VARs Respond To First Responders

Today's first responders are facing threats that only a decade ago were the stuff of movies. New technology is quickly becoming standard-issue equipment, including rugged laptops, handheld computers and tablets, as well as advanced sensors and improved communications devices.

Indeed, responder vehicles are becoming mobile command units, replete with computers, screens, printers, scanners, digital cameras and even servers. And cities large and small are setting up permanent emergency operations centers, some so technically advanced they look like they belong on the TV show "24."

Solution providers, of course, have responded by developing products to tap into the lucrative first-responder market. With all the press and media coverage, one would think penetrating this market would be a piece of cake. But that isn't necessarily so.

That's because local funds are extremely limited, making the procurement process a challenge. To work around the situation, keep an eye out for federal department grants for equipment that can come from the Department of Homeland Security or the Department of Justice, for example. Often, they take the form of block grants to the state or as equipment grants sent directly to local entities.

But be forewarned: These grants have been the source of much consternation. The truth is that despite recent federal agency attempts to simplify and ensure that the funding is distributed properly, solution providers must frequently work overtime to understand the process, which can be confusing, laborious and frustrating.

But don't get frustrated. Perhaps you can draw inspiration from the following engagement, a scenario that involved three integrators that developed bundled systems to help the preparedness, response capabilities and safety for the state of Michigan. In rolling out two statewide systems contributed by three VARs, the end result created a complete end-to-end response system.

For starters, San Diego-based Science Applications International (SAIC) developed a command-and-control system featuring resource management, personnel management, consequence and vulnerability assessment tools. This solution was composed of several commercial off-the-shelf (COTS) software programs, as well as proprietary SAIC-developed systems.

The effort to build this solution was coordinated out of the Public Safety Integration Center--a laboratory, test bed and prototyping demonstration center established by SAIC in cooperation with more than 50 other companies that supply technologies and solutions for homeland security. In addition, Defense Group, an Alexandria, Va.-based technology company, also contributed. Currently, it's in the process of deploying its Mobile CoBRA Command Kits, a bundled solution consisting of a rugged laptop computer loaded with Defense Group's proprietary software along with several COTS software programs.

To assist Michigan in its technology rollout, Defense Group called on a third solution provider, Pittsburgh-based Fisher Safety, whose sales reps visited police and fire departments to ensure that the first responders fully understood the technology and its capabilities. The company also provided local support for the rollout.

These three diverse solution providers--a Fortune 500 systems integrator, a small, veteran-owned ISV and a large distributor--came together to supply a state with a total, end-to-end solution that enabled decision makers to rapidly evaluate the threat posed to the public, provided timely, relevant information for on-the-ground incident commanders and promoted effective deployment of responders to reduce population at risk.

Neil A. Cohen ([email protected]) is director of business development for Defense Group, a CoBRA division.