BUSINESS PLAN FOR DATA TO DECISIONS
SYSTEMS AND TECHNOLOGY
INNOVATION ALLIANCE
Developed as Part of CenterState Agenda
for Economic Opportunity
Support from Battelle Technology Partnership Practice (TPP)
Executive Summary
November 2013
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Table of Contents
1.
Purpose ................................................................................................................................................. 3
An Overview of the D2D Systems and Technology Systems and Technology Opportunity in Central
New York ................................................................................................................................................... 3
Overview of the Lead Development Initiative for D2D Systems and Technology Systems and
Technology ................................................................................................................................................ 5
2.
Broader Market Opportunity and Challenges for Central New York .................................................... 7
Emerging New Era of Big Data and the Central New York Opportunity in Complex Real-Time Data to
Decision Products and Services ................................................................................................................ 7
Specific Target Market Opportunities for Central New York in Real Time Data to Decision Applications9
Critical Challenges for Advancing D2D Systems and Technology in Central New York ......................... 13
3.
Products and Services of the D2D Systems and Technology Alliance ................................................ 19
Theory of Change .................................................................................................................................... 19
Market Scouting and Deal Matching Services ........................................................................................ 20
Objective ............................................................................................................................................. 20
Customers ........................................................................................................................................... 20
Products and Services ......................................................................................................................... 21
Operational Implications..................................................................................................................... 23
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1. Purpose
CenterState CEO has advanced a Metropolitan Business Plan for the Central New York region, sponsored
and facilitated by The Brookings Institution’s Metropolitan Policy Program. This Metropolitan Business
Plan adapts the discipline of private-sector business planning through which regional business, civic, and
government leaders rigorously analyze the market position and assets of their region to identify
strategies that address the specific economic challenges and opportunities found in their region. A
central element of the Metropolitan Business Plan is to advance pragmatic and catalytic solutions that
go beyond high level general strategies and actions found in traditional economic development
strategies by setting out a detailed and concrete business plan for a Lead Development Initiative that
can advance the region’s economic growth.
This report sets out a business plan for a Lead Development Initiative to enable Central New York to
become a global leader in the emerging technology industry area of Data to Decisions (D2D Systems and
Technology) Systems and Technologies, one of the core strategies to advance economic growth
identified in Central New York’s Metropolitan Business Plan. More specifically, this Lead Development
Initiative focuses on how Central New York will focus on
becoming a global leader in targeted growth markets for
The purpose of the business planning
D2D Systems and Technology Systems and Technology
for the Lead Initiative under the
products and services through pro-active deal making,
Metropolitan Business Plan differs
new product development and venture formation.
from traditional economic
A new non-profit enterprise, the D2D Systems and
development in its more detailed and
Technology Systems and Technology Innovation Alliance,
concrete planning on how the Lead
is to be the created to drive this Lead Initiative.
Initiative will result in advancing
economic growth and selfsustainability rather than a more
Complementing this Lead Development Initiative for D2D
general strategy plan involving
Systems and Technology Systems and Technology will be
strategic
objectives, priorities and
other activities undertaken as part of the overall
associated actions.
Metropolitan Business Plan to advance D2D Systems and
Technology Systems and Technology talent generation
and to become a leading center for translational D2D Systems and Technology Systems and Technology
research and development in which there are strong industry-university partnerships that allow the
region to be a thought leader in advancing D2D Systems and Technology Systems and Technology
innovations into the marketplace.
An Overview of the D2D Systems and Technology Systems and Technology
Opportunity in Central New York
Today, over 50 companies are directly involved in the D2D Systems and Technology Systems and
Technology industry, employing over 9,000 workers in Central New York.1 Yet, these D2D Systems and
Technology Systems and Technology companies are not found in any traditional industry sector
1
Battelle identified 42 of these companies based on their specific activities involved in advancing D2D Systems and
Technology technologies, including generating patents or receiving SBIR grants or venture financing. Another 10 D2D
Systems and Technology companies were identified by CenterState CEO based on knowledge of their activities.
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definition. Instead, what they share is a set of technology competencies in sensing, signal processing,
cybersecurity, systems integration and engineering, data mining, and decision support. These industry
technology competencies are found across many of Central New York’s leading industry clusters,
including digital electronics, information systems, medical applications, and environmental products.
Appendix A sets out a listing of these companies with a description of their products, industry platform,
number of employees, industry classification, key D2D Systems and Technology Systems and Technology
capabilities identified, patents, SBIR awards, and whether they received venture financing.
What is impressive is that while D2D Systems and Technology Systems and Technology is an emerging
technology area, many of the specific companies involved in D2D Systems and Technology Systems and
Technology activities in Central New York represent a “who’s who” of the leading businesses in the
region:

Digital electronics applications: Lockheed Martin, Saab-Sensis, Syracuse Research Corporation,
BAE Systems, Anaren, Ithaco Space Systems, C Speed, Black River Systems

Environmental products: Carrier Corporation, Pall Corporation, Inficon

Medical applications: Welch Allyn, Conmed, Bristol Myers Squibb, Blue Highway, Infimed,
Masonic Medical Research Laboratory

Information systems: Assured Information Security (AIS), Intelligent Software Solutions, ITT
Exelis, Research Associates of Syracuse, CUBRC, Booz Allen Hamilton, Everis, Secure Network
Technologies, Inc., Intelligent Software Solutions, PAR Technology
The D2D Systems and Technology Systems and Technology industry is also a highly innovative part of the
Central New York economy. From 2009 through the first half of 2012, there were 935 D2D Systems and
Technology Systems and Technology patented inventions in Central New York, which represents nearly
half of all patents generated in the region. The leading technology capabilities of Central New York’s
D2D Systems and Technology Systems and Technology industry that were identified through company
interviews and patent reviews, include:



Sensing and detection with associated signal processing and controls
Cybersecurity
Overall systems and device integration involving interface of hardware and software.
It is also notable that universities in Central New York play an active role in D2D Systems and Technology
Systems and Technology innovation, particularly Cornell University and Syracuse University.
Approximately 10 percent of the D2D Systems and Technology Systems and Technology patents
identified from 2009 through April of 2012 were assigned to these two universities—73 at Cornell
University and 14 at Syracuse University. These university patents reflect the intellectual property from
basic research discoveries, and, as a result, have the potential to offer disruptive technologies rather
than incremental improvements, which are typically in the case for industry patents. Furthermore,
discussions with university officials revealed that it is common for software artifacts—involving the
structure, architecture, use cases and requirements to design D2D Systems and Technology systems—to
be created to demonstrate important research findings; however, these research efforts are not being
assessed for their broader commercial value nor fully developed into D2D Systems and Technology
Systems and Technology products. This suggests an opportunity to create new D2D Systems and
Technology Systems and Technology ventures based on cutting-edge research activities found at
universities in the region.
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By building on Central New York’s existing technology capabilities in D2D Systems and Technology
Systems and Technology, there is an opportunity to fuel broad-based economic development and
advance a globally competitive niche for the region. As Michael Best, a leading scholar chronicling the
growth and development of industry growth across regions explains in The New Competitive Advantage:
The Renewal of American Industry:
“Regions can be thought of as developing specialized and distinctive technology
capabilities, which give them unique global market opportunities. The successful pursuit
of these market opportunities, in turn, reinforces and advances their unique regional
technological capabilities. Regional specialization results from cumulative technological
capability development and the unique combinations and patterns of intra- and interfirm dynamics that underlie enterprise and regional specialization.”2
Overview of the Lead Development Initiative for D2D Systems and Technology
Systems and Technology
The enterprise proposed to further the development of Central New York as a global leader in targeted
markets for D2D Systems and Technology Systems and Technology products and services is the Data to
Decisions (D2D) Innovation Alliance (the “Alliance”). The Alliance will serve as the “go to” development
organization for Central New York to facilitate and advance connections, new product development, and
new venture formation to targeted markets for D2D Systems and Technology Systems and Technology
products and services.
The Alliance will offer three specific services to advance D2D Systems and Technology Systems and
Technology industry development in Central New York:



Market scouting and deal matching services
Company-based product development
New venture development
The figure below provides an overview of the Alliance’s products and key interventions.
Figure 1: D2D Systems and Technology Innovation Alliance Products and Services
2
Michael Best, The New Competitive Advantage: The Renewal of American Industry, Oxford University Press, 2001.
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It is expected that by year five the Alliance would accomplish the following:



Reach 100 D2D Systems and Technology member subscribers through its Market Scouting
and Deal Matching Services;
Have 5 contracts with large D2D Systems and Technology users and technology integrators
to assist in finding partners; and,
Generate 48 deal matches annually and annual sales of over $20 million annually from its
deal matches.
By year ten, the Alliance’s new company formation activities will have taken root with over 20 new
companies formed and over five taking root.
In terms of economic impact, on an annual basis it is expected that by year five the Alliance’s direct
activities in market scouting and deal making/product development will be creating approximately 100
direct jobs a year3. In addition, there will be significant continuing sales generated by D2D Systems and
Technology companies in Central New York over time from the Alliance’s efforts, plus new start-up
companies formed that will allow the overall impact to be additive and so lead to thousands of jobs
created over the ten year period.
The pro forma financial analysis suggests that after an initial investment of close to $1 million the
Alliance can begin to cover its own costs and generate a modest level of positive net income by year 5
from just its market scouting and deal matching/product development activities. By the end of the ten
year period, the pro forma financial analysis suggests that the Alliance is likely to generate more than
$1 million in cumulative positive cash flows as it realizes equity returns from its for-profit venture
development partnership efforts.
In this business plan, the targeted D2D Systems and Technology market opportunities for Central New
York to pursue is set out, along with the specific product and service offering of the D2D Innovation
Alliance to realize these market opportunities. The specifics of how the D2D Innovation Alliance is to be
managed, with details on its operations, financials, and projected impact are also set out. An initial
start-up phase is suggested to enable the D2D Innovation Alliance to ramp-up its products and services
with a specific focus on the cybersecurity market for critical infrastructure.
3 Assumes approximately one job created for every $200,000 of sales generated
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2. Broader Market Opportunity and Challenges for Central New York
Data to Decisions is a particular niche area of a significant transformation taking place today in how
information technology impacts society, businesses and our daily lives, commonly referred to as the new
era of Big Data. This section explains the emergence of this new era of Big Data, how Data to Decisions
fits within this new era, where the capabilities of Central New York are well-positioned within specific
target markets and the specific market gaps or challenges facing the region to realizing its potential in
D2D Systems and Technology industry development.
Emerging New Era of Big Data and the Central New York Opportunity in
Complex Real-Time Data to Decision Products and Services
The driver of Big Data is an unprecedented amount of digital information being generated from
digitizing of records, on-line transactions, social networking and Internet searches. These massive data
sets are too large and complex for humans to effectively extract useful information without the aid of
computational tools.4 Much of Big Data today is about improving how organizations manage the large
volume of data being generated to better serve their customers and provide insights into the
development of new products. This data is no longer simply structured data, fitting into specific formats
of rows and columns used in spreadsheet or other standard database programs. Instead it involves
managing and making sense of large unstructured data sets, such as plain text and video, along with
more traditional structured data sets.
New technologies with related products and services are required to inform how we store, process and
analyze this large and complex generation of data. By one estimate, Big Data is already a $5 billion
market based on related software, hardware, and service revenues of its leading companies. Looking to
the future, Wikibon, a worldwide community of practitioners, technologists and consultants involved in
Big Data, estimates a compounded annual growth rate of 58percent between now and 2017, based on
increased demand for Big Data and the expected developments in technologies and services that make
Big Data a practical reality.5
Still, the potential of Big Data goes well beyond managing, processing, and analyzing large and complex
datasets. It involves a paradigm shift in using continuous processes of gathering this complex data to
inform decisions in real time. IBM, in a presentation on Big Data, provides a number of illustrations of
how real-time continuous processing of data will inform decisions:6
 A bus company uses real-time geospatial analysis to provide passengers with the location of its
buses and time of arrival.

Vital signs from medical devices in a neonatal ICU monitoring bodily functions through imaging,
blood analysis and other sensing techniques are analyzed in real-time to detect subtle changes
and take action up to 24 hours sooner.

Criminal and domestic terrorist threats are identified by monitoring, processing, and correlating
disparate video, audio, and data feeds in real-time.
4
Rick Robinson, “Taming Big Data,” Research Horizons, Georgia Institute of Technology, Fall ‘12–Winter ‘13, pg 6
Jeff Kelly, Big Data Market Size and Vendor Revenues, Wikibon, Oct 16, 2012
6
Presentation from Kevin Foster, IBM Big Data Solution Architect, Big Data Analytic Solution Accelerators, 2012
5
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
Building power usage is monitored and managed through the use of real time data from building
devices such as meters, sensors and motion detectors.
It is this continuous use of data to inform real-time decisions that stand out as perhaps the most
transformative aspect of Big Data in our daily lives. Often referred to as Data to Decisions (D2D), it will
require much more complex, emerging technologies in sensor and sensor systems to gather and process
data. This continuous use of data to inform real-time decisions poses significant systems engineering
challenges, along with the need for improved data storage, processing and predictive analytic tools to
interpret this complex unstructured data . As Thomas Davenport, writing in the MIT Sloan Management
Review this past July 30, 2012, explained: “… companies that learn to take advantage of big data will use
real-time information from sensors, radio frequency identification and other identifying devices to
understand their business environments at a more granular level, to create new products and services,
and to respond to changes in usage patterns as they occur.”7
Real time use of data for decisions also raises the importance of cybersecurity to protect information
systems necessary for the operations of businesses and critical infrastructure. As D2D Systems and
Technology involves more complex sensor and sensor systems, it will also involve not only protecting
information in computer networks, but information gathered and processed in devices.
Central New York is particularly active in sensing and sensor systems involving radar, environmental, and
medical applications8. As set out in Appendix A, there are eleven D2D Systems and Technology
companies in the region focused on defense electronics applications involving radar and other military
detection systems, eleven D2D Systems and Technology companies involved in medical applications, and
eight focused on environmental applications.
Another specific strength found in Central New York is cybersecurity. Central New York is home to a
number of large established companies that are leaders in cybersecurity, such as ITT Exelis and Everis.
This is also an area where a number of emerging companies are present. Of particular note are five
emerging companies in Central New York that have been awarded federal Small Business Innovation
Research (SBIR) grants for cybersecurity activities. Finding these strengths in Central New York is not
surprising since the region is home to the Air Force Research Laboratory Information Directorate,
located in Rome, New York, focused on basic research and advanced development of information
technology. Up until very recently, Rome, New York was also home to the Air Force Research
Laboratory Sensors Directorate.
One way to see this focus on more complex technology capabilities is to view the spectrum of capabilities
across the 50 D2D Systems and Technology companies in the region as set out in Appendix A. Typically,
7
Thomas Davenport, Paul Barth and Randy Bean, “How ‘Big Data’ Is Different,” MIT Sloan Management Review,
July 30, 2012.
8
Sensors detect external stimuli representing physical conditions such as from radio waves, temperature, light or
chemicals in the environment. It is through signal processing that these stimuli can be read by an electronic
instrument or device and further analyzed and transformed into data. Often this data is directly used to perform
actions such as adjusting or turning on or off different automated operating systems through a device known as an
actuator. But what makes sensors a part of Big Data is when they are integrated into networks, particularly
wireless and other mobile networks, through systems engineering linking in communications and computing
(hardware, software and algorithms). This is what is done in Central New York across sensing and sensor networks
used in radar, environmental and medical applications.
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any one D2D Systems and Technology company will have a number of capabilities across acquiring,
processing, interpreting, protecting, and systems engineering.
Table 1: Spectrum of D2D Systems and Technology Core Competencies Found Across D2D Companies Identified
in Central New York Based on Interviews, Company Descriptions and Patent Key Word Searchers
Sensing & Detection
Signal Processing
Actuators & Controls
20 companies
23 companies
19 companies
Interpretation (Decision Support,
Systems and Device Integration into
Networks/Mobile Communications
Cybersecurity
Modeling, Predictive Analytics)
8 companies
21 companies
10 companies
Specific Target Market Opportunities for Central New York in Real Time Data
to Decision Applications
As noted previously, what stands out about the D2D Systems and Technology companies in Central New
York is the diversity of industries that they serve. The following analysis examines the market
opportunities of real-time D2D Systems and Technology using sensing and sensor networks, systems
engineering, and cybersecurity capabilities found in the Central New York, including the military,
commercial unmanned aerial systems, health care, environmental, and financial services.
The most developed market for D2D Systems and Technology activities in Central New York is the
defense and national security market, which has grown with the presence of the Air Force Research
Labs in Rome, New York. The military is perhaps one of the most extensive, existing developers of D2D
Systems and Technology applications since it is integral in the focus on network centric warfare that
drives the focus on command, control, communication, computers, intelligence, surveillance &
reconnaissance (C4ISR). According to the National Research Council, “the Army’s vision of a network
centric capable force is for one that is robustly networked by means of a communications and
information infrastructure that is global, secure, real-time, reliable, and Internet-based and user driven”.
9
A senior Department of Defense (DoD) civilian explains it as: “… how everything ties to that from the
sensor to the transport communications, as well as the applications and data fusion.”10 The value of
D2D Systems and Technology for the military is to decrease the cycle time from the gathering of data to
operational decisions for nearly all national defense missions.
According to Frost and Sullivan, DoD will spend $43 billion in 2013 on C4ISR, roughly 7percent of the
total DoD budget.11 Going forward, this market for D2D Systems and Technology services in the military
faces significant uncertainties in light of federal budget deficits, and Frost and Sullivan are projecting
slight declines in spending.12 But a far greater threat to the region is that these difficult federal budget
times may cause Congress to seek more defense consolidation in the years ahead, putting the continued
9
National Research Council, “Strategy for an Army Center for Network, Science, Technology and Experimentation,”
2007, page 18.
10
Barry Rosenberg, “CERDEC Director Shares Vision for C4ISR Innovations,” Defense Systems, April 21, 2010.
11
Frost & Sullivan, U.S. DoD Spending on C4ISR., July 12, 2012.
12
Frost & Sullivan, U.S. DoD Spending on C4ISR., July 12, 2012.
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operations of the Air Force Research Labs in Rome, New York in doubt, according to discussions with
regional leaders. In the last round of Base Realignment and Closure (BRAC) in 2005, the initial
recommendations of the BRAC Commission were to close the Rome labs. This was reversed, though the
sensors directorate at Rome was transferred to Wright Patterson Air Force Research Lab in Dayton,
Ohio, which is becoming the site of more focused integration around network centric warfare for the Air
Force Research Lab.
Cybersecurity for homeland defense is another focus area closely related to the Central New York
region’s traditional activities with DoD in D2D Systems and Technology. In commercial uses of
cybersecurity the focus is on information assurance activities to detect intrusions, ensure identity
management, and provide firewalls to prevent attacks, among other services. Overall this is a fast
growing market due to the increased adoption of cloud computing, networks, data centers, and wireless
communication devices. MarketsandMarkets reports that the cybersecurity global market reached $63.7
billion in 2011 and is expected to grow to about $120.1 billion by 2017, a compounded annual growth
rate of 11.3 percent from 2012 to 2017.13
Overall, the commercial cybersecurity market is a very competitive one and, as in the overall Big Data
market, the Central New York region needs to play to its strengths. One area of cybersecurity where the
region may be better positioned is in the area of complex critical infrastructure involving significant
presence of sensors and electronic devices, such as the electric power grid, transportation systems,
medical systems and municipal wastewater systems. A potential opportunity for Central New York is to
become a hub for the recently announced DoD cyber command effort that includes a new
counteroffensive mission to disrupt attacks incoming to private sector critical infrastructure such as
power plants and electrical grids.14 There are significant opportunities to advance the next generation
of Supervisory Control and Data Acquisition (SCADA) and networked embedded control systems that
govern critical physical infrastructures (e.g., power grid, natural gas distribution, transportation).
In this regard, there is an opportunity to build upon the National Science Foundation’s Science and
Technology Center in which Cornell is a partner. The Center, which is known as TRUST (Team for
Research in Ubiquitous Secure Technology), “is focused on the development of cyber security science
and technology that will radically transform the ability of organizations to design, build, and operate
trustworthy information systems for the nation's critical infrastructure.” Central New York also has the
opportunity to leverage the recent presence of JP Morgan technology center in IT risk and security
management established at Syracuse University.
Closely related to this military strength is the emergence of a new market for commercial unmanned
aerial systems (UAS). UAS operate aircraft without a flight crew on-board, either by remote control or
autonomously, and are being used extensively by the military for surveillance and attack missions. The
commercial applications of UAS can also be quite extensive, from transportation, homeland security and
law enforcement surveillance to performing geophysical surveys for oil, gas and mineral exploration to
and hunting hurricanes, among other uses. UAS are highly advanced inter-disciplinary technology
systems calling for advances in automation and control, remote sensing, sensing data management
systems, power and propulsion, and aircraft materials and design.
13
MarketsandMarkets, Cyber-Security Market - Global Forecast & Trends (2012–2017), June 2012
Elisabeth Bumiller, “Pentagon Expanding Cybersecurity Force to Protect Networks Against Attacks,” Washington
Post, January 27, 2013
14
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The commercial market for UAS is estimated to reach $2.8 billion by 2018, according to WinterGreen
Research.15 While there are other states with opportunities in unmanned aerial systems, particularly
those with a strong presence of military bases and/or defense contractors, such as Ohio, Arizona and
Utah, it is an opportunity area that Central New York is also well positioned due to the activities of the
Air Force Research Laboratory and its defense contractors in Rome, New York, as well as the
infrastructure of the former Griffiss Air Force Base that is now used for commercial purposes. In
particular, Central New York is putting in a proposal to become a demonstration site to help inform the
Federal Aviation Administration as it moves forward with the rules and regulations on how to manage
the operations of commercial UAS, particularly in integrating UAS with other commercial air traffic
control. Winning this demonstration site will give Central New York a leg up in advancing new products
and services for commercial UAS.
Environmental and energy monitoring is another emerging commercial use of D2D Systems and
Technology capabilities. In environmental products, D2D Systems and Technology is being used to help
create energy efficiencies and evaluate environmental quality in buildings. Of particular importance is
advancing environmental controls in buildings that involve the development of smarter systems that can
sense better how equipment is operating and provide prognostics on when components such as
bearings are failing and doing so in real-time monitoring through remote communications to a service
center. BCC Research estimates that building automation systems was valued at $71.5 billion in 2011
and is expected to reach $88.2 billion by 2016, a five year compound annual growth rate of 4.3
percent.16 These automated systems are not all using real-time D2D Systems and Technology processes,
but by being automated they offer the potential to be transformed.
The Central New York region with OEMs, such as Carrier, has a longstanding environmental controls
industry cluster. Among the half dozen environmental companies interviewed, they remain firmly
focused in their near-term activities on continuing to advance applications in this area.
The medical market is also ripe for D2D Systems and Technology products and services. There is
significant growth in the development and use of portable and wireless-enabled patient monitoring
systems that is fueling this market. BCC Research estimates that the global tele-home and tele-hospital
market reached $11.6 billion in 2011, and is expected to increase to $27.3 billion in 2016, a five-year
compound annual growth rate of 18.6 percent.17 Eric Topol, formerly head of Cleveland Clinic’s Lerner
Research Institute and now Chair of Innovative Medicine and Director of Scripps Translational Science
Institute, provides examples of how the transformation of medicine through digital innovation taking
place today builds upon increased understanding of how individual variations in genomics relates to
diseases:
“Imagine a genomic panel that indicated a high risk of diabetes mellitus in an individual who
therefore now uses a sensor that adheres to the skin that continuously tracks blood glucose
levels, promoting lifestyle changes or facilitating tailored pharmacologic approaches. Or
imagine a woman with an increased risk of breast cancer who can monitor herself for breast
cancer using a smart phone with the capability of acquiring and transmitting ultrasound
15
WinterGreen Research, Commercial Unmanned Aerial Systems: Market Shares, Strategies and Forecasts,
Worldwide, 2012–2018, Product 247707, July 26, 2012.
16
BCC Research, Commercial Building Automation Products: Technology and Global Markets, Report #IFT010C)
July 19, 2012
17
BCC Research, Global Markets for Telemedicine Technologies, Report #HLC014E, March 9, 2012
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images. Even today, remote wireless monitoring can be used to detect previously
undiagnosed yet important heart rhythm disorders in individuals who carry DNA markers
associated with increased risk for atrial fibrillation or ventricular tachyarrhythmia.”18
Central New York already has a number of D2D Systems and Technology companies serving the medical
market. While this focus on D2D Systems and Technology medical applications is found within only a
few companies, it has garnered significant interest from many other D2D Systems and Technology
companies involved in defense and national security markets to particularly tap the cybersecurity
strengths of the region given the importance of privacy of medical-related data. A common perspective
by D2D Systems and Technology companies seeking to enter the medical market was the importance to
partner with those already serving that market given its unique requirements and customer needs.
Financial services is another growing market for D2D Systems and Technology products and services, as
well as being identified as an emerging cluster in Central New York being driven in part by the JP Morgan
Chase Technology Center located at Syracuse University. However, it is important to note that currently
there are few D2D Systems and Technology companies in Central New York serving this market, indicating
that it could be an exciting area of opportunity to explore further. In financial services, D2D Systems and
Technology is of critical importance since the financial industry thrives on both structured and unstructured
data from transactions, customer interactions, interest rate changes, risk assessments, and complex
investment products, such as derivatives. D2D Systems and Technology applications for the financial industry
range from identifying fraud to customizing product offerings. It is imperative for financial institutions to
ensure the correctness, reliability, availability, safety, and security of financial transactions across financial
enterprises, retail businesses and customers through applications of cybersecurity. The complexity of
securing these transactions is only increasing as the use of mobile payment through smart phone
applications grow. At the same time, financial services firms are increasingly competing on their ability to
make real-time decisions on providing credit to individuals, companies, and other financial institutions, and
managing large investment portfolios, which call for use of predictive analytics in making real-time business
decisions. Recent findings from ABI Research show that global spending on financial critical infrastructure
security will total $17.14 billion by the end of 2017. This includes spending on counter measures, transaction,
and data security, as well as on policies and procedures.19
Despite Central New York not currently having a strong presence of D2D Systems and Technology
companies serving the financial services market, there was strong interest expressed by D2D Systems
and Technology companies involved in defense and national security markets in diversifying into
financial services applications to leverage their cybersecurity strengths. These same D2D Systems and
Technology companies, however, were not sanguine about the prospects of realizing success because of
the barriers to entry. There was a concern that many of the larger financial companies would seek to
address issues of cybersecurity internally, or only with well-established IT companies, such as IBM.
Given New York’s traditional leadership in this sector, including in advancing regulatory and legal
oversight, there may be ways to better connect Central New York and advance its collaborations, such
as demonstrated through the recent and growing engagement of JP Morgan Chase with Syracuse
University and establishment of a technology center in Central New York.
18
Eric J. Topol, Transforming Medicine via Digital Innovation, Translational Medicine, January 27, 2010, Vol 2 Issue
16, pages 2–3
19
ABI Research, Aggressive Cyber Threats Expose Vulnerable Financial Infrastructure and Prompt $17.4 Billion in
Security Spending, November 26, 2012
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Based on this assessment of market opportunities in the use of real-time data to decisions, it is
recommended that both a near-term and longer-term approach be taken to targeting market
opportunities for Central New York:

For near-term gains in the D2D Systems and Technology industry, the region needs to be
supportive of major opportunities in defense (including protecting Rome labs), civilian aviation,
homeland security, and environmental and energy monitoring. This places an emphasis on
major federal initiatives such as UAS and cybersecurity.

For longer-term gains in the D2D Systems and Technology industry, a focused and strategic
effort on more broadly reaching the medical and financial markets needs to be put into place.
Critical Challenges for Advancing D2D Systems and Technology
in Central New York
From discussions with D2D Systems and Technology companies, the region has developed a robust
cluster of firms serving the defense and national security markets, but has had more isolated successes
related to the broader growth of the D2D Systems and Technology market. A number of market failures
and development challenges are holding back the region from generating further growth and
development of D2D Systems and Technology activities, including:

The ability to convert defense and national security based capabilities into commercial
opportunities. Roughly half of the D2D Systems and Technology companies in the region—
found in digital electronics and information systems—are primarily defense and national
security contractors. The presence of the Air Force Research Lab’s Information Directorate and
its past legacy in radar and sensing has provided the region a strong footing in D2D Systems and
Technology industry capabilities in the region.
These companies express consistent interest in diversifying the markets they serve and applying
their D2D Systems and Technology capabilities in commercial markets, with a strong interest in
health care and financial services.20 However, they are not having much success in making this
transformation.
One particular issue is the weak connections to those with knowledge of markets outside of
defense and national security. Interestingly, the D2D Systems and Technology companies
serving the defense and national security markets know each other well and often partner on
specific defense and national security opportunities. But when it comes to developing
partnerships to serve other markets, even with the presence of some national D2D Systems and
Technology leaders of other markets in the region, they are having difficulty.
Another issue that was identified in the interview process is that many of the D2D Systems and
Technology companies serving defense and national security markets lack business models to
collaborate on new product development and new markets with other companies. The business
model as a defense and national security contractor is typically a cost reimbursement model.
Many of the defense and national security contractors do not have in place business models for
more risk-oriented approaches involving partnering on commercial product development or
selling to commercial markets on a firm and fixed price approach.
20
Interviews with eight of these D2D Systems and Technology companies primarily serving the defense and
national security markets, including a range of large and small companies.
Page 13 of 23

Large existing D2D Systems and Technology companies serving non-defense markets lack an
awareness of technical capabilities of other D2D Systems and Technology companies in the
region. Discussions with large D2D Systems and Technology companies in the region serving
non-defense markets point to the need for improved outreach and networking on the technical
side of D2D to identify opportunities to collaborate around specific capabilities.
Large D2D Systems and Technology companies also expressed an interest in working with an
intermediary able to match their company’s specific technology needs with likely partners in the
region. These companies expressed the fact that they are very busy and the region is quite
spread out, and so it is difficult to find partners. In the other cases, the Central New York region
location is home to more of an operating unit of a larger multi-national company with the R&D
function of the company being outside of the region. This calls for more outreach to the R&D
center located outside of the region to engage them in learning about the region’s D2D Systems
and Technology capabilities.

Linkages to universities and commercialization of university D2D Systems and Technology
technologies are limited and pose another significant development gap for D2D Systems and
Technology in the region. Despite the active role of universities in advancing D2D Systems and
Technology innovations, particularly found at Cornell University and Syracuse University, there
are few active research collaborations with either of these universities in D2D Systems and
Technology activities. Moreover, start-up activities in D2D Systems and Technology
technologies from these universities are minimal. Cornell, which has an active technology
transfer and commercialization program, with 29 new start-ups from 2010 to 2012, had few in
the D2D Systems and Technology area. Discussions with faculty suggest that there are
opportunities to further advance promising D2D Systems and Technology technologies into new
products and perhaps offer the basis for new start-up companies.

Generating sufficient numbers of new graduates in D2D Systems and Technology technologies
remains an issue. From the interviews, nearly all of the firms interviewed actively tap the local
universities in Central New York for talent in D2D Systems and Technology technologies and are
generally pleased with the quality of graduates. In addition, many of the universities in the
region are being responsive to specific needs of companies in customizing curriculum.21
Still, industry indicated that there are major needs in the region for more graduates in software
engineering, embedded software, network architecture, wireless networks, cybersecurity and
controls. Industry indicated that it is difficult and expensive to recruit workers from outside of
the region, and would want to see more local graduates to fill available jobs. One of the larger
D2D Systems and Technology companies in the region that has opened a wireless center of
excellence in Oregon indicated that the numbers of graduates in Central New York does not
compare with that location.
21
Note: Students at Cornell University, however, are not typically hired by Central New York firms since they are
actively recruited by national firms and comprise many students from outside of the New York area seeking other
locations for work or, in the case of foreign students, pose difficulties in hiring.
Page 14 of 23
Table 2 summarizes the D2D Systems and Technology markets of primary focus for Central New York,
along with key technology competencies of firms in these markets and specific development challenges
they face. It also sets out key players and customers.
Page 15 of 23
Table 2: Summary of D2D Systems and Technology Markets and Associated Central New York Technology Competencies, Challenges and Potential Customers
Potential Market for
D2D Systems and
Technology
Financial Information
Assurance/Cybersecurity
Medical Digital Innovation
Environmental
Monitoring
Defense Network Centric
Operations
Unmanned Aerial Systems
for Civil Aviation, Law
Enforcement and Homeland
Security
What is the market
opportunity?
Focus on cyber-security and
advancing information
assurance technologies and
applications for ensuring
the correctness, reliability,
availability, safety and
security of financial
transactions across financial
enterprises, retail
businesses and customers.
Growing focus on mobile
applications.
Digital innovation focused on
remote patient monitoring
devices, point of care
diagnostics, and large data
processing, information and
predictive analysis for medical
applications.
D2D Systems and
Technology technologies
(i.e., decision support
systems, predictive
analytics) that can
transform existing devices
into wireless applications
from smart appliances to
smart health to smart
factories.
Convergence and integration of
D2D Systems and Technology
technologies (such as big data,
computer graphics, modeling and
gaming) from commercial sector
to develop next generation
network centric and electronic
warfare approaches for the
military (including unmanned
aerial vehicles).
Unmanned aerial systems (UAS)
are aircraft systems that
operate without a flight crew
on-board either by remote
control or autonomously. UAS
are highly advanced interdisciplinary technology systems
calling for advances in
automation and control,
remote sensing, sensing data
management systems, power
and propulsion and aircraft
materials and design. UAS have
been pioneered by the military
either for surveillance or attack
missions. But the applications
of UAS can be quite extensive
from transportation, homeland
security and law enforcement
surveillance, performing
geophysical surveys for oil, gas
and mineral exploration, and
hunting hurricanes, among
other uses.
What is the existing
core technology
capabilities found in
the region serving
this market?
Authentication
Attestation
Information Assurance
Secure Wireless Networking
Decision support systems
and predictive analytics
Diagnostics
Integrated sensor systems
Signal processing
Wireless systems
Vapor compression
systems
Controls and process
control software
Variable speed air flow
Monitoring system
integration
Signal processing
Image processing
Embedded software
Prototyping of sensor systems
Data fusion
Data mining
Modeling and simulation
Network security
Decision support systems &
predictive analytics
Radar systems
Secure Low Power Electronics
Decision support systems &
predictive analytics
Page 16 of 23
Potential Market for
D2D Systems and
Technology
Financial Information
Assurance/Cybersecurity
Medical Digital Innovation
Environmental
Monitoring
Defense Network Centric
Operations
Unmanned Aerial Systems
for Civil Aviation, Law
Enforcement and Homeland
Security
D2D Systems and
Technology
Development Status
In Region
Uncertain due to difficulties
in entering market to serve
financial institutions.
High Potential with presence of
OEMs in region that focus on
advanced sensor systems
Examples of start-up companies
in region.
High Potential with OEM
base in region that needs
to advance smarter
systems for energy
efficiency, improved
prognostics, improved
controls/variable speed,
real-time monitoring. But
major companies in region
not strong in overall
building systems.
More of an existing
company base—two of
the leaders in the world
present in the region.
Extensive, with leadership in
cybersecurity technologies and
applications.
High potential for land
management systems tapping
radar and decision support
systems.
Emerging market requiring
government approvals and
regulatory development.
Development
Challenges for
Companies
Interviewed
Market entry… partnership
building. Getting beyond
simply sharing war stories
and common problems on
cyber-security
Are reimbursement models in
place for medical digital
innovation?
Assessment of how D2D Systems
and Technology technologies can
be applied to market needs; for
instance, information assurance
in alignment with HIPAA
privacy/confidentiality needs.
Creating business environment
to keep start-ups in region;
requires clinical partnerships.
Intermediary to assist medical
companies in finding technology
partners.
Existing companies need
to be better connected to
broader regional strengths
in D2D Systems and
Technology…interest in an
intermediary that can be
an effective bridge to
integrating new D2D
Systems and Technology
functionality.
How to tap OEM partners to
enter new markets particularly in
medical and financial services.
How to best integrate technology
capabilities in addressing market
needs—when is opportunity
right.
Talent: Systems engineers,
software engineering
Being at the forefront of
emerging federal
developments.
Page 17 of 23
Existing and Potential Companies in Market Sectors
Table 2A: Summary of D2D Systems and Technology Markets and Associated Central New York Technology Competencies, Challenges and Potential Customers
Potential
Market for D2D
Systems and
Technology
OEMs
Financial Information
Assurance/Cybersecurity
Medical Digital Innovation
Environmental
Monitoring
Defense Network Centric
Operations
Unmanned Aerial Systems
for Civil Aviation, Law
Enforcement and Homeland
Security
Regional banks
JP Morgan Chase
Welch Allyn
ConMed
Bristol Myers Squipp
Carrier
Pall Corporation
Air Innovations
Saab Sensis
Lockheed Martin
ITT Exelis
BAE
Saab Sensis
Lockheed Martin
Technology
Solution
Providers
ITT Exelis
Everis
Secure Network
Technologies
Blue Highway
Infimed
C Speed
Ithaco Space Systems
ITT Exelis
Inficon
Quanterion Solutions
Secure Network Technologies
Agrave BioSystems
Rheonix, Inc.
Transonic Systems
Greenwald Technologies
Inficon
International Controls &
Measurement
Everis
Syracuse Research Corp
Black River Systems
Anaren
Everis
C Speed
Helios Remote Sensing Systems
ANDRO Computational Solutions
Architecture Technology Corp
Assured Information Security
Everis
GrammaTech
John Messalingua Associates
PAR Technology
Quanterion Solutions
Research Associates of Syracuse
Secure Network Technologies
Anaren
Innovative Dynamics
Others
Universities
Hospital Systems
Masonic Medical Research
Laboratory
Universities
Universities
Universities
The next section of the business plan lays out the proposed products and services of the D2D Systems and Technology Alliance and explains how each will seek
to help overcome current identified market failures, except for the generation of talent, which is a separate effort that will need to be undertaken under the
Metropolitan Business Plan.
Page 18 of 23
3. Products and Services of the D2D Systems and Technology Alliance
The focus of the D2D Innovation Alliance is to advance D2D Systems and Technology-based economic development
in a structured and sustainable manner by offering a suite of services that emphasize market pull rather than
technology push. This will require the D2D Innovation Alliance to create meaningful connections to the targeted
markets identified for the D2D Systems and Technology base of firms found in Central New York. Since D2D Systems
and Technology is an emerging technology platform, it is expected that new product development leveraging the
technology capabilities of the Central New York D2D Systems and Technology industry base will also be a critical
element for success in serving the targeted markets identified. Over the longer-term, Central New York will also
need to create a dynamic, entrepreneurial culture around D2D Systems and Technology products and services,
including leveraging the base of university research and development in transformative D2D technologies to firmly
root the region’s global leadership in D2D Systems and Technology products and services.
Theory of Change
The theory of change for accelerating the economic growth of D2D Systems and Technology in Central New York
needs to recognize that D2D Systems and Technology is an emerging technology platform with the potential to serve
multiple markets. The reason why Central New York has a place in D2D Systems and Technology development is the
presence of existing industry technology capabilities found across many of its leading industry clusters, as well as in
the research and development capabilities found across universities in the region.
Unlike traditional manufacturing modernization, D2D Systems and Technology development in Central New York is
not a case of bringing new technologies and contract research services to industry in the region to raise their
competitiveness. Instead, D2D Systems and Technology development needs to focus on leveraging the technology
capabilities of industry, along with research drivers found in universities, to serve the growing markets for D2D
Systems and Technology. This places the emphasis on connecting with the needs and requirements of different
markets, and then advancing new product development by industry and launching new ventures with breakthrough
technologies to serve these markets.
The need in Central New York to advance D2D Systems and Technology development can best be thought of as a
“translational” challenge in how to apply core technology strengths found in the region to market-driven
applications. With the potential to serve multiple markets, it is critical for D2D Systems and Technology growth to
learn about the specific needs of different markets in key innovation advancements using D2D Systems and
Technology technologies from the types of sensors needed, the uses of information, need for predictive analytics,
appropriate user interfaces and other key features for D2D Systems and Technology solutions.
Typically, translational activities are enabled through close connections with leading customers. For Central New
York, this poses a disadvantage that needs to be addressed. Outside of the defense and national security market, in
which Rome, New York is the home to the Information Directorate of the Air Force Research Lab, there are few large
resident customers for the D2D Systems and Technology markets that Central New York is poised to serve. Instead,
the products and services of the lead initiative must not only advance innovation for specific markets, but generate
the knowledge and connections to those markets.
In response to Central New York’s existing environment for D2D Systems and Technology industry development, the
first level of services by the Alliance are focused on creating the “throughput” of sales of D2D Systems and
Technology goods and services by companies in Central New York to the targeted markets and D2D Systems and
Technology end users, both in and out of the region. This increased throughput will be accomplished through
Market Scouting and Deal Matching Services to conduct market research on needs and potential customers for D2D
Systems and Technology products and services in targeted markets and to connect specific market opportunities for
D2D Systems and Technology products and services to Central New York D2D Systems and Technology companies.
The Market Identification and Connecting Services will impact D2D Systems and Technology industry development
through its deal-making activities, including helping D2D Systems and Technology companies in Central New York
Page 19 of 23
find opportunities as well as advancing broader industry consortiums that engage potential customers and attract
federal funding.
The second level of services provided by the Alliance will complement the market scouting and deal matching
services by providing a source of new product development resources to translate the market scouting into more
focused development of D2D Systems and Technology products and services in Central New York. This new product
development will focus on leveraging existing industry technology capabilities to serve targeted markets.
The third level of services provided by the Alliance will be a longer-term effort to translate breakthrough innovative
technologies in D2D Systems and Technology that are going untapped and can support the formation of new D2D
Systems and Technology ventures. These technologies may be based in industry or universities in Central New York,
and the focus would be on commercialization through new venture development.
Figure 2 summarizes the products and services recommended for advancing the D2D Innovation Alliance. A
complete description of each service, including the objective of the service, primary customers, operational
implications, and financial resources required, is provided in the narrative detail that follows.
Figure 2: D2D Systems and Technology Innovation Alliance Products and Services
Market Scouting and Deal Matching Services
Objective
The market scouting and deal matching services will address the region’s gaps in awareness and relationships to
targeted markets for D2D Systems and Technology services. The need for this service is driven by that fact that
many of the customers driving the various D2D Systems and Technology markets are located outside of the Central
New York region. Its objective is to increase the opportunities in targeted markets for D2D Systems and Technology
companies in Central New York through pro-active scouting and deal matching on a company-by-company and
broader industry consortium basis.
Customers
The primary customers for the market scouting and deal matching services are the full range of D2D Systems and
Technology companies found in Central New York. This includes a wide range of firms who generate new D2D
Systems and Technology technologies as well as those that are focused on integrating D2D Systems and Technology
technologies into products and services. Some larger firms, such as Carrier, Welch Allyn, and Saab Sensis, are both
generators and integrators of D2D Systems and Technology technologies.
In addition, for market scouting and deal matching services to be effective, another key customer group must be
those companies that are primarily users of D2D Systems and Technology technologies, and as a result are critical to
the Alliance in offering access to markets and identifying market needs. A number of these D2D Systems and
Technology users are based in Central New York, including state and local governments, financial services, and
Page 20 of 23
health care providers. However, it will be critical to reach beyond Central New York to advance D2D Systems and
Technology user relationships.
Products and Services
The Alliance’s primary market scouting and deal matching effort is to identify specific user interests and
requirements in targeted markets and then follow-up to advance new collaborations and relationships between D2D
Systems and Technology generators, technology integrators, and users.
There are many ways these market scouting and deal matching activities can be advanced. Among some suggested
approaches to move this function forward are:

Outreach to potential D2D Systems and Technology users in the Central New York region and nearby
regions in Upstate New York to learn of their interests and requirements for D2D Systems and Technology
products and services and make them aware of D2D Systems and Technology capabilities in the region
and create deal matches. The Alliance will continually seek out potential users of D2D Systems and
Technology services in the Central New York region to learn about their ongoing needs and requirements as
well as to promote matches with D2D Systems and Technology companies in the region. Across the targeted
markets there are a wide range of potential users in the Central New York region that can be contacted,
such as:
o Environmental/Building Systems – university campuses; local governments;
commercial real estate managers
o Health – large OEMs; hospital systems
o Financial – regional centered banks in CNY and in nearby regions of NYS
o Cybersecurity – state and local law enforcement; local electric utilities;
transportation providers.

Identify technology needs of large D2D Systems and Technology companies in targeted markets involved
in integration of D2D technologies to partner with D2D technology generators in the region. An example
of this type of activity is Connecticut Innovations’ (CI)Partnering with a Prime program that identifies
technology needs of large companies, largely in the aerospace/military sector (such as Boeing, Pratt Whitney
and Lockheed Martin), and then facilities matches to small and emerging technology companies in the state.
From 2010 to 2012, the CI Partnering with a Prime program received 35 large company requests and
facilitated over 300 matches.

Participate in existing regional, statewide, and national consortium efforts that bring together D2D
Systems and Technology end-users in key markets along with D2D Systems and Technology generators.
There are already ongoing consortiums for D2D Systems and Technology services in target markets that the
Alliance can participate in to identify specific users as well as to advance deal matches for the region’s
companies. These ongoing consortiums might be state level or national efforts.
One example of a state level effort to participate in is the New York eHealth Collaborative (NYeC), a not-forprofit organization working to improve healthcare for all New Yorkers through health information
technology (health IT). NYeC works to develop policies and standards, to assist healthcare providers in
making the shift to electronic health records, and to coordinate the creation of a network to connect
healthcare providers statewide. NYeC recently joined in creating a Digital Health Accelerator Program that is
engaging early and growth stage companies in advancing new products and services for care coordination,
patient engagement, analytics and message alerts. NYeC and the Digital Health Accelerator Program is
developing critical insights into the market needs of health providers for IT and other digital applications for
medicine as well as into early stage innovation drivers.
Another example is to more actively participate in the National Science Foundation funded Science and
Technology Center that Cornell is part of known as TRUST (Team for Research in Ubiquitous Secure
Page 21 of 23
Technology). One of the core missions of TRUST is knowledge transfer, which includes workshops and
conferences with D2D Systems and Technology companies and key user stakeholders in advanced cybersecurity
infrastructure areas touching physical infrastructure, financial infrastructure, and health infrastructure. There are
18 contributing industry partners involved with TRUST that comprise global leaders in electronics, information
technology and communications—such as CISCO Systems, Qualcomm, BT, Intel, and Symantec—who seek
advances in D2D Systems and Technology technologies.
There may also be opportunities regionally to more fully represent the D2D Systems and Technology
community in Central New York in ongoing consortiums. For instance, the Alliance should participate in the
Northeast UAS Airspace Integration Research (NUAIR) Alliance that is comprised of small and large
companies, academic institutions and military operations to respond to the Federal Aviation
Administration’s (FAA) plans to establish six unmanned aerial system test sites across the U.S. This
consortium, which CenterState CEO has been instrumental in advancing, stands out because it not only
brings together regional D2D Systems and Technology players, but is also attracting interest of companies
and universities from outside of Central New York that offer key complementary skills and resources.

Organize new consortiums in targeted markets for D2D Systems and Technology services. There should
also be a focus on bringing together new consortiums around targeted market opportunities, such as was
done in unmanned aerial systems through NUAIR (described above).
Another creative example of advancing consortiums to link with large markets of users of D2D Systems and
Technology services has been conceived by the Syracuse Center of Excellence through its “Bridge to
Markets” program to advance automated building systems technology solutions by targeting New York City
and convening meetings of early adopter building owners, developers, property managers, and all the
stakeholders necessary to sell products into New York City (e.g., codes and standards, labor unions,
architecture and engineering firms, finance, etc.).
The Alliance staff should take on the role of identifying opportunities for D2D Systems and Technology
consortiums and supporting the development of these D2D Systems and Technology consortiums, including
advancing the concept, recruiting the initial consortium members, holding initial events, developing a
business plan of activities, and seeking resources needed for their efforts from state, industry, philanthropic
and national sources.
To carry out this market scouting and deal matching function, there are some capacity-building efforts required,
including:
Advancing an understanding of the key capabilities of industry, non-profit research organizations, and universities
in D2D Systems and Technology in Central New York. The repository should focus not only on technology expertise
and markets served, but existing engineering and manufacturing capacity found across industry, university and nonprofit research organizations in Central New York that can be leveraged to support the development of prototypes
as well as proof of concept efforts. This repository would be maintained and generated by the Alliance and regularly
updated based on new developments in D2D Systems and Technology activities, such as patents applied for and
awarded, publications, grant awards, and new investments made. Each firm’s profile will be updated at least
annually by having the Alliance survey the community.
One ongoing example of the use of such a repository is San Diego CONNECT’s near-sourcing initiative to match San
Diego’s innovative start-up and emerging technology companies in need of outsourcing to the region’s broader
manufacturing base. This near-sourcing initiative taps the Connectory.com database of over 850 San Diego
companies. This Connectory.com database focuses on company capabilities and capacities of manufacturing
companies at every level of the supply chain. It was developed by the San Diego East County Economic
Development Council in the 1990s as a response to the defense/aerospace downturn and has expanded to all of
California. The San Diego East County Economic Development organization contacts each company personally once
Page 22 of 23
a year to ensure the database is accurate and up-to-date. CONNECT provides value added services of outreach and
vetting of potential providers before introducing them to companies requiring subcontractors and partners.
Establishing a market research capacity. For the Alliance to identify and reach out to potential users (especially
early adopters) and leading firms offering D2D solutions in targeted markets, as well as keeping abreast of the
developments for D2D Systems and Technology technologies and solutions in targeted markets, requires a market
research capacity. This function would also handle information requests from Alliance members. It would be carried
out by having a library and information sciences professional on staff dedicated to keeping up with target market
developments, identifying and tracking activities of these companies, and responding to Alliance member
information requests.
Creating a secure collaboration portal to foster deal matching. Given the large geographic footprint found in
Central New York, an important resource would be to make use of Internet-based collaboration tools that are
commercially available to connect the D2D Systems and Technology community. While the Alliance will not rely
solely on the use of the Internet-based collaboration tool, it will serve as a consistent communications, information
sharing and collaboration tool.
This collaboration portal can be the means to facilitate outreach and offer a secure site for sharing information. It
might also be a means to enable use of the repository as an on-line resource for Alliance members to identify
possible partners. For instance, one particularly valuable effort might be to better connect D2D Systems and
Technology industry with university research activities that could involve faculty identifying specific research efforts
from the new algorithms and software artifacts that they have produced.
Operational Implications
The market scouting and deal matching services would be the primary focus in building the staff of the Alliance. It is
recommended that an Executive Director be hired who should have strong collaboration, project management,
speaking, private industry experience and outreach skills capable of facilitating interactions and work programs with
corporate-level executives. The ideal candidate would have more than five years of relevant experience in sales and
marketing, economic development, or business and technology development with a working knowledge of D2D
Systems and Technology activities.
The other key staffing required is for the Alliance is managing the information collection on D2D Systems and
Technology members and market research on target markets, particularly to identify likely companies for outreach
as well as assisting in Alliance member requests. It is recommended that a mid-level professional with expertise in
library and information sciences and market research, who can identify information sources on D2D Systems and
Technology markets and companies, develop information collection processes, manage databases, and manage
surveys. This function will make use of student interns for day-to-day support in information collection, database
management, survey outreach, etc.
Finally, there is a need for administrative support to handle day-to-day business functions and provide staff support
to the Executive Director.
To accomplish the market scouting and deal matching function will require dedicated resources. In order to identify
and build relationships with D2D Systems and Technology users and technology integrators as well as to participate
in consortium activities, there will be direct expenses incurred for trips and presentations to these D2D Systems and
Technology users/technology integrators, along with developing collateral materials for user outreach.
Page 23 of 23