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Tech Bisnow
January 7, 2013
State of DC Tech
(Part I)

We survived the fiscal cliff. And we’re slowly drying our eyes from the Reskins loss. So now what? We've been talking to tech CEOs about their plans for 2013 and whether looming fed cuts are keeping them up at night.
Appian founder Matt Calkins
Appian founder Matt Calkins is adding 100 people to his Reston, Va.-based firm in the next six months. That’s if he can find them. While the company already has 3.5 million users of its BPM software and just completed its best quarter ever, its accelerator is “all the way down” due to not being able to hire the amount of people it needs. But the company will still launch a new version of its software in April that will give its enterprise customers more ability to collaborate across their entire organization.
MicroPact president Kris Collo and CTO Michael Cerniglia
When we talked to MicroPact president Kris Collo (here with CTO Michael Cerniglia) on Day 4 of the new year, he had already brought on seven people. That’s after 50 new hires in 2012 and a plan to bring on 20 more in Q1. Kris says he’s also adding square footage to his HQ in Herndon, Va. Like Matt, Kris’ company also sells BPM software. He credits MicroPact’s success, particularly in the government sector, to not raising prices during a tough economic year last year and by offering leaner systems that have lower maintenance costs. Kris says the company’s main target this year will be healthcare contracts with IRS, HHS, and DOD. He also expects to see some growth from private sector customers.
Greenline Systems CEO Scott Suhy
Government contracting would seem like a shaky business with sequestration delayed a few months by the signing of the fiscal cliff legislation. But it helps if you’re in the right type of government business: risk management. Greenline Systems CEO Scott Suhy says his Arlington, Va.-based company hasn’t skipped a beat. Its biggest US gov customers are DOD and DHS, but the company works for governments all over the world. (England has great risk management. It's called being English.) He’s looking for 14 Java developers and QA testers and says his gov customers are also adding people. He also says the fiscal cliff legislation included an R&D tax credit that will be a benefit for Greenline.
Brocade's public sector business will grow this year through more acquisitions and adding at least 30 people, says federal sales VP Anthony Robbins. The San Jose, Calif.’s government division in Herndon, Va., sells network infrastructure products that are housed in 90% of government data centers. And while the federal budget shrunk this year, Anthony says the trillions it still plans to spend in the next 7-8 years makes the market viable. Brocade markets its product as something that takes fewer people and resources to run, which Anthony says will attract agencies trying to trim back. The company acquired Vyatta last November and will continue looking for targets this year.
Criterion CEO Promod Sharma
Promod Sharma’s Criterion is sitting on a decent backlog of work and plans to bid on over $500M worth of new government business this year. The Vienna, Va.-based company invested in a business development team last year, which helped to more than double 2012's revenue from the previous year. Promod would like to continue growth in cybersecurity, cloud, and identity management. His strategy is to proceed as normal despite uncertainty in the federal market. “From where we are, we’ll just keep moving in an aggressive way,” Promod says.
Raytheon Trusted Computer Solutions COO Ed Hammersla
Raytheon Trusted Computer Solutions has long sold a technology that saved the military money. But it’s not until this year that the Herndon, Va.-based company will truly drive home that point to its customers through a new advertising campaign and communications strategy, says COO Ed Hammersla. The company sells software that allows agencies to share data across secure networks. Ed says the company will focus its marketing to military on the fact that troops will only need to lug around one-tenth the number of computers and organize a smaller convoy of trucks by using its data sharing products. “Whenever you can save the department money, it’s a big deal,” he adds.
Privia's Glenn Giles
Privia spent 2012 ramping up its sales team and building a professional services organization within the Herndon, Va.-based company. CEO Glenn Giles is starting 2013 confident that government contractors will need Privia’s software, which helps them go through the entire process of bidding on a contract. The professional services unit will step in when a customer wants to do more proposals but doesn’t have the team to work the process. The company is planning a heavy push on the commercial side, specifically targeting construction and banking customers.
Check out Wednesday's issue of Tech Bisnow, which will feature the state of DC tech from the startup entrepreneur's perspective. Send other story ideas to Bisnow's Tania Anderson.
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