next
five years and private sector commercial
demand for cybersecurity products and
services is strong and expanding. In order
to capitalize on this opportunity, NVTC is
proposing that Gov. Bob McDonnell leverage
the Federal Action Contingency Trust
(FACT) Fund, which was created in 2011
to help prepare the Commonwealth for
federal spending cuts, to underwrite two
initiatives to propel the Commonwealth to
leadership in cybersecurity.
First, we are advocating funding to
launch a cybersecurity accelerator at the
Center for Innovative Technology (CIT)
that will focus exclusively on cybersecurity
company creation to add to Virginia’s
cyber assets and capabilities. Second,
we are seeking dedicated funding in
the CRCF specifically to support multiuniversity
and industry research projects
focused on developing new cybersecurity
solutions while cultivating a pipeline of
graduates with advanced degrees in this
critical field.
As Virginia faces significant economic
and budget challenges, and global
competition for jobs and new businesses
continues to accelerate, smart economic
development investments are more important
than ever. By investing in cybersecurity
and other growth sectors, such
as big data, data centers and e-health
initiatives, Virginia will be better able to
weather impending federal spending reductions
while also increasing Virginia
companies’ competitiveness and opening
new markets in the future. nvtc
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 3

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p e r S p e C t i V e S
A World of Opportunity
By George Schindler
Economic analysts and governments continue
to predict a hesitant and uneven
recovery of the global economy over the
next few years. Recently, the Organization
for Economic Cooperation and Development
(OECD), which has tracked economic
progress and world trade for more than 50
years, projected global GDP growth for 2013
to stagnate at 1.4 percent before increasing
slightly to 2.3 percent for 2014.
With analysis like this, business leaders
may wonder about the value of global expansion
in the short term. At CGI, we have taken
a long-term view and are bullish on the opportunities,
having completed a $2.7 billion
acquisition of a major European IT provider,
Logica, in August. This merger transformed
us into a $10.4 billion global company, with
72,000 professionals in 40 countries.
Over the past few months, we have been on
the front lines of what it means to diversify globally
in today’s economy. This has enabled us to
capture the following insights from conversations
with clients, employees and shareholders.
Scale can have a multiplying effect
To be considered a global player — and to qualify
for clients’ preferred vendor lists — scale is
the price of entry. Complex global clients want
industry partners who look and operate more
like they do, including having a footprint in
their major business geographies and bringing
a broad set of solutions and ideas to the table.
This common ground helps create a match between
the two cultures and enables clients to
get more value from a smaller number of qualified
vendors, which is easier to manage.
Prior to our acquisition, Logica and CGI
served similar clients — but regionally, in Europe
and North America, respectively. Post-acquisition,
we have seen a common theme repeat
itself as our clients consolidate their vendors
and now look to CGI to serve them globally.
Client-focused expansion drives
stronger results
Given the economic outlook over the next few
years, investing in an emerging geography or
industry sector will drive greater results if it’s
in line with how clients are globalizing. While
each client will expand according to its own
growth strategy, industry partners can create
their own growth opportunities by recognizing
the patterns, investing in the right areas and responding
with value-added services. A perfect
example of this is in the health care market.
Industry shifts in health care consumerism
are changing how established global
health care organizations need to do business.
As their business models expand from a primary
focus on business-to-business to now
include business-to-consumer, organizations
want to move faster and become more nimble.
These health care market shifts are affecting
governments and industry and we are seeing
a broad range of opportunities in technology,
consulting and outsourcing.
Global growth requires a company’s
ability and willingness to change
The paradox of driving a growth agenda in
a tough economic environment requires that
companies have both the ability to transform
themselves as well as the willingness to make
the shift. Now is a good time to re-examine
how agile your organizational model enables
you to be; whether your people have the skills
needed to bring global perspectives to your
company and clients; and how easy (or hard)
it is for clients to do business with your company
on a global scale. These levers enable the
ability to change but business leaders must
still be willing to make the trade-offs and
smart investments needed to gain advantage
and meet growth goals. nvtc
“Investing in an emerging
geography or industry
sector will drive greater
results if it’s in line
with how clients are
globalizing.”
George Schindler is president of CGI
U.S. and an NVTC Board member.
He leads CGI’s U.S. business,
which includes the government,
health care, banking, insurance,
telecommunications, utilities
and manufacturing, and retail
and distribution industry sectors.
Schindler is also a member of CGI’s
executive committee, which helps
develop and execute the company’s
global strategy.
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 5

Congratulations to
all Government
Contractor CTO
Innovator Awards
finalists:
M E M B E R A N D C O U N C I L N E W S
pOlITICO Editor-in-Chief John Harris
addressing the technology community at
TechCelebration. q
SmAll COmpAny FInAlISTS:
Michael King
Halfaker and Associates
William Maguire
IntelliDyne
Branko Primetica
eGlobalTech
Brian Stygar
Kore Federal (winner)
lArGe COmpAny FInAlISTS:
Michael Brown
comScore
Yogesh Khanna
cSc (winner)
Jason O’Connor
Lockheed Martin IS&GS
Vishal Sikka
SAp
p 2012 Government Contractor
CTO Innovator Awards winners:
Brian Stygar of Kore Federal and
Yogesh Khanna of CSC.
p Donation presentation to the Equal
Footing Foundation. Featured (l-R):
D’Agostino, Weisel, pittman, Harrison, nvTC
president and CEO Bobbie Kilberg, and nvTC
Chair Brad Antle of Salient Federal Solutions.
nvTC names Winners of the
2012 CTO Innovator Awards and
pOlITICO Editor-in-Chief John
Harris Keynotes TechCelebration
On Nov. 12, Nvtc’s techcelebration lived up to its reputation as the networking event of the
year as members of the Northern virginia technology community joined virginia state officials
and federal and state legislators for an extraordinary evening. the event featured a keynote
speech by pOliticO Editor-in-chief and co-Founder John Harris, introduced by Elaine Marion,
cFO of eplus, and included check presentations to the Equal Footing Foundation (EFF),
Nvtc’s charitable arm.
During his remarks, Harris provided an analysis of the recent elections and discussed the implications
of the new power landscape for president Obama and congress. He also shared his
thoughts on the impending “fiscal cliff” and provided insights on how the election outcome and
leadership changes will affect technology businesses in our region, including impending policy
debates on immigration, cybersecurity, telecommunications and online privacy.
Also during the program, EFF chair Ellen Harrison highlighted some of EFF’s programs
and Nvtc presented two donations to the Foundation. Nvtc Golf committee chair Brent
D’Agostino of AH&t insurance presented a $41,000 donation raised at this year’s tournament
in October. Nvtc Board Member Evan Weisel and christy pittman of Welz & Weisel communications,
organizers of the Run! Geek! Run! 8k, presented a $21,000 donation raised from this
year’s race in September. During the event, attendees participated in a raffle to win either four
tickets to the 2013 At&t National Golf tournament or a one-night stay (up to four rooms) at
the club at creighton Farms with unlimited golf for four people! the raffle raised an additional
$4,800 for the EFF.
in addition, Sherry covell, vice president of intel programs at Harris it Services, honored the
finalists and announced the winners of the 2012 Nvtc / Washington technology Government
contractor ctO innovator Awards. these awards recognize chief technology officers within the
region’s government contracting community for their critical contributions to achieving results
for their customers and their leadership within their own companies.
this year’s small company winner is Brian Stygar, ctO of Kore Federal, and large company
winner is Yogesh Khanna, vice president and ctO for cSc’s
North American public Sector.
6 THE VOICE OF TECHNOLOGY www.nvtc.org WINTER 2013

t saic’s John Jumper addressing more
than 600 attendees during a fireside
chat with nvTc chair Brad antle at the
september Titans event.
CIT Dedicates
Auditorium in
Memory of Former
NVTC Chair
Dan Bannister
saic’s John Jumper Talks Government
contracting, sequestration and
cybersecurity at Titans Breakfast
On Sept. 27, more than 600 attendees gathered
at The Ritz-Carlton, Tysons Corner for the
first nvTC Titans breakfast of the 2012–2013
series. The event featured SaiC Chair of the
Board and CeO John Jumper, who discussed
government contracting, sequestration and cybersecurity
in a fireside chat with nvTC Chair
Brad antle of Salient Federal Solutions.
During the event, Jumper addressed SaiC’s
recently announced plan to separate into two
independent, publicly traded companies, saying
the split will allow each company to grow
by lowering overhead and increasing competitiveness,
eliminating organizational conflicts
of interest and providing greater market alignment.
Regarding impending decisions regarding
location and names for the new companies,
Jumper stated “it’s safe to say that we’ll be very
close to where we are right now.”
On the topic of sequestration, Jumper expressed
his belief that Congress will find a way
to delay the automatic cuts, which he explained
would make many government programs “unexecutable.”
To prepare for sequestration, he
believes companies should get their costs under
control and explained that SaiC would comply
with the waRn act, while attempting not to be
disruptive to employees and customers.
Describing technology as “a core competency”
of our nation, Jumper expressed concern
that government budget cuts would jeopardize
fragile technologies used by the military in the
field and hurt future investments in research
and development.
when discussing SaiC’s small business
development efforts, Jumper urged small businesses
interested in teaming with SaiC or other
big companies to contact them early in the
process and clearly explain their core competencies,
since teams are often formed months
before the RFp is released.
Jumper also addressed cybersecurity, warning
the commercial sector that waiting for a
cataclysmic event before focusing on cyber
threats is dangerous because “if you are worth
somebody’s attention, they’re already there.”
Rather than “playing goalie” against cyber
threats, companies must manage their security
in a cyber world.
The morning ended with a lively questionand-answer
session during which Jumper discussed
sequestration’s potential impacts on
recruiting and retaining top talent as well as
U.S. foreign strategy, particularly in asia. He
explained that the new environment caused
by budget cuts requires a shift in focus from
building new platforms to a capabilities-based
process in which the government should break
down barriers and network all available wisdom
to be more effective.
Jumper also shared that SaiC has signed
up to participate in the Commonwealth STem
industry internship program, which connects
college and university students majoring in
science, engineering, technology and math
(STem) related fields with virginia companies
offering internships.
nvTc Board Member anne altman
Wins Heroines in Technology
Lifetime achievement award
Congratulations to nvTC Board member
anne altman, general manager, Global public
Sector, iBm, for winning the Lifetime achievement
Heroine award. altman was nominated
by nvTC Board member marta wilson of
Transformation Systems inc. and honored at
the 12th annual Heroines in Technology event
on nov. 9.
Since 2001, the Heroines in Technology program
has recognized and honored women who
have devoted their time, energy and resources
to help our community. Former nvTC Board
members to earn the Lifetime achievement
award include: Teresa Carlson of amazon web
Services (2010), Lydia Thomas of noblis (2007),
former Board member april Young of Hercules
Technology (2006), and nvTC president and
CeO Bobbie Kilberg (2004). marta wilson was
awarded the Corporate Heroine award in 2011.
On Sept. 20, the Center for Innovative
Technology (CIT) and
nvTC hosted a celebration to
recognize technology community
leadership and to honor nvTC
Chairman Emeritus and Founding
Chair of the nvTC Foundation
(now known as the Equal Footing
Foundation) Dan Bannister,
who passed away March 12, 2011.
Bannister served as CIT chair from
2008 to 2011. During the event,
CIT dedicated the Daniel R. Bannister
Auditorium at the CIT Building
in Herndon, va., in recognition
of his many contributions to the
technology community.
The event included remarks
from technology industry and
policy leaders who shared their
remembrances of Bannister and
his impact on the region. CIT
President and CEO and nvTC
Board Member Pete Jobse led the
tribute, which included heartfelt
remarks by nvTC Chair Brad
Antle of Salient Federal Solutions,
virginia Lt. Gov. Bill Bolling,
virginia Secretary of Technology
Jim Duffey, nvTC President and
CEO Bobbie Kilberg and current
CIT Chair and Former nvTC Chair
Dave Lucien of DCL Associates.
The event also included
remarks from Bannister’s daughter,
vickie Pasterak, and a video
tribute to Bannister, whose vision
and commitment to the region’s
technology business community,
extraordinary leadership and
philanthropic accomplishments
helped turn a fledgling local
technology community into the
cohesive and powerful force our
region boasts today. His effect on
virginia’s technology industry will
be felt for years to come.
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 7

Northern Virginia
Community College
Receives U.S.
Department of Labor
Grant to Lead STEM
Workforce Initiative
M E M B E r A N D C O U N C I L N E w S
t Blackboard’s Michael chasen addressing
members of the technology community at
the november titans event.
nvtc Board member organization
northern virginia community
college (nova) received a
$12.3 million grant from the U.S.
Department of Labor to lead,
through its credential to careers
program, a consortium with six
other colleges to develop new,
employer-driven career pathways
in science, technology,
engineering and math (Stem).
U.S. Secretary of Labor Hilda
Solis toured northern virginia
Family Services’ training Futures
facility in mcLean, va., on Sept. 27
to highlight the grant, which
will be administered by the U.S.
Department of Labor in coordination
with the U.S. Department
of education. training Futures is
a nonprofit community-based
partner of nova.
the grants are part of the
trade adjustment assistance
(taa) community college and
career training initiative, which
promotes skills development
and employment opportunities
in fields such as advanced
manufacturing, transportation
and health care, as well as Stem
careers through partnerships
between training providers and
local employers.
In this three-year effort, the
consortium will develop the capacity
of participating community
colleges to deliver Stem education
and career training programs
to taa-eligible workers and will
enhance, expand and create replicable
best-in-class practices and
strategies designed to prepare
taa-eligible workers and others
for high-wage, high-skill jobs and
credentials in Stem industries.
Blackboard President and ceo
Michael chasen Shares Lessons from
Starting and Growing a company at
nvtc titans Breakfast
On Nov. 15, members of the technology community
gathered at The Ritz-Carlton, Tysons
Corner for an NvTC Titans breakfast featuring
Blackboard President and CeO Michael
Chasen. During the event, Chasen, who
stepped down as Blackboard’s CeO at the
end of 2012, shared five lessons he learned
from starting a company and growing it to
$1.7 billion in 15 years.
Lesson one, according to Chasen, is to focus
on the business, and not on the office. Chasen
asserted that it’s more important to focus on
your business model, hiring the right staff and
growing your company, rather than spending
time and money on office aesthetics, adding
that he stole six chairs from kPMg Consulting
when he left to start Blackboard.
Chasen’s second lesson is to constantly
share your vision, which coincides with lesson
three: network the network. Chasen added that
he attended many meetings and business plan
competitions in Blackboard’s early days to get
the company’s name out and to meet potential
partners and investors. He shared his belief
that opportunities can be found in unlikely
places, since “networking the network” in this
way led Blackboard to its first angel investor.
Lesson four is to always seek advice but, at
the same time, be an expert in your business.
Chasen added that you must hire people in the
management team with expertise, know your
business model and stay true to the company’s
vision to drive the company forward.
Tying back to lesson one, Chasen’s lesson
five is that your business model has to make
money. He shared stories of competitors who
weren’t charging clients for their services and
ultimately failed. Blackboard succeeded, however,
because its business model supports itself
and can grow and scale up.
Referring to the five lessons, Chasen argued
how “important it is to be active in the community.”
Chasen thanked those in the region’s
technology community who helped Blackboard
along the way and called them the differentiators
that led to the company’s success.
The morning ended with a lively questionand-answer
session during which Chasen addressed
his plan to be active in the technology
and entrepreneur community following his retirement
from Blackboard and shared his tips
for aspiring entrepreneurs.
Washington Business Journal
Recognizes nvtc Members as
Women Who Mean Business
NvTC Board member Lisa Martin of LeapFrog
Solutions Inc., Robin Portman of Board member
company Booz Allen Hamilton and Lisa
Brown of member company Raytheon Trusted
Computer Solutions were among 25 honorees
recognized as Women Who Mean Business by
the Washington Business Journal on Nov. 15.
The awards program recognizes the region’s
most influential business women, who are
leading and building strong companies and organizations,
while also demonstrating a commitment
to giving back to their communities.
Congratulations to all honorees!
Salient Federal Solutions Finalizes
Acquisition of LiSt innovative
Solutions inc.
On Nov. 13, NvTC Board member company
Salient Federal Solutions acquired Herndonbased
LIST Innovative Solutions Inc., which
provides end-to-end application software solutions
to the federal government. LIST expands
Salient’s prime federal software/application
development contracts to more than 90 percent
of its contracts base. Congratulations to
NvTC Chair and Salient President and CeO
Brad Antle on the acquisition.
8 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

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Virginia Introduces
Statewide
Innovation
Partnership with
U.S. Department of
Commerce
On Sept. 19, the U.S. Department
of Commerce announced $1
million in grant funding for the
Virginia Innovation Partnership
(VIP) through the administration’s
i6 Challenge. VIP, administered
jointly by nVtC Board
member institutions the University
of Virginia and Virginia
tech as well as SrI International,
brings together universities,
community colleges, corporations,
investment capital and
other resources to create
Virginia-based startup companies,
attract established corporations
to invest in Virginia and
enhance the licensing potential
for technologies.
VIP will receive $1 million in
federal funding over two years as
part of the i6 Challenge, with additional
matching funds provided by
corporate participants, university
partners and other entities. VIP
will invest $800,000 in 20 proofof-concept
projects each year,
each at the $40,000 to $80,000
level. Following a statewide call for
proposals, an experienced review
board will select the most promising
projects for funding.
VIP will also provide project
teams with a rich network of
mentors to assist them in developing
new businesses around
their discoveries. In addition,
the partnership will hold an
annual venture capital event for
project teams.
In addition to U.Va. and
Virginia tech, current partners
include nVtC Board members
George Mason University and
northern Virginia Community
College, and nVtC member Virginia
Commonwealth University.
M E M B E r A N D C O U N C I L N E w S
nvtc chair Brad Antle Shares
Experience and Business Insights at
Lunch & Learn Event
On Oct. 15, nvtc hosted a Lunch & Learn
event with nvtc chair Brad Antle, president
and ceO of Salient Federal Solutions. At this
event, a targeted group of 20 c-level executives
from nvtc small business members had the
unique opportunity to network with their colleagues
and learn from Antle’s diverse experience
as a leader in information technology solutions
companies.
p nvtc chair Brad Antle sharing his
experience with c-level executives from nvtc
small business members at Lunch & Learn.
During the intimate roundtable discussion,
Antle stressed the importance of an entrepreneurial
company culture, having a clear
business plan and policies for your organization,
positioning your company as unique, and
keeping abreast of industry trends. He urged
ceOs to build strong networks and relationships
with colleagues, and to take advantage of
strong leaders within the company. Antle also
shared his experience with acquisitions and
investing in business development.
For more information about future Lunch
& Learn events, please contact nvtc Director
of Member Relations and committees Ann
corcoran at acorcoran@nvtc.org.
nvtc Board and Member companies
Recognized for veteran Recruiting
eleven nvtc Board member companies and
14 nvtc member companies were named to
the G.I. Jobs 2013 top 100 Military Friendly
employers list. Selection criteria includes the
strength of company military recruiting efforts,
the percentage of new hires with prior
military service, company policies toward national
Guard and reserve service, and military
spouse programs and policies.
the 11 Board companies and their ranks are:
Deloitte (3), Booz Allen Hamilton (4), cAcI International
Inc. (17), HP (18), northrop Grumman
corporation (26), SAIc (54), Lockheed
Martin corporation (55), cSc (61), Harris corporation
(76), Amazon.com Inc. (89), parent of
nvtc Board company Amazon Web Services,
and Microsoft (99).
congratulations to the following nvtc
member companies that also made the list: verizon
communications (15), Dominion (22),
cDW (23), JPMorgan chase & co. (27), URS
Federal Services (29), At&t (30), BAe Systems
(46), Pricewaterhousecoopers (50), travelers
Insurance (52), capital One (62), Intuit Inc.
(81), tASc (84), exelis Inc. (85) and the Hartford
Group (90).
nvtc Board Members Attend
White House Business council
Roundtables
On nov. 29, nvtc President and ceO Bobbie
Kilberg and other business executives attended
a three-hour White House Business council
roundtable on the budget, deficit reduction
and the “fiscal cliff.” the meeting involved
presentations and discussion with council of
economic Advisors chairman Alan Krueger,
OMB executive Associate Director Bob
Gordon, Presidential Senior Advisor valerie
Jarrett, Business council executive Director
Ari Matusiak and Deputy Director Patrick
Hidalgo. After the initial roundtable, White
House advisors conducted smaller breakout
sessions on immigration, innovation and
health care.
nvtc chair Brad Antle of Salient Federal
Solutions, nvtc vice chair Sudhakar
Kesavan of IcF International and nvtc
Board member George Schindler of cGI
attended a similar White House roundtable
on Monday, Dec. 3. the meeting included
remarks by Krueger, Matusiak, Hildago and
Ben Page, advisor to the OMB director. After
the initial roundtable, smaller break-out
sessions took place on the fiscal cliff, trade
and exports, health care and innovation.
nvtc treasurer Robin Lineberger of Deloitte
and nvtc Board member nelson Ford of
LMI attended an additional roundtable on
Dec. 6 with other senior White House and
administration officials.
10 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

NVTC Awarded 2012 Excellence
in Virginia Government Award for
Public Information
On Dec. 7, nvtc was honored with an Excellence
in virginia Government Award at a
ceremony in Richmond, va. the Excellence in
virginia Government Awards are presented
by virginia commonwealth University’s L.
Douglas Wilder School of Government and
Public Affairs to celebrate the accomplishments
of virginians who have made distinctive
contributions to the practice of government
and to the well-being of virginia’s
communities and citizens.
nvtc received the Public Information
Award in recognition of its efforts to educate
nvtc members and the public on issues crucial
to technology. In accepting the award, nvtc
vice President of Policy Josh Levi thanked
nvtc’s members for supporting nvtc’s efforts
to demonstrate and advocate for the transformative
nature of technology in expanding
citizen access to and awareness of the political
process and the impact of laws and policies on
individuals, businesses and communities.
p NVTC VP of Policy Josh Levi, NVTC President
and CEO Bobbie Kilberg, former Senior Policy
Advisor to Gov. mcdonnell Eric Finkbeiner,
Wilder School director Niraj Verma and former
Gov. L. douglas Wilder.
NVTC Supports STEm Jobs
Legislation to Promote Innovation,
Investment and Research
nvtc has joined a coalition of more than 100
technology councils, chambers of commerce,
industry associations, and other organizations
and companies nationwide to support the
StEm Jobs Act of 2012 (hR 6429), which the
U.S. house of Representatives passed on nov.
30 with bipartisan support. the Act will amend
the Immigration and nationality Act to make
up to 55,000 visas available to qualified immigrants
to promote innovation, investment and
research in the United States.
For the commonwealth, this means students
who come to America seeking advanced
degrees from virginia’s world-class universities
will have the opportunity to stay here and contribute
to our economy. For example, in virginia
40 percent of 2009 science, technology,
engineering and mathematics (StEm) graduates
were foreign students. current immigration
rules prevent these StEm graduates from
making the commonwealth their home.
NVTC members Named to
Washington Business Journal Power
100 List
On nov. 30, Washington Business Journal published
the Power 100, a list of the region’s most
powerful business leaders, including 27 executives
from nvtc member companies and academic
institutions.
congratulations to nvtc President and
cEO Bobbie Kilberg, nvtc vice chair todd
Stottlemyer of Acentia, nvtc chairman
Emeritus John Lee of Lee technologies, and
nvtc Board members Steven Knapp of the
George Washington University and Dr. Bob
templin of northern virginia community
college for their recognition on the Power 100.
Also honored were several representatives of
nvtc Board member companies: Wes Bush of
northrop Grumman, Don Graham of Washington
Post co., mike harreld of Pnc Bank, marillyn
hewson of Lockheed martin, Phebe novakovic
of General Dynamics, Dr. Ralph Shrader
of Booz Allen hamilton, Knox Singleton of
Inova health System, Bob Stevens of Lockheed
martin and Gary tabach of Deloitte.
In addition, the following individuals from
nvtc member companies/organizations were
honored: Jonathan Aberman of Amplifier ventures
and nvtc member Founderscorps,
Steve case of Revolution, michael chasen of
Blackboard, mike clarke of Access national
Bank, Bernard clineburg of cardinal Financial,
Jim Dinegar of Greater Washington Board
of trade, Jim Dyke of mcGuireWoods, Richard
Fairbank of capital One Financial, Linda
hudson of BAE Systems, Barbara Lang of D.c.
chamber of commerce, mike Lincoln of cooley,
Ron Paul of Eagle Bancorp. and Don Rainey
of Grotech ventures. nvtc
NVTC Board
Members
Appointed to the
Innovation and
Entrepreneurship
Investment
Authority (IEIA)
On Nov. 16, Gov. Bob McDonnell
announced appointments to
the Innovation and Entrepreneurship
Investment Authority
(IEIA). Congratulations to NvtC
Board members teresa Sullivan,
president of University of virginia,
on her appointment to the
authority, and Dr. Charles Steger,
president of virginia tech, who
was reappointed to the IEIA.
the IEIA, which oversees CIt,
promotes the economic development
of the Commonwealth by
attracting and retaining hightechnology
jobs and businesses
in virginia. NvtC Board member
and former NvtC Chair David
Lucien of DCL Associates serves
as chair of the IEIA board.
upCoMINg
NVTC
EVENTs
February 5, 2013
titans Series
Featuring
Sean O’Keefe
Chairman and CEO
EAdS North America
March 6, 2013
Destination innovation
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 11

From the Trenches:
Updates and achievements of NVTC entrepreneurs and startup members
My Takeaways from nvTc’s FastTrac® Techventure Program
By Pauline Weger, CEO and Co-Founder, Signature thinkers
This fall, I was one of 13 entrepreneurs participating in FastTrac® TechVenture, created by the Kauffman Foundation and hosted
locally by The Entrepreneur Center @NVTC. Together, we were immersed in what it takes to bring a concept and a business to life.
The FastTrac program provided a thoughtful, strategic approach to building a business that creates value. It left me with greater
access to leaders across our region that have built and sold companies, bootstrapped and secured angel or VC funding, or taken companies
public. These leaders include serial entrepreneurs, legal advisors, marketing pros and financial phenoms. And, I’m tapped into a community
of entrepreneurs who, like myself, have an idea … and a passion to pursue it.
I already miss my Tuesday nights at class. In particular, I miss the great discussions and direct feedback that challenged my
thinking. As I think about my experience in FastTrac, a few observations come to mind:
Coaches. Presenters. Peers. And, a program.
Some people prefer to learn at their own pace … with online
tools or through a book. For me, the value of FastTrac was
working directly on my business, alongside peers, coaches, experienced
professionals and seasoned entrepreneurs.
The fact is, I did make progress from week-to-week. It’s largely
because the impressively credentialed and truly committed
coaches are catalysts. They sparked new thinking and opened
doors to great contacts. They helped me get a grip on the challenges
I’ll face if I really do want people and organizations to put
dollars behind my idea and me. Bottom line … 10 weeks really
can make a difference when you’re surrounded by smart people
who are solving interesting problems.
Be ready to pivot.
By the end of class two, I realized that building a sustainable business
model would require a shift in my thinking. That single realization
was well worth the price of admission.
On the back of a cocktail napkin.
At graduation, I got great advice from an area professor who was also
a coach. He wrote a few very wise words on the back of a cocktail
napkin. I’m saving that napkin. It’s a reminder that the thinking behind
businesses often does take shape on a five-by-five square.
Find the “Kristins.”
Throughout the entrepreneurs’ ecosystem, there are great advocates.
In our case, we had Entrepreneur Center Director Kristin
D’Amore. She brought a program on paper to life and helped me
make important connections beyond the class. Dedicated people
are creating a culture in our region that nurtures ideas and
grooms entrepreneurs. They’re important to find.
Creating value.
Topping my list as one of the most valuable FastTrac sessions
was a presentation by a successful investor who has helped many
companies grow. The collective return on his investments was
eye-popping. But, beyond that, it was his approach and style that
caught my attention. He stayed true to what he knew and believed.
He was calm, centered and purposeful, which guided his
decisions around the kinds of companies and leaders to which he
committed his talents and money.
Ask.
I’ve learned to ask. With each entrepreneur being at various stages
— from a trace of an idea to securing that next stage of funding
— there were so many things to learn. I became more comfortable
asking for specifics. I needed to ground my thinking in details.
And, listen.
I can’t think of any trait more important than the ability to listen
and take advice.
Pauline Weger is the CEO of Signature thinkers and a fall 2012
graduate of NVTC’s FastTrac TechVenture program. She leads an
experienced team with expertise in thought leadership, branding
and marketing. They help businesses grow, leaders become thought
leaders, government agencies achieve their missions and nonprofits
thrive. Their approach is framed by research, shaped by analytics
and powered by technology. Email: pweger@signaturethinkers.com
Twitter: @Visible_Expert
Micronic Technologies Competes at the Mid-Atlantic Cleantech
Open Global Forum
In October, NVTC member company Micronic Technologies was
selected as the 2012 regional finalist of the Mid-Atlantic Cleantech
Open, out of 17 teams of innovative cleantech entrepreneurs.
As a regional finalist, Micronic Technologies received a “Startup
in a Box” package with cash and donated services worth $20,000,
and advanced to exhibit and compete at the Cleantech Open
Global Forum in California, in November. At the forum, Micronic
pitched to venture capitalists and competed in the finals for eight
judges from the VC community.
12 THE vOIcE OF TEcHnOLOGY www.nvtc.org wInTEr 2013
Micronic Technologies develops energy-saving technologies
that improve clean water access. Its prototype facilities are in
Sterling, Va., and corporate offices in Herndon, Va. The company
is a spring 2012 graduate of The Entrepreneur Center @NVTC’s
FastTrac® TechVenture program, showcased its technology at
Destination Innovation in May 2012, and presented its business
concepts on Nov. 29 at Entrepreneur Spotlight.
“Without NVTC’s training and extensive networking opportunities,”
said Karen Sorber, CEO of Micronic Technologies, “this
past year likely would have taken a much slower track.”

Make Your Move to
Library of Congress,
National Audio-Visual Conservation Center
Terremark Worldwide, Inc.’s
NAP of the Capital Region
Northern Virginia Technology Country
Whether you’re starting-up, expanding, consolidating,
relocating or looking for the ideal back-up site,
it’s time to discover Northern Virginia’s southern
charm... Culpeper. Just about an hour south of the Beltway, our
genuine blend of technology, talent and quality of life has made
Culpeper the location of choice for leading tech firms including:
• Terremark Worldwide, Inc.’s NAP of the Capital Region,
• Library of Congress, National Audio-Visual Conservation Center,
• FiberLight, LLC,
• Euro-Composites, Inc.
All supported by the Daniel Technology Center of Germanna
Community College.
What’s more, in Culpeper you’ll find the advantages you need
to keep your business on the path to success:
• a skilled and educated workforce
• exceptional real estate values
• abundant and reliable power
• robust fiber optics
• an outstanding quality of life
Discover a place where light-speed business and star-filled
skies coexist beautifully… Culpeper, Virginia. For your FREE
Culpeper Business Guide, call 1-800-793-0631 or visit
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(540) 727-3410 • Fax: (540) 727-3448
Email: csachs@culpepercounty.gov

Gartner Predicts 2013: Emerging Markets
Capitalizing on Top IT Trends
Note: This article is an excerpt from the Gartner report with the same title published November 2012.
Given the ongoing depressed economic climate in
most mature markets, many technology and service
providers are turning to emerging markets to seize
growth opportunities. New market opportunities
keep arising in emerging markets, suggesting a permanent review
of strategies by technology and service providers.
Our emerging market IT predictions this year touch on adoption,
innovation, personal cloud and online retail. The central
element is transformation in these markets by the deployment of
technology and the rising market opportunities for technology
and service providers. Another underlying element is the need
for technology and service providers to develop monetization
strategies tailored to these top emerging markets, particularly
while deploying goods and services for smart city initiatives, and
while deploying online shopping for IT products.
For technology and service providers exploring smart city opportunities,
we offer this definition. A city supports the needs of
the people living and working within its urban environment and
of the wider economy. People need many things: employment,
health services, entertainment, security, transport facilities,
food, water, electrical power and so on. The key to a smart city
is the integration of functions that cross the boundaries between
traditional areas of responsibility. Efficient, often real-time integration
requires technology.
Emerging Markets: Gartner Strategic
Planning Assumptions
The Strategic Planning Assumption (SPA) is our best answer
to a key issue at a given point in time, and includes a concise
positioning statement and time frame. In this way, we attempt
to address questions long before the answers are obvious,
providing early advice so our clients can plan and strategize.
These are our SPAs for emerging markets.
• By 2016, top cities in Brazil, Russia, India, Mexico and
China (BRIMC) will adopt the smart city information
and communication technology (ICT) concept as a
guide for planning and executing development.
• By 2016, more than 15 percent of consumers’ digital
content will be stored in the cloud in emerging markets.
By 2017, that number will grow to 20 percent.
• By 2016, the local customer service providers (CSPs)
and device vendors combined will have more than
a 60 percent share of the personal cloud market in
emerging markets.
• By 2015, at least 25 percent of vendors’ device sales
will come from in-country online retailers in the
BRIMC countries.
Recommendations
• Based on successful implementations elsewhere, inform
officials in BRIMC countries about the concept of
smart cities and how it will become fundamental in the
development process and the organization of work around
their vertical markets.
• CIOs in emerging markets should develop explicit bring
your own device (ByOd) policies on hardware and
platform types.
• CSPs should invest in providing ubiquitous data
connections in emerging markets.
• Cloud storage providers should initially tie up with mobile
device vendors and CSPs with strong brands in order to gain
a foothold, and then focus on building their own brands.
Do you need assistance and market insight information as you
look to seize opportunities in emerging markets?
Call Gartner at 1-800-213-4848 or visit us at www.gartner.com.
• By 2016, the next major ecosystem for consumer
electronics (smartphones and tablets) will evolve in
an emerging market.
14 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

q
m e e t t H e C O m m i t t e e s
International
The
commITTee
Committee
Leadership
Chair
The nvtc International committee
facilitates international targeted
business opportunities for members
through meetings with industry leaders,
discussions of relevant global issues and programs
to broaden understanding of business cultures
in foreign markets.
the committee hosts bi-monthly meetings
on topics relevant to its members. Recent topics
include The Changing Landscape & Doing
Business with International Development Organizations
and The Foreign Corrupt Practices
Act Impact on Doing Business Abroad. “We try
to get a sense of our members … do they want
to do business overseas? Do they want to help
international companies do business here in
the United States?” said committee Founder
and Board Liaison Jim LeBlanc, vice president
– Americas for Unity Resources Group.
“this program year, we have focused on the
tremendous opportunities in emerging markets,”
added International committee chair
Patricia Harrison, principal consultant at
Global Business Development consultancy.
the year kicked off with a meeting with
nvtc vice chair Sudhakar Kesavan, chairman
and ceo of IcF International, who led
an engaging discussion on the importance of
global business, entering new markets and sequestration.
He also spoke about business opportunities
and how to do business with IcF.
Kesavan shared that you must gain credibility
by being where your clients are, and emphasized
that skills learned in other geographic
regions can be useful in the U.S.
“our events are successful due to the caliber
of the attendees, topics and discussions generated,”
said Harrison. “Most often, we run out
of time with attendees wanting to continue
the conversation.”
the International committee also hosts expert’s
Business Boot camps in months when
there are no regular bi-monthly committee
meetings. Recent boot camps focused on Russia
and Ukraine, and the Middle east and
north Africa. “We bring in an expert and they
walk through how to do business — very practically
— in a particular area or region, and talk
about where the opportunities lie,” explained
LeBlanc. “that way, individuals interested in a
particular area can get quality advice and counsel
in a much more intimate environment.”
the bi-monthly committee meetings are
held the third Friday of the month from 7:30
to 9:30 a.m. at teqcorner in McLean, va. the
upcoming meeting, however, will be held the
second Friday of the month — Jan. 11, 2013.
committee members include small to midsize
member companies ranging from federal, state
and local government agencies to It companies
and service providers.
“Any nvtc member interested in preparing
their organization to do business in the global
economy — whether with regional international
companies or in foreign markets — should attend
our meetings,” Harrison said.
“Given the incredibly challenging economic
environment here in the United States and in
europe, for example, I remain convinced that
even though emerging markets are slowing
down their growth, they are still growing,”
said LeBlanc. “And so, any member that wants
to expand their business opportunity horizons
should join the committee and we can
facilitate education, knowledge and concrete
opportunities in other countries.”
For updates on the International Committee’s
future meetings and boot camps, contact Ann
Corcoran at acorcoran@nvtc.org to be added
to the mailing list.
Patricia Harrison
Principal Consultant
Global Business
Development Consultancy
Board Liason
Jim LeBlanc
Vice President – Americas
Unity Resources Group
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 15

shutterstock
THE
NEw
SILk
rOad
16 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

Developing nations
offer opportunities for
businesses seeking new
markets, and Virginia
has the resources
needed to help smaller
tech companies make
global connections.
By Mark Toner
When GeoPay began exploring potential markets for its
cellphone-based money transfer solutions, it looked to
a corner of the globe where commerce across borders
has been a way of life for more than two millennia.
Following in the footsteps of the Silk Road of Marco
Polo’s time, the nations spanning the backbone
of South Asia, stretching from China through the
former Soviet republics of Central Asia and into the
Middle East, have continued to spawn large populations of migrant workers
who travel across a continent where mobile penetration has rapidly outpaced
the banking infrastructure. “It’s very vibrant right now — a melting pot for different
cultures,” says GeoPay CEo Darren Feeley. “It’s a very proud region of
the world, and they’re very interested in new technologies.”
Earlier this fall, Reston-based GeoPay set up shop in Bishkek, Kyrgyzstan,
the capital of a nation of 5.5 million people. As it works to build out a merchant
network and customer base, GeoPay is already looking further afield,
with plans to launch in the Siberian region of Russia and Kazakhstan next year.
The company is also eyeing other developing regions of the world, including
Central and South America. “We’ve thrown out a wide net from a business
development standpoint,” Feeley says.
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 17

DaviD kiDD
GeoPay CEO Darren Feeley: “we’ve thrown out a wide net from a business development standpoint.”
While GeoPay has a particular interest in “underbanked” portions
of the world, it’s not the only growing technology company
looking to gain inroads by entering developing markets overseas.
“Emerging markets are in a growth cycle — a bit slower than before,
but still growing,” says Jim LeBlanc, managing director of
Unity Resources Group and Board liaison for nvtc’s International
committee. LeBlanc isn’t kidding: multiple studies suggest
that developing countries are expected to drive the lion’s share
of global growth in just a few short years, as exploding populations
and emerging middle classes fuel demand for a wide range of
products and services. “companies have to get out there and dig
for that business,” he says.
Given the federal government’s ongoing fiscal challenges
creating uncertainty about the long-term outlook for
the government market, more and more technology
companies — including growing numbers of smaller
businesses that face the potential of less work as larger
contractors start bringing projects back in-house to preserve their
own revenues — are looking beyond U.S. borders. “Because of sequestration
and federal budget cuts, companies are already trying
to diversify sales as much as possible,” says Jenee Andreev, international
trade manager with the virginia Economic Development
Partnership (vEDP). “We’re trying to encourage exports.”
Unlike more established — and often saturated — markets in
Europe and Asia, developing nations often offer companies the
opportunity to be first to market, an opportunity other world
powers such as china are eagerly racing to capture, in terms of
winning both government contracts and commercial market
share. “Export is no longer a choice — it’s now a must,” says Dr.
Mohamed Reda, chairman of Allied Soft, who leads the Information
technology Export council of Egypt, which in 2010 entered
an agreement with nvtc to help member companies tap business
opportunities in Africa and the Middle East. “And when
you’re early in a market, you get the cream of the market.”
A quick look at nvtc’s Global Resources Map (online.nvtc.
org/international/map.cfm) demonstrates the growing number
of local businesses exploring new regions of the world. With its
exploding economy and future role as host to the Olympics and
the World cup, Brazil may draw the most headlines and attention,
but other markets in the hemisphere also hold promise, including
the Dominican Republic and central American nations
such as colombia, which now offer a level playing field for American
businesses as a result of the central America Free trade Act.
new nonstops from Dulles to Dubai and Abu Dhabi show just
how quickly markets in the Middle East are also growing. Reda
notes the explosive growth of the technology sector over the past
decade in Egypt, which saw as many as one million new mobile
subscribers each month. Yuri Bakay, cEO of Mindcruncher LLc,
points to Russia’s growing demand, natural resources, highly edu-
18 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

tHe new SiLk rOAD
cated workforce and sheer size as reasons to explore opportunities
there. “Practically all markets are already developed, and of
the markets that are left, the biggest one is probably Russia, including
some of the former Soviet Union republics like Ukraine,”
he says.
Our region has multiple resources to help businesses go global,
including representatives from county, state and federal governments
who boast a wide global footprint — the Fairfax County
Economic Development Authority alone has offices in a half-dozen
cities around the world.
Of course, establishing an international presence remains
challenging. Laws, regulations and business expectations vary
wildly in different parts of the globe, and cultural differences can
pose obstacles that extend far beyond language barriers. (“Their
‘better’ is not necessarily your better,” Bakay explains.) But with
When 10 smaller local businesses considering entering
overseas markets participated in a pilot
George Mason University (GMU) program this
fall, most had a pretty good idea of which countries
they wanted to target. Most quickly discovered
they were wrong.
“Pretty much everyone had a country in mind and changed
their assumptions,” says Aaron Miller, director of the Passport
to Global Markets program, piloted this fall by GMU’s Mason
Enterprise Center in partnership with Virginia Small Business
Development Centers, VEDP, the U.S. Small Business Administration,
the U.S. Commercial Service and the National District
Export Council. “It happened a lot with China — even though it’s
a sexy pick, it’s a difficult market to get into, especially for small
companies.” Despite the country’s phenomenal growth, China has
DaviD kiDD
Dr. Mohamed reda, chairman of Allied Soft: “export is no longer a choice — it’s now a must.”
the proper preparation and partners, it is possible for companies
of all sizes to make successful global connections.
“One of the biggest things we learned is that the issues are the
same no matter where you go,” Feeley says. “Doing business overseas
is difficult, but with the right team and the right philosophy,
you can make it happen.”
significant import restrictions and inexpensive domestic competition
already in markets across many sectors, meaning plans
that “looked great on paper” often wind up not being feasible,
Miller says.
The participants’ experience underscores how important it is
to do research before committing to a new market. “When thinking
about going international, the first step is not to get on the
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 19

THE NEw SILk rOad
COMING SOON
DaviD kiDD
airplane,” says Miller. “It’s to do your homework.” That means
conducting extensive market research, making connections with
trade associations and companies on the ground, identifying potential
obstacles and exploring partnerships.
Helping small businesses develop the skills required to handle
that legwork is the aim of Passport to Global Markets. The 10
companies involved in the pilot were given help identifying resources
and developing 20–50 page export plans, which they then
presented to a panel of experts and a foreign service officer. The
program offers “a big picture look at the resources and considerations
they need to give some serious thought to,” Miller says.
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Jim LeBlanc, managing director of Unity resources Group:
“Emerging markets are in a growth cycle — a bit slower
than before, but still growing.”
Passport to Global Markets will be offered elsewhere in the state
this spring and return to Northern Virginia later in 2013.
“There are a lot of opportunities for small business, but you
have to be committed,” Miller says. “If you’re not able to sustain
your presence in the market, you’ll burn those bridges and not be
able to enter again. Be sure you’ve done your homework and committed
to the long haul.”
However, once the business plans have been developed, for
most companies the next step is to head out the door and make
the connections required to be successful abroad. “If you want
to work in a certain area, the best way is to go and look,” says
MindCruncher’s Bakay.
As the Olympics and World Cup come to Brazil, an already
huge market in a rapidly developing nation is
poised to explode. But knocking on doors isn’t as simple
as it might seem. “It’s complicated,” VedP’s Andreev
says. “Part of the procurement is federal, part is
state and part is at the town level.” To help them navigate the maze
of overlapping government jurisdictions, VedP led 17 Virginia
20 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

tHe new SiLk rOad
companies on a trade mission to Brazil in May, helping them pitch
to various procurement officials and potential corporate partners.
When two companies planned to offer similar services, VEDP
helped them identify complementary niches and “double-pitch”
to officials — important, Andreev says, given heavy competition
from companies in other nations.
VEDP has worked with companies large and small, from a
two-person chocolate company that landed a contract to sell to
Harrod’s in the United Kingdom to the region’s largest defense
contractors. VEDP offers about 10 trade missions each year,
developing customized itineraries for participating businesses
seeking to make connections in such countries as India, Brazil,
the United Kingdom, Canada, South Korea, Singapore and Vietnam;
Kazakhstan and Saudi Arabia are on the agenda for 2013.
“We do missions to traditional markets, but more than anything,
we focus on emerging markets,” Andreev says. “That’s where our
value-add is higher.”
The value of trade missions can’t be underestimated, according
to MindCruncher’s Bakay, who is interested in developing a mission
to Ukraine’s Lugansk region. “If you have someone who can
show you how things work, how to handle the market and all its
details, you minimize your risks significantly,” he says.
For many companies, the end goal of overseas exploration is
developing a partnership with an in-market company, something
local, state and federal governments work hard to facilitate. Along
with Fairfax County’s global network of economic development
offices, VEDP has partners in 50 nations, and the U.S. Commercial
Service offers assistance in more than 80 countries around
the globe. Together, these services “help you find screened business
partners on the ground,” says Patricia A. Harrison of Global
Business Development Consultancy and chair of nVTC’s International
Committee. “That takes a lot of the guesswork away.”
Finding effective partners is especially critical for smaller companies,
says Allied Soft’s Reda, who has led multiple trade missions
to Egypt that resulted in partnerships that helped open a
wide swath of the African continent and the Arabian Peninsula
to U.S. businesses. “Microsoft and Oracle and IBM are there and
they don’t need anybody,” he says. “But smaller businesses built alliances
that helped them to get into Ethiopia, Ghana, Saudi Arabia
and Egypt.” The combination of American technology and local
personnel has proven cost-effective throughout Africa, he says.
Partners can also help companies find the most cost-effective
way to enter new markets. While Moscow has become one of the
most expensive cities in the world, raising enormous barriers to
entry for all but the largest companies, other parts of Russia and
the Russian-speaking world, such as Ukraine, remain significantly
more affordable and are actively seeking partnerships and
outside investment, says Bakay. GeoPay selected Kyrgyzstan as its
first overseas market for similar reasons — as one of the smaller
countries on the Silk Road, it was an ideal place for a product
rollout in a region critical to the new company’s growth. GeoPay
established a fully owned legal subsidiary in Bishkek, but is now
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winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 21

THE NEw SILk rOad
DaviD kiDD
we do,” she says. “They’re willing to look at
new ideas because they want to progress.”
Yuri Bakay, CEO of MindCruncher LLC: “If you want to work in a certain area,
the best way is to go and look.”
looking to partnerships as it eyes expanding its model elsewhere
in the region and the world, according to Feeley. “Now that we
have the technology built and a platform that’s available, we’re
very interested in the joint venture model — the rinse and repeat
to spread what we’ve done all around,” he says. “The fastest way to
do that in an international market is a joint venture where partners
bring money and influence.”
Selecting partners is also important in developing nations and
regions where concerns about the stability of governments add
another wrinkle to long-term planning. The correct local partner
can establish credibility that can sustain a leadership change,
Reda says. Bakay agrees, calling instability “like an ocean in a
storm — everything changes on the surface, but when you go a
little deeper, it’s calm and stable, if you do things smartly and connect
to people on the right level.”
Partnerships also help make international markets more accessible
to smaller companies, according to Andreev. “There’s a
misconception about how many resources are needed to do international
business,” she says. “In most cases, all it takes is a local
rep.” Negotiation with such partners, she says, is less about a sales
pitch and more about developing “a win-win long-term strategy.”
“These markets are progressing so rapidly, but the biggest issue
is that they are lacking in the homegrown abilities to do the things
Early in GeoPay’s business development
meetings in Kyrgyzstan, Feeley
learned that he had a valuable tool in
his arsenal: a whiteboard. “You really
can get a lot done without language,”
he says. “We had meetings early on
where we were struggling because our interpreter
could not technically describe what we
were saying — it was lost in interpretation. I
started drawing what we were trying to accomplish
on a napkin, and then moved over
to a whiteboard. The lightbulbs just went off
in the room.”
One key lesson learned by international
businesses is how similar the steps of the process
remain. “Business all around the world
is about building relationships,” vedP’s Andreev
says. “As much as that’s true in America,
it’s triply true outside of the U.S.”
developing effective partnerships that
span continents has also become a two-way
street. For nearly a decade, Bakay has worked
with a lawyer and other partners to help business
owners in Russia and other Russianspeaking
countries establish a presence in the
U.S. About two-thirds of his clients have never
been to America, yet through partnerships, they have successfully
done business in the U.S., much as American businesses can
be successful in Russia with the right partners, Bakay says. Along
with introducing American companies to egypt, Reda’s trade missions
have introduced egyptian IT firms to the U.S. market. And
Czech data-integration software developer Javlin worked with the
U.S. and Czech Republic’s embassies to open the door for its products
in the United States. Now serving big-ticket clients such as
IBM and Oracle, Javlin has opened a U.S. office with a staff of six.
The Czech company’s experience mirrors that of U.S. companies
seeking to enter markets overseas, contends Peter Cresse, Javlin’s
executive vice president of sales. “You have to have a hot product.
There’s no room for mediocre products,” he says. “You also need
to see yourself as part of a greater whole. You can’t go directly into
a market, you have to work with partners and distributors. When
you’ve got that combination, you can succeed.”
And for U.S. companies, going first to a developing market may
help prepare for a launch closer to home. After expanding into new
markets in Asia and elsewhere, GeoPay hopes to introduce its mobile-transaction
technology to the U.S. sometime in 2013. “Coming
soon,” Feeley quips, “to a theater near you.” nvtc
Mark Toner is a Reston-based technology writer.
22 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

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winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 23

“
If we look at where
America’s going to be
successful in the 21 st
century, it’s not going to
be in creating companies
that have cheap labor.
It’s going to be in having
companies that are
providing innovation,
intellectual capital and
real value-add to the
marketplace.
”
26 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

&
Q A
Sen. Mark warner discusses international
competitiveness and innovation, immigration and the
talent market, financing startups with crowdfunding,
and the future of federal government spending
in the face of sequestration.
By Allison Gilmore
DaviD KiDD
nvtc What should the country be doing to help American companies
maintain their competitiveness internationally? What are the best methods
to promote trade and investment in the technology community?
We have to recognize that we have been both blessed and spoiled by having
the world’s largest economy. Blessed in the sense that it’s allowed us to be
the world’s biggest economy, but it has also meant that many of our companies
— technology companies included — have not needed to develop export
markets because the American economy has been a big enough market.
Unfortunately, as we move forward, 95 percent of all new customers for
all businesses are going to be internationally based. And if we look at where
America’s going to be successful in the 21 st century, it’s not going to be in
creating companies that have cheap labor. It’s going to be in having companies
that are providing innovation, intellectual capital and real value-add to
the marketplace.
So I think the goal the president set four years ago of doubling exports
is a good one. We’re on a path to getting there but I also think there’s much
more that we can do.
First, it is still very confusing for small and midsized companies to
figure out what kind of governmental assistance there is if you want to
try to break into new markets. There are agencies like the Export-Import
Bank and Overseas Private Investment Corporation (OPIC), which are
disproportionately focused on large corporate enterprises, not as much
on small to midsized companies. Trying to sort through resources offered
by the Commerce Department, the Office of the United States Trade Representative,
OPIC and Export-Import, if you’re a midsized company, even
in Northern Virginia where companies are generally going to be more
government-savvy, is still a nightmare.
One of the things I’ve strongly supported is a reorganization of all the
federal programs under a single entity that would promote trade. So there’d
be a one-stop shop for a company that is looking to try to break into a foreign
market. One of my goals going forward will be a rationalization of our
existing trade promotion programs and all of those export opportunities.
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 27

Q&A with Sen. Mark warner
“
We have to
maintain our federal
commitment to R&D.
America used to be
number one in R&D
as a percentage of
its gDp but we’ve
now fallen
dramatically.
”
Second, one of the things we have to do while we’re looking
at tax reform is to make sure that we continue to support the
research and development (R&D) tax credit. America was one
of the first countries to put in an R&D tax credit years ago. Unfortunately
now we’ve fallen to eighth in the world in the size of
our R&D tax credit.
While I favor a simpler tax code, the R&D tax credit is important.
It’s one of the tax credits that we ought to be most willing to
try to protect because it really does support innovation, particularly
when we’re competing against countries that are offering
enormous tax benefits and cheap labor. We have to find a way to
stay competitive.
Third, we have to maintain our federal commitment to R&D.
America used to be number one in R&D as a percentage of its
gDp but we’ve now fallen dramatically. In terms of total dollars,
we still have a high gross dollar amount. But we’ve seen a
number of countries, particularly Asian nations, dramatically
increase their R&D investments. In fact, Asian nations as a group
invested more in R&D than America — $387 billion to $384
billion.
And while I believe strongly in private sector R&D, we can’t
underestimate the value of early-stage federal research dollars,
whether it’s from the National Institutes of Health or DARpA,
and the long-term benefits they pay out. No private enterprise
is going to do that. So, even facing the fiscal cliff, we must keep
R&D as an important part of our budget.
Finally, one of the things we need to do in terms of this export
issue is change our immigration policies. I am cosponsoring
legislation called Startup 2.0 that creates, in effect, a green card
for anybody that receives a graduate degree in a science, technology,
engineering or mathematics (STem) field. Combined
with that, the legislation makes sure that those individuals who
are already here, for example, on H-1B visas, can leave the large
company where they’re currently employed to start their own
enterprise here in America. We want them to be an entrepreneur
here rather than going back to India or somewhere else. It
would create an “entrepreneurs visa” that would provide a path
to a visa if they could show they could raise $100,000 and hire
at least two Americans.
As we think about American competitiveness and how
America stays ahead in this global economy, the fact that we’re
training some of the world’s best and brightest and then sending
them home rather than letting them build their businesses here
in America is both bad policy and bad economics.
28 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

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winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 29

Q&A with Sen. Mark warner
“
Training some
of the world’s best
and brightest and
then sending them
home … is both
bad policy and bad
economics.
”
nvtc Which countries or regions will emerge as growing
international markets for U.S. tech companies over the next
several years?
Well, I serve on the U.S.-India Caucus. I think there is a wonderful
opportunity for us to develop more collaboration with India.
We still have restrictions on trade with India that go back to the
Cold War era. We can increase trade between America and India
and try to have a speedier process to take those defense and security
products off a restricted list. The State Department, Commerce
Department and Defense Department (DoD) are working
through this, but that process needs to be sped up.
One thing that many Americans don’t realize, if you look
over the last five to seven years, the fastest-growing place in the
world as a percentage of gDp has been Africa. There are still
tremendous opportunities for IT, telecom and mobile technology
in Africa that will leap frog over the whole wired generation.
So there are opportunities there as well.
nvtc Virginia is often considered a prime location to start and
grow a business. What are the critical elements to promoting
innovation and sustaining a startup-friendly economy?
You need to focus on two things when you start up a company.
One is capital and the second is talent.
On capital, there is enormous potential in the Jobs Act or
Startup 1.0, which allowed the use of crowdfunding and the
ability to raise private equity over the Internet to almost bypass
traditional venture capitalists or friends and family and access,
through small dollar amounts, people who might be interested
in investing in new businesses.
This will be valuable in Northern Virginia, but it will be
particularly valuable in more rural parts of the state and our
country. We’ve got to get the regulations right so we don’t choke
off this enterprise but we also protect against the kind of scam
artists of the early ‘90s that often preyed upon folks who were
not financially savvy.
But within the Internet we’ve seen self-policing in trading
markets like eBay. So crowdfunding could be an enormously
powerful tool for access to capital because, particularly since the
recession of 2008, we’ve seen a dramatic drop-off in the amount
of venture capital even in Northern Virginia. As a former venture
capitalist, I think venture capital adds an awful lot. But we need
other access to capital opportunities and crowdfunding is one.
On the talent issue, I think a lot of the talent goes to the immigration
question. If we’ve got the best and brightest from
around the world coming to our world-class universities in
greater Washington and Northern Virginia like george Mason
30 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

Q&A with Sen. Mark warner
and Virginia Tech, how do we make sure that those people who
want to start businesses have a chance to start them here in our
region and we keep them here?
As we think about some of the foreign talent who go to
school here and obtain graduate degrees in those sTem fields,
we need to give them a chance to stay here in America rather
than returning home.
I mentioned earlier the opportunity to create an “entrepreneurs
visa” as part of my startup 2.0 legislation. One of the
things that people don’t realize is that if you are here on the H1-B
visa, you really have very little flexibility to go off and start a
business because if you leave your company you may lose your
ability to stay in America. so, folks are forced to go back to their
home country to start their company.
If we had the immigration policies in the ‘80s and ‘90s that we
have now, we might never have had an Intel or a Google because
these companies — just as 40 percent of all tech companies in
Northern Virginia — have at least one of their founders being
foreign-born. We’ve got to keep that talent here and the immigration
issue is one area where we can accomplish that.
Finally, I think you can see a lot of innovation is the field of
cyber. In Northern Virginia, we have the benefit of being both
close to Homeland security, DoD and the federal regulatory
agencies, but we also have a lot of defense contractors.
I’m on the Intelligence Committee and there is no greater
threat area to both our national interests and our commercial
interests than in the area of cybersecurity. We are perfectly positioned
in this region to take advantage of it and it’s one of
the areas where I hope our university system statewide could
do more to get ahead of this big wave of entrepreneurial and
economic growth.
nvtc Experts have predicted that Northern Virginia and the
country as whole will not have enough qualified workers in
professional, scientific and technical fields in the decades
to come. Where should workforce development efforts be
focused and how can American companies compete in the
global battle for talent?
It’s been reported that there are 47 different workforce training
programs in the federal government. I remember when I was governor
of Virginia, I think we had 28. The workforce training programs
ought to be consolidated. They ought to be simpler to access.
And while this is heresy to some of our universities, we need
to realize that, even within the sTem fields, many of the skills
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winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 31

“
We need to set in place
what kind of budget cuts
in all fields are going to
be needed, put it over a
10-year frame and allow
both the military and
defense contractors to
have the ability to plan
accordingly.
”
that are needed may not require a full four-year degree. But they
require much more than a high school diploma.
When I was governor of Virginia, we started a program that
encouraged students to earn industry certifications while pursuing
their high school diplomas. We gave students up to a free
semester at community college if they could earn that lab technician’s
certification or similar credential.
Bob Templin at Northern Virginia Community College has
done a good job on this but we need to do a better job of educating
people, even as early as middle school, that there are great
careers in which you can make six figures that may not require a
full four years of college but will require more than high school.
nvtc Sequestration and federal budget cuts are a top concern
of many NVTC members. Can you share any insights on
the future of federal spending, especially as it relates to government
contracting?
Sequestration would be a disaster. We have to avoid it at all
costs. The only thing worse than sequestration would be kicking
the can and continuing to allow this $16 trillion debt, which
grows by $4 billion a day, to grow. My hope and prayer is that,
now that the election is over, people will actually put country
ahead of partisan interest.
Anybody that looks at this problem — and I’ve spent two and
a half years immersed in it to the point of obsession — knows
that we’re going to require more tax revenues than we’ve got,
whether that’s through tax reform or rate increases. We’re going
to have to reform our entitlement programs and all areas are going
to have to cut back, including defense.
The challenge I find now, particularly from our defense contractors,
is that they’re as afraid of sequestration as they are of
this lurching back and forth with short-term continuing resolutions
that don’t allow you to plan. So we need to set in place what
kind of budget cuts in all fields are going to be needed, put it over
a 10-year frame and allow both the military and defense contractors
to have the ability to plan accordingly. We should not do
this kind of across-the-board, all programs are equal regardless
of their outcome sequestration approach, which is the worst of
all kinds of budget cuts.
I’ve got to tell you, as a former business guy it would never be
the way I would operate my business. You have to manage to a
budget but you have to give them time to get there. You can’t continue
to have these short-term extensions. In fact, I would support
moving our federal budget cycle from a one-year to a twoyear
cycle to give even more predictability. Let one year be used
for budget amendments or adjustments and oversight. That’s the
way that the Commonwealth of Virginia does its budget.
It’s unfortunate at the higher level we’ve gone in the opposite
direction by simply doing these three-month and six-month extensions,
which is both business crazy but also costs tax payers
millions of dollars as you start and stop these contracts and constantly
face the threat of a government shutdown. It’s absurd.
nvtc Can you share your priorities and predictions for 2013?
The biggest thing we’ve got to do is get a debt and deficit deal.
We won’t get to any other issue — energy policy, immigration,
real competitiveness — in a meaningful way until we can get our
balance sheet right and show that Congress can actually find
some common ground and compromise.
We’re doing this interview right after Thanksgiving. I’m
hopeful that we celebrate our Christmas holidays with the fact
that we’ve got a deal. But if we don’t, I can assure you of one
thing, I’m going to be still at it, recognizing that both sides are
going to have to give.
We focus on the downside of going over the “fiscal cliff.” But
what we haven’t focused enough on is the upside to the American
economy if we get this right. As a matter of fact, I think a
debt deal is more important than any single item Gov. Romney
or President Obama talked about in the presidential campaign.
Because we all know there’s a lot of private capital sitting on
the sidelines. As Europe is in turmoil, China has its own demographic
and political problems, India’s fraught with an economy
that has slowed, America looks like a pretty good place to invest
if we can show that we’ve got the political will to do what, on
a relative basis, is a relatively small budget deal — a $4 trillion
reduction in our debt over 10 years through a balanced mix of
increased revenues, entitlements and additional spending cuts.
I think that would do more to jumpstart job growth than any
single policy. And my hope is by the time this article comes out
we’re going to be celebrating that. nvtc
Allison Gilmore is NVTC’s director of communications and
public relations.
32 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

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winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 33

Strategic Knowledge Arb
(SKArSE ) in Action By Elias G.
In today’s globalizing and hypercompetitive marketplace,
knowledge and learning are the only capabilities that can
provide sustained competitive advantage. Knowledge is
the content of learning, and a firm gains competitive superiority
either by knowing something that its competitors do
not know or by having a certain type of knowledge that cannot
easily be replicated. Learning is the process of gaining new
knowledge, so that the firm is constantly accumulating and
assimilating knowledge and this becomes the basis for creating
and improving organizational routines. Learning is also
the basis of what strategists are calling firms’ dynamic capabilities,
which enable them to build new competences in an
evolutionary cycle to maintain an edge in an ever-changing
industrial environment.
This article briefly explores the nature and dynamics of strategic
knowledge arbitrage and serendipity (sKarse). The author
reviews and assesses how, why and when sKarse serve as
high value adding decision and action triggers and implications
for private and public policies and practices.
Strategic knowledge serendipity refers to the unintended benefits
of enabling knowledge to spill over between employees,
groups and functional domains (happy accidents in learning).
More specifically, it describes the capacity to identify, recognize,
access and integrate knowledge assets more effectively and
efficiently to derive, develop and capture non-appropriable, defensible,
sustainable and scalable pecuniary benefits.
Strategic knowledge arbitrage refers to the ability to distribute
and use specific knowledge for applications other than the
intended topic area. More specifically, it refers to the capacity
to create, identify, reallocate and recombine knowledge assets
more effectively and efficiently to derive, develop and capture
non-appropriable, defensible, sustainable and scalable pecuniary
benefits.
Empirical Results and Work-in-Progress:
In our research, we have attempted to assess conceptually and
integrate empirically three fundamental aspects of the process
of creative destruction:
• strategic knowledge serendipity and arbitrage as means
of unlocking and capturing the value added by creative
destruction;
• real options as a methodology to assess and maximize the
value added by creative destruction; and
• multi-layered, multi-modal and multi-nodal
technological learning as a mechanism that internalizes
and leverages the value added by creative destruction
and, especially, by lessons from the previous stages of a
technological lifecycle and from evolving, successive or
overlapping technological lifecycles.
To empirically validate sKarse, we have started formulating
and simulating the lifecycle of knowledge-driven, including
technology-driven, ventures that can be viewed as the exercise of
real options under regimes of risk and uncertainty that is modeled
in the form of happy accidents namely, strategic knowledge
serendipity, arbitrage and acquisition events that punctuate the
process of the venture’s lifecycle (see Figures 1 and 2).
Figure 1
Adapted from Carayannis et al., Knowledge Serendipity, ieee tem, 2011
In practical terms, we find that the timing, selection and sequencing
of key decisions pertaining to new venture formation
and evolution are contingent in a non-linear manner to
the breadth and depth as well as the quality and density of the
network structure of the business and technology ecosystem
within which a venture is situated.
We find that up to a certain point of cultivating and nurturing
the new firm’s socio-economic network, the costs outweigh
the benefits but with an abrupt about-face once a critical mass
in the scale, scope and quality of this socio-economic network
or business and technology ecosystem is attained. at which
point, the benefits start outweighing and exponentially exceeding
the costs.
The implications are clear for current and aspiring technology
entrepreneurs and regional economic development managers
and policymakers alike: figure out what are the nature
and dynamics of your regional business and technology ecosystem
(including global and local connections and extensions
to it) and aim to enter the market (as an entrepreneur)
34 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

itrage and Serendipity
Carayannis, Ph.D.
when the ecosystem appears to be close to its critical mass
of maximum likelihood knowledge serendipity and arbitrage
(happy accidents) events. In addition, aim to help the ecosystem
reach its maximum happy accident likelihood state (as a
regional economic development manager and policymaker)
as sustainably and fast as possible. In this context, strategic
public-private partnerships and networks as well as risk capital
may serve as key pillars of sustainable and accelerated
economic development.
Figure 2
Adapted from Carayannis et al., Knowledge Serendipity, ieee tem, 2011
run the world for profit if they could. What stops them is not
governments, but markets.
2. Public Practice
Technology-enabled free trade is an economic equalizer. Governments
have power, but they do not always exercise it wisely. They
are unreliable servants of the public interest. Distributed tactical
planning works best under the control of the entrepreneurs, organizations
and actors operating in a free-market system. Government
and nGOs function best when serving as facilitators and
resources, not as managers and operators.
3. Private Policy
Research and innovation must be managed today to secure
sustainability for tomorrow. Open innovation is a policy of collaboration.
Companies must manage intellectual property (IP)
to manage research: they need to access external IP and profit
from internal IP. Researchers must be knowledge brokers as well
as knowledge generators. Science-driven academic research is
vital to returns. Scientists decide the basic research; industrialists
decide the applied research and development.
4. Private Practice
The priorities of new venture formation in the knowledge economy
are: information and communications technology and
Internet access; linkages to investors and lenders; formation
of lean management and advisory boards comprised of experienced
individuals, competent in their fields of discipline and
having as few members as needed to get the job done; and planning
and securing facilities. nvtc
Our research suggests the following lessons:
1. Public Policy
Governments have not surrendered their power to capitalism,
even if the world’s biggest companies are more powerful than
many of the world’s governments. Democracy is not a sham.
People rule, not profits. Admittedly though, companies would
REFERENCES
Dr. Carayannis is a professor of science, technology, innovation and
entrepreneurship in the Department of Information Systems and
Technology Management, director of research, science, technology,
innovation and entrepreneurship in the European Union Research
Center (EURC) and co-founder and co-director of the Global and
Entrepreneurial Finance Research Institute (GEFRI), School of
Business, George Washington University, 515 C Funger Hall, 2021 G
Street NW, Washington, DC 20052, USA. Email: caraye@gwu.edu.
Carayannis, E. (1998). The speed and acceleration of technological innovation in the small satellite manufacturing industry: a co-opetitive dynamics perspective. IEMC ‘98 Proceedings.
International Conference on Engineering and Technology Management: Pioneering New Technologies: Management Issues and Challenges in the Third Millennium. 221–230.
Carayannis, E. & Alexander, J. (2002). Is technological learning a firm core competence, when, how and why? A longitudinal, multi-industry study of firm technological learning and
market performance. Technovation, 22 (1), 625–643.
Carayannis, E. (2008). Knowledge-Driven Creative Destruction, or Leveraging Knowledge for Competitive Advantage: Strategic Knowledge Arbitrage and Serendipity as Real Options
Drivers Triggered by Co-Opetition, Co-Evolution and Co-Specialization. Industry and Higher Education, 22 (6), 343–353
Carayannis, E. & Provance, M. (2008). Measuring firm innovativeness: towards a composite innovation index built on firm innovative posture, propensity and performance
attributes. Int. J. Innovation and Regional Development 1 (1), 90–107.
Carayannis, E. (2011). Knowledge Arbitrage, Serendipity, and Acquisition Formality: Their Effects on Sustainable Entrepreneurial Activity in Regions. IEEE Transactions on
Engineering Management, 58 (3), 564–577.
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 35

Five Regional
Technology
Startups Presented
Business Concepts
at Entrepreneur
Spotlight
On Nov. 29, five startup technology
companies presented their
business concepts and answered
panelists’ questions in front of an
audience of accredited investors at
The Entrepreneur Center @NvTC’s
Entrepreneur Spotlight program.
Cont3nt.com, Foodem.com,
Micronic Technologies, Mobrise
Inc. and Pactica were each given
five minutes to present their
companies. They demonstrated
business concepts and products,
described sales opportunities,
outlined plans for future growth
and provided other product-related
statistics. The startups were
then given 10 minutes to answer
questions from a panel comprised
of Joel Kallett of Clearsight Advisors
Inc., Sever Totia of Edison
ventures and Rico vicencio of
Greenberg Traurig llP, a member
of The Business Exit Forum.
Special thanks to Entrepreneur
Spotlight Presentation Sponsor
The Chief Storyteller, Platinum
Sponsor The Business Exit Forum
and Gold Sponsor Knobbe Martens.
For more information about
the Entrepreneur Spotlight program,
contact Kristin D’Amore at
kdamore@nvtc.org. Stay tuned
for a future Entrepreneur Spotlight
event in spring 2013!
P r O G r E S S
The Entrepreneur Center’s FastTrac®
TechVenture Program Honors its
Fall 2012 Graduates
On Nov. 27, The Entrepreneur Center @NvTC
graduated 13 individuals, representing 12 companies,
from its FastTrac® Techventure entrepreneur
training program during a celebration
at Il Fornaio in Reston, va. These graduates join
the 93 individuals that previously have graduated
from the Entrepreneur Center’s program
since fall 2009. The program, created by Kansas
City-based Ewing Marion Kauffman Foundation,
combines instruction from experienced
business professionals, one-on-one business
mentoring and peer learning to help participants
evaluate feasibility, identify target markets
and create a business plan to communicate the
opportunity to investors and customers.
Congratulations to the graduates from the
following companies: Astha Drug Discovery &
Research, CrowdCheck, HavenSec Inc., Masking
Networks Inc., Nuage Consulting Group
Inc., Off Peak Training, Orca Tv, Purple
Twirls, Signature thinkers, SRM Consulting,
TerraWi and Winnerlane Career Exchange.
A special thanks to sponsors CohnReznick,
EcomNets and Pillsbury and to coaches Jim
Bernstein, Brien Biondi, Christine Donohoo,
Mahesh Joshi, Steve Meltzer and Bud Rosenthal
who spent 10 weeks working with the
entrepreneurs.
Applications are now being accepted
for the Spring 2013 session, which will run
Tuesday evenings from March 5 to May 14.
The deadline for applications is 5:00 p.m.
on Jan. 18, 2013. For more information or to
apply, visit www.nvtc.org/tec/fasttrac.php.
t Fall 2012 FastTrac® TechVenture graduates.
p Representatives from participating companies
describe potential teaming opportunities with
small business professionals.
Small Business and Entrepreneur
Teaming Event Helps Small
Companies Do Business with Prime
Contractors
On Dec. 7, the Small Business and Entrepreneur
Committee hosted its fourth annual
Teaming, Partnering and Contracting event.
The event focused on best practices for teaming
in the government contracting space.
Seventeen companies from the region participated
by talking with and educating smaller
businesses about how smaller companies can
do business with established companies, what
types of partners they are looking for and potential
opportunities for teaming in the future.
The participating companies interested in
partnering, teaming and subcontracting with
small businesses at the event were: Acentia
llC, Attain, CACI, CGI, CSC, Deloitte & Touche
llP, Dovel Technologies, General Dynamics
Information Technology, HP Enterprise
Services, lMI, lockheed Martin, MacAulay-
Brown (MacB), MAxIMuS Federal, Northrop
Grumman Information Systems, PNC Bank
N.A., SAIC and Serco Inc. Several prime contractors
have already reported scheduling follow-up
meetings with smaller companies they
met during the event.
The event also featured two informative
panel discussions, during which teaming experts
shared insights on various aspects of partnering
with government contractors including
best practices and teaming agreements.
36 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

The POLITICO edge for policy pros
TECHNOLOGY • DEFENSE • TAX
FINANCIAL SERVICES • ENERGY
Put your company’s
innovations in front of
our region’s technology
community!
The Northern Virginia Technology Council
Technology Innovations Committee,
in partnership with Capital Business, is
seeking companies to exhibit and present
at Destination Innovation. This fresh and
fast-paced event is your opportunity to
showcase your company’s technology
advancements. Taking place March 6, 2013,
this event will incorporate an exhibition,
networking, industry speakers and company
presentations to get your company’s
innovations in front of key players in our
region’s technology community.
HEALTH CARE • TRANSPORTATION
Apply to exhibit and present your technology by
Jan. 25, 2013!
Visit www.nvtc.org.
Produced by
In partnership with
For more information, please contact:
info@politicopro.com
or call 703.341.4600
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 37

Tech Community
Races to Benefit Equal
Footing Foundation at
the Fifth Annual
Run! Geek! Run! 8k
On Sept. 15, more than 700
members of the running and
technology community participated
in the fifth annual Run!
Geek! Run! 8k benefiting the
Equal Footing Foundation. The
race reached its highest number
of registrants to date, aided by
the support of its sponsors and
their race teams.
The cool, fall-like temperatures
led to fast finishing times. Ryan
Witters from Washington, D.C.,
won the race with a time of 24:57
ahead of D.C.’s Scott Allen with his
time of 25:27. For the women, Barb
Fallon Wallace of Alexandria, Va.,
took home first place with her
time of 29:00 and Michelle Miller
from Damascus, Md., completed
the race course second in 29:11.
Georgetown Running Club won
the team competition, followed
by teams from R200 and Howard
Hughes Medical Institute finishing
in second and third, respectively.
Sponsors of the 2012 Run!
Geek! Run! 8k included AH&T Insurance;
Beyond 20; CEA; Deltek;
Gibson Dunn; Houlihan Lokey;
Howard Hughes Medical Institute;
LMI; Lockheed Martin; Near
Infinity; NVTC; Transformation
Systems Inc. (TSI); Virginia Tech
National Capital Region; and Welz
& Weisel Communications.
More than 700 runners take off
from the start of the fifth annual
Run! Geek! Run! 8k. u
P r O G r E S S
p check presentation. (L-R) nvtc President
and cEo Bobbie Kilberg, Brent D’Agostino
of AH&t Insurance, EFF chairman Emeritus
Dan Gonzalez and EFF Board member
Michael cardaci.
2012 nvtc Golf tournament
Benefits Equal Footing Foundation
computer clubhouses
Warm and sunny fall weather greeted golfers
on Oct. 1, at nvtc’s Annual Golf tournament
at the caddie-only club at creighton
Farms in Aldie, va. this year’s tournament
raised $41,000 for the Equal Footing Foundation,
nvtc’s charitable arm.
After a shotgun start, teams of top golfers
from the region’s technology community
competed in a full day of putting and driving
on the links. the tournament offered spectacular
views and challenging fairways, ranging
from par three to par five. After the tournament’s
end, all enjoyed a fine catered dinner.
First place overall in the tournament went
to the team of nvtc Board member Brad
Schwartz of Blue canopy, Rand Blazer of Apex
Systems, Jim chalkley of lmR Inc. and Yerry
Kenneally of cSc, with a score of 62. Secondplace
honors went to Andrew Iracane and
Phillip Sandino of Dominion virginia Power,
Scott Shepherd of the Washington Redskins
and Bob Sweeny of Washington Sports Alliance.
the third-place finishers were nvtc
liz roll photography
tech cup presentation. (L-R) Darrin curtis,
nvtc chairman Emeritus John c. Lee Iv,
Seth Weise of tech cup challenge Sponsor
Sprint and Brent D’Agostino. q
Board member David Schaefer and Brian
Schermerhorn of AH&t Insurance, and chris
Balch and Scott Holbrook of the Hartford.
the event also featured the fifth annual
John c. lee Iv tech cup challenge, a “tournament
within a tournament,” awarded to
the golfer with the best individual score. the
challenge honors John lee’s distinguished
three-year service as nvtc chairman and
the dedication and energy he has committed
to the tech community. this year’s winner,
Darrin curtis of Deltek, shot a 70 to capture
the cup. the trophy was presented to curtis
by nvtc chairman Emeritus John c. lee Iv
of lee technologies and Seth Weise of tech
cup challenge Sponsor Sprint.
p Golfer teeing off at the nvtc Golf
tournament in october.
In addition, awards were given out for the
longest Drive (men): Scott Emerick of Aetna;
the longest Drive (Women): Samantha Belin
of Washington SmartcEO Publishing; closest
to the Pin (men):Andrew Iracane of Dominion
virginia Power; closest to the Pin (Women):
michelle Depaz of GtSI; and Straightest Drive:
J.D. myers of cox Business virginia. nvtc
38 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

&
UP CLOSE PERSONAL
Evan weisel
Principal and Co-Founder, Welz & Weisel Communications
Favorite NVTC memory:
Meeting some of the greatest technology and business minds
including Bill Gates, Michael Dell, Steve Forbes as well as
countless other national and local leaders.
Value of NVTC membership is:
Building professional and personal relationships. I am active,
and like anything, you only get out of it what you put into it.
How long have you lived/worked in Northern Virginia?
20 years.
where were you born?
Atlanta, Ga.
First job?
Dishwasher at the Springfield Country Club.
“routine” work day includes:
No such thing as a routine day. It is my job to cater to the needs
of our clients and that is different every day. The day almost
always starts or ends with a run.
I owe my success to:
My family and friends who always provide the love, support and
guidance that helps me to succeed.
Three adjectives that best describe you:
Leader, high-energy, hardworking.
40 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

DaviD KiDD
if you could thank one person from your
past for the role they played in your life,
who would it be and why?
My high school cross-country coach, Vic
Kelbaugh — he pushed me to be my best.
what is the best advice you’ve ever
received?
In 1988 my dad framed a poem called “If” by
Rudyard Kipling that I have kept close to me
and now hangs in my office. He wrote, “Dear
Evan, This is one of my favorite poems. It
tells us that anyone can deal with success but
it is how you are able to deal with adversity
and how you strive that marks the character
of a man.” — Dad.
Steven Soares:
Expert Project Manager
Immersive Approach to Teaching
Challenges Students with New Ideas
Join Us
Become a part of a community of nontraditional learners who
are UVa proud. Join the faculty, staff, and fellow students at
SCPS who care about your life, your career, and your success.
Whether you are looking to acquire new skills, advance in or change careers, SCPS has
programs to help you meet your goals. Our online certificate programs can get you on the
path to a better future with the convenience and flexibility of online classes.
• Information Security Management
• Project Management
• Information Technology
• Technology Leadership
when i’m not at work, i like to:
Play sports. Specifically endurance-related
events such as marathons and triathlons but I
also play ice hockey. I ran four marathons by
the age of 12 and have finished one Iron Man.
SCHOOL of CONTINUING & PROFESSIONAL STUDIES
Learn more about these courses and programs at
www.scps.virginia.edu/NTC
162-IT-NTC-mag
when i retire i want to:
Travel and spend time with my family and
friends. My dream is to do the Hawaii Iron Man.
Favorite social media tool, if any:
LinkedIn for my professional networking
and Facebook to keep up with my family
and friends.
Last book you read:
Unbroken by Laura Hillenbrand. My favorite
book is Once a Runner by John L. Parker Jr.
Favorite movie of all time:
Not a movie but the series “Band of Brothers.”
NVTC members have a unique
marketing advantage over nonmember
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.
Favorite sports team:
Washington Capitals and Virginia Tech Hokies.
Favorite local restaurant:
Landini Brothers in Old Town Alexandria.
Favorite band:
u2.
For details visit: www.nvtc.org
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 41

Snapshot
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 Titans Series
featuring SAIC Chair of the Board and CEO John Jumper
Sept. 27, 2012
NVTC Titans Series
featuring Blackboard President and CEO Michael Chasen
Nov. 15, 2012
William Raters of A-T Solutions, John Fraser of ASM Research Inc.
and Stephanie Alexander of Boost Inc.
Jennie Bodmer and Ramsey Moorman of Verizon Wireless
NVTC Chairman Emeritus Mike Daniels, Joe Bower of Berkeley
Research Group and Charlie Minesinger of Three Pillar Global
Nancy McCarthy of DC Rainmakers with
Bob Dinkel of Pierce Capital Partners
Lauren Williams of BB&T Capital Markets, Carolyne Pelton of BB&T
Corporate Banking and Alex Sevilla of BB&T Capital Markets
NVTC Chair Emeritus Kathy Clark with
NVTC COO Christine Kallivokas
42 THE VOICE OF TECHNOLOGY www.nvtc.org WINTER 2013

Karen Sorber and Gordon Davidson of Micronic technologies
techCelebration: nVtC’s Annual Banquet
nov. 12, 2012
nVtC Chair Brad Antle of Salient Federal Solutions with
Amr elSawy of noblis
Shedding light
where support
is needed.
We’re proud
to follow
your lead.
ramani Vaidyanathan of SAP with
richard Kirby of neoSystems Corp.
KPMG LLP is proud
to partner with the
Northern Virginia
Technology Council.
We support the
NVTC’s mission
to provide value
by connecting,
growing,
educating, and
advocating for
innovative and
entrepreneurial
technology.
kpmg.com
nick Oppelt of Sprint, ed Swallow of northrop Grumman,
Congressman Gerry Connolly and Peter Cresse of Javlin inc.
© 2012 KPMG LLP, a Delaware limited liability partnership and the U.S. member firm
of the KPMG network of independent member firms affiliated with KPMG International
Cooperative (“KPMG International”), a Swiss entity. All rights reserved. Printed in the
U.S.A. The KPMG name, logo and “cutting through complexity” are registered trademarks
or trademarks of KPMG International. NDPPS 106935
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 43

B O A r D O F D I r E C T O r S as of 11/30/12
Magid Abraham, comScore
mabraham@comscore.com
Oscar Osorio, Grant Thornton
oscar.osorio@us.gt.com
Gary Pan, The Entrepreneur Center @NVTC
gpan@panatech.com
John Allen, Bluestone Capital Partners
jallen@bluestonecapitalpartners.com
Kevin Parker, Deltek
kevinparker@deltek.com
Gary Shapiro, Consumer Electronics Association
gshapiro@ce.org
Anne Altman, IBM Corporation
altmana@us.ibm.com
rob Quartel, NTELX
rquartel@ntelx.com
Senior Advisory
O F F I C E r S
Mike Bradshaw, Google
mbradshaw@google.com
John Burton, Updata Partners
jburton@updata.com
George Quinn, Ernst & Young
george.quinn@ey.com
David Schaefer, Ah&T Insurance
dschaefer@ahtins.com
Greg Baroni, Attain
greg.baroni@attain.com
Mark Bisnow, Bisnow on Business
mcb@bisnow.com
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
Todd Stottlemyer, Acentia
todd.stottlemyer@acentia.com
Secretary
Enrico Della Corna, PNC Bank
enrico.dellacorna@pnc.com
Treasurer
robin Lineberger, Deloitte LLP
rlineberger@deloitte.com
General Counsel
Craig Chason
Pillsbury Winthrop Shaw Pittman LLP
craig.chason@pillsburylaw.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.
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
Steve Cooker, Monster.com
steve.cooker@monster.com
Marilyn Crouther, hP Enterprise Services
marilyn.crouther@hp.com
Karen Dahut, Booz Allen hamilton
dahut_karen@bah.com
Nelson Ford, LMI
nford@lmi.org
Mike Golden, Wells Fargo
mike.golden@wellsfargo.com
John Hagan
BB&T Capital Markets | Windsor Group
jhagan@bbandtcm.com
Ted Hengst, harris Corporation
Steve Hills, The Washington Post
hillss@washpost.com
Scott Hommer, Venable LLP
shommer@venable.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
Stacy Mendler
Alion Science and Technology
smendler@alionscience.com
Linda Mills
Northrop Grumman Information Systems
linda.mills@ngc.com
richard Montoni, MAXIMUS
richardmontoni@maximus.com
Jennifer Morgan, SAP Americas
jennifer.morgan@sap.com
J.D. Myers II, Cox Communications
j.d.myers@cox.com
raj Narasimhan, Micron Technology
rnarasimhan@micron.com
Phil Norton, ePlus
pgn@eplus.com
George Schindler, CGI
george.schindler@cgi.com
Brad Schwartz, Blue Canopy
bschwartz@bluecanopy.com
Matthew Schwartz, kPMG
mtschwartz@kpmg.com
Kim Shanahan, korn/Ferry International
kim.shanahan@kornferry.com
Jean Stack, houlihan Lokey
jstack@hl.com
Charles Steger, Virginia Tech
president@vt.edu
Pete Stevenson, Latisys
pks@latisys.com
Sean Stone, Silicon Valley Bank
sstone@svb.com
Bob Templin
Northern Virginia Community College
rtemplin@nvcc.edu
Marta wilson, Transformation Systems Inc.
mw@transformationsystems.com
John wood, Telos
john.wood@telos.com
Dave Zolet, CSC
dzolet@csc.com
Chairmen Emeriti
John Backus, New Atlantic Ventures
john@navfund.com
Ed Bersoff
ebersoff@greenwichassoc.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, Adesso Group
donna.morea@adessogroup.biz
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
Bob Dinkel, Pierce Capital Partners
bdinkel@piercecapitalpartners.com
Mark Frantz, BlueDelta Capital Partners
mark@bluedeltacapitalpartners.com
Deepak Hathiramani, Vistronix
deepak.hathiramani@vistronix.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
Duffy Mazan, Second Venue LLC
dmazan@mazan.org
John Mendonca
mendonca.john@verizon.net
Alan Merten, George Mason University
amerten@gmu.edu
George Newstrom
Dell Services Federal Government
george_newstrom@federal.dell.com
Sterling Phillips
sterling.phillips@ymail.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
Jim Sheaffer
jim.sheaffer@gmail.com
Mark Stauder, Inova health System
mark.stauder@inova.org
Teresa Sullivan, University of Virginia
president.sullivan@virginia.edu
Lydia w. Thomas, Noblis
lthomas@noblis.org
Earle williams
earlew1480@gmail.com
Dendy Young, McLean Capital
dendy.young@mcleancap.com
44 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

u s i n e s s p a r t n e r s
www.boozallen.com
www.itsolutions-llc.com
www.cit.org
www.cgi.com
www.comscore.com
www.coxbusiness.com
www.deloitte.com
www.csc.com
www.deltek.com
www.dom.com
www.icfi.com
www.kpmg.com
www.lockheedmartin.com
www.microsoft.com
www.northropgrumman.com
www.pillsburylaw.com
www.pnc.com
www.saic.com
www.salientfed.com
www.sprint.com
www.venable.com
m e d i a p a r t n e r s r e s e a r C H p r O V i d e r
www.1105govinfo.com
www.washingtonpost.com/
capital_business
www.gartner.com
www.smartceo.com
winter 2013 www.nvtc.org tHe VOiCe OF teCHnOLOGY 45

N E w M E M B E r S as of 11/30/12
Technology Companies
Allied Soft
www.alliedsoft.net
Bluewolf
www.bluewolf.com
CALIBrE Systems Inc.
www.calibresys.com
Centurion research Solutions LLC
www.centurionresearch.com
DatarPM
www.datarpm.com
Deque Systems Inc.
www.deque.com
Fonteva Inc.
www.fonteva.com
Fulcrum IT Services
www.fulcrumit.com
GeoPay Inc.
www.geopayinc.com
Global Network Services
www.gogns.net
Government Transaction Services Inc.
www.ezgrantfiling.com
Human Circuit
www.professionalproducts.com
Imagine Management Inc.
Infosys Public Services
www.infosyspublicservices.com
Iron Mountain
www.ironmountain.com
Keltech Inc.
www.keltech-va.com
KNS Technologies Corporation
www.knstek.com
LastPass
www.lastpass.com
Mobile System 7
www.mobilesystem7.com
NebaTek LLC
www.nebatek.com
Optimal Technology Solutions Inc.
www.optimaltsi.com
retriever Consulting LLC
SLAIT Consulting
www.slaitconsulting.com
Speek
www.speek.com
Subject7
www.subject-7.com
Sybersense
www.sybersense.net
Unissant Inc.
www.unissant.com
Unleashed Technologies LLC
www.unleased-technologies.com
Vector Services LLC
www.domavector.com
Vectronix Inc.
www.vectronix.com
Venveo
www.venveo.com
Zoomdata
www.zoomdata.com
Associate Companies
Marshall & white PLLC
www.mw-pllc.com
Nominate Your CFO!
Help nvtc recognize chief financial officers and
financiers for outstanding accomplishments and
excellence in promoting the development of Greater
Washington’s technology community.
Submit your nomination by March 8 at www.nvtc.org.
Newmark Grubb Knight Frank
www.ngkf.com
POLITICO
www.politico.com
Saul Ewing LLP
www.saul.com
Public Company
CFO of the Year
Emerging Growth
CFO of the Year
Sheehan Insurance Group Inc.
www.sheehaninsurance.com
Private Company
CFO of the Year
Financier of the Year
Platinum Sponsor:
Produced by:
wTAS LLC
www.wtas.com
Affiliate Company
The Business Exit Forum
www.thebusinessexitforum.com
46 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013

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E N E w I N G M E M B E r S as of 11/30/12
1105 Government Information Group
AccessibleTech Inc.
Acentia
Acuity Business Solutions
AgencyQ
AH&T Insurance
AirWatch
Alterity Management & Technology
Solutions Inc.
APT Impact Inc.
Attain LLC
Blackstone Counsel
BlueDelta Capital Partners
Bluestone Capital Partners
BNETSEC LLC
British Embassy - UK Trade & Investment
Canadian Embassy
Centennial Computer Corporation
CenturyLink
Clearsight Advisors Inc.
CliftonLarsonAllen LLP
Cooley LLP
DC Chamber of Commerce
Dixon Hughes Goodman LLP
48 THE VOICE OF TECHNOLOGY www.nvtc.org wINTEr 2013
Emergent LLC
Emerging Strategies LLP
Enterprise Business Law Group LLC
Environics Communications
Fairfax County Chamber of Commerce
Financial Transaction Services of WPA
Gibson Dunn & Crutcher LLP
Gleacher & Company
Hamilton Insurance Agency
The Hartford Group
Heidrick & Struggles Inc.
Houlihan Lokey
Howard Hughes Medical Institute
ICF International
The ILEX Group
INDUS Corporation
Infoblox Inc.
IntelliDyne LLC
Itrakz LLC
ITT Technical Institute
James Madison University
Kanagawa Office in Maryland
Marketwire + Sysomos
Marsh & McLennan Companies
McLean Capital LLC
The Media Trust Company
Micronic Technologies
Near Infinity Corporation
Noblis
Northern Virginia Community College
Northwest Federal Credit Union
Off Peak Training
Parker Tide
PNC Bank
PricewaterhouseCoopers
Proexport - Colombia
R2integrated
Randstad Finance & Accounting
RER Solutions Inc.
Retrieval Systems Corporation
RFID Global Solution Inc.
Robert Half International
ROI2 Inc.
Rose Financial Services
SAGE Communications
ScientiaMobile
Securis
SemFin Group LLC
ShuffleLabs
Silverpop
SmartCEO
Sprint
Tatum LLC
TBK IT LLC
Thomas Jefferson High School for Science
and Technology Partnership Fund Inc.
TRAINING SOLUTIONS Inc.
Travelers Insurance
Turtle Wings
tw telecom
University of Virginia
Verisign
Virtacore Systems Inc.
Vision Business Products
Vital Edge Solutions Inc.
Wells Fargo
WilmerHale

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