idga irregular warfare cots deck
DESCRIPTION
Giuntini & Co. presentation at the 1st annual IDGA Irregular Warfare conference from May 2010. Presentation focuses on COTS products used in military equipment.TRANSCRIPT
Trai
ling
Edge
Tec
hn
olog
y So
luti
ons:
A p
arad
igm
shi
ft f
or t
he
desi
gn a
nd
supp
ort
of C
OTS
pro
duct
s em
ploy
ed in
CO
IN o
pera
tion
s
By R
on G
iunt
ini
Prin
cipa
l, G
iunt
ini &
Com
pany
, In
c.
IDG
A Ir
regu
lar
War
fare
Con
fere
nce
Mon
day,
May
25,
201
0
1©
G&
C 20
10
Pre
sen
tati
on O
utl
ine
�W
hat
Are
Com
mer
cial
Off
The
She
lf (C
OTS
) Pr
oduc
ts
�O
verv
iew
Of
COTS
Pro
duct
s Em
ploy
ed I
n W
eapo
n Sy
stem
s
�CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
�Tr
ailin
g Ed
ge T
echn
olog
y Co
ncep
t 2©
G&
C 20
10
Wh
at A
re C
omm
erci
al O
ff T
he
Shel
f (C
OTS
) P
rodu
cts
��C
omm
erci
al it
em�
as d
efin
ed in
FAR
Par
t 12
;
prov
ides
fra
mew
ork
for
buyi
ng p
rodu
cts
unde
r Fe
dera
l
Acqu
isiti
on S
trea
mlin
ing
Act
�Th
e ov
eral
l goa
l is
to f
ill D
oD r
equi
rem
ents
whe
neve
r pr
actic
al b
y
usin
g pr
oduc
ts w
hose
des
ign
and
conf
igur
atio
n co
ntro
l is
driv
en
by t
he c
omm
erci
al m
arke
t, r
athe
r th
an e
mpl
oyin
g pr
oduc
ts t
hat
are
desi
gned
spe
cific
ally
for
the
mili
tary
; re
ferr
ed t
o as
Dev
elop
men
tal I
tem
s (D
I)
�C
OTS
pro
duct
s ca
n al
so b
e re
ferre
d to
as
Non
-Dev
elop
men
tal
Item
s (N
DI),
or G
over
nmen
t Off
The
Shel
f (G
OTS
) whe
re a
spec
ific
CO
TS p
rodu
ct is
util
ized
in s
ever
al s
yste
ms
3©
G&
C 20
10
Wh
at A
re C
omm
erci
al O
ff T
he
Shel
f (C
OTS
) P
rodu
cts
ACO
TS P
rodu
ct
Man
ager
B C D
DI
Prod
uct
Man
ager
DI
Prod
uct
Man
ager
DI
Prod
uct
Man
ager
Prog
ram
/ Pr
oduc
t O
vers
ight
M
anag
er
Prog
ram
Ex
ecut
ive
Off
ice
ACO
TS P
rodu
ct
Man
ager
B C D
COTS
Pro
duct
M
anag
er
COTS
Pro
duct
M
anag
er
DI
Prod
uct
Man
ager
Prog
ram
/S
yste
m
Man
ager
Prog
ram
Ex
ecut
ive
Off
ice
E
CO
TS L
egac
y
CO
TS E
volv
ing
Syst
em O
f Rec
ord
Prog
ram
/S
yste
m
Man
ager
EAG
FE Prog
ram
/ Pr
oduc
t O
vers
ight
M
anag
er
DG
FE
Rap
id F
ield
ing
Initi
ativ
e
4©
G&
C 20
10
Exam
ples
Of
CO
TS P
rodu
cts
Cu
rren
tly
Empl
oyed
By
The
Serv
ices
�Co
mm
unic
atio
ns &
dat
a�
Com
pute
rs/s
erve
rs (
Del
l, H
P, I
BM)
�D
ata
stor
age
(EM
C)�
Rou
ters
(Ci
sco)
�PD
As (
Palm
, Bla
ckbe
rry)
�N
on-e
mbe
dded
sof
twar
e (M
icro
soft
)�
Dis
play
s (T
rans
-Lux
, Pan
ason
ic)
�G
PS (
Gar
min
, Mag
ella
n)
�Tr
aini
ng s
imul
ator
s (R
ockw
ell C
ollin
s, C
AE)
�M
RAP
(N
avis
tar
whe
elba
se)
�Fi
xed-
win
g sp
ecia
l pur
pose
airc
raft
(G
ulfs
trea
m, B
eech
. Ce
ssna
. Boe
ing)
�O
ff-r
oad
cons
truc
tion
vehi
cles
(Ca
terp
illar
, Ter
ex)
�N
ucle
ar, b
iolo
gica
l & c
hem
ical
sen
sors
(Sm
ith I
ndus
trie
s)C
OTS
Pro
duct
s B
ecom
ing
A P
latf
orm
For
DI
5©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
lAc
quis
ition
Cy
cle
Tim
e Fo
r W
arfig
hter
Sy
stem
D
eliv
ery
Mad
e-To
-Sto
ck o
r As
sem
ble-
To-O
rder
; fr
om
imm
edia
te t
o a
few
wee
ks d
eliv
ery.
Pro
vide
s ab
ility
to
be e
xtre
mel
y qu
ick
in r
eact
ing
to
oper
atio
nal c
hang
es r
equi
red
to f
ight
our
en
emie
s
Mad
e-To
-Ord
er;
with
man
y de
sign
con
figur
atio
n ch
ange
s,
can
take
yea
rs f
or d
eliv
ery
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
Join
t Ca
pabi
litie
s In
tegr
atio
n an
d D
evel
opm
ent
Syst
em (
JCID
S) d
elib
erat
ely
emph
asiz
es a
naly
sis
and
risk
avoi
danc
e at
the
exp
ense
of
spee
d. J
CID
S
norm
ally
tak
es f
ive
to n
ine
year
s, d
epen
ding
on
the
com
plex
ity, f
rom
the
time
a ne
w s
yste
m is
req
uest
ed, u
ntil
a so
lutio
n is
del
iver
ed.
Col
. Tim
oth
y C
hym
a, U
S A
rmy
Acq
uis
itio
n C
orps
,
at 2
010
Broo
king
s In
stitu
te m
eetin
g
6©
G&
C 20
10
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
sM
ore
from
Col
. Tim
oth
y C
hym
a on
acq
uisi
tion
spee
d
�By
com
paris
on, t
he A
rmy�
s R
apid
Equ
ippi
ng F
orce
(R
EF)
can
turn
out
sys
tem
s in
7 t
o
15 m
onth
s; it
can
do
this
bec
ause
it is
sm
all,
has
acce
ss t
o fu
ndin
g w
ithin
the
sam
e
year
it w
ants
to
mak
e a
purc
hase
, and
mos
t im
port
antly
it in
tera
cts
dire
ctly
with
the
units
in t
he fie
ld s
o it
unde
rsta
nds
thei
r ne
eds
far
bett
er t
han
the
trad
ition
al
proc
urem
ent
adm
inis
trat
or. R
EF is
som
ethi
ng t
he A
rmy
shou
ld e
mbr
ace
in it
s lo
ng-
term
mod
erni
zatio
n pr
ogra
ms.
��
.man
y of
the
pro
duct
s em
ploy
ed a
re C
OTS
The
Arm
y�s
Trai
ning
and
Doc
trin
e Co
mm
and
(TR
ADO
C), r
elea
sed
in 2
010
a pl
anni
ng
docu
men
t, �
Ope
ratio
nal A
dapt
abili
ty:
Ope
ratin
g U
nder
Con
ditio
ns o
f U
ncer
tain
ty a
nd
Com
plex
ity in
an
Era
of P
ersi
sten
t Co
nflic
t-20
16 t
o 20
28,�
auth
ored
by
Bri
g. G
en.
H.R
. McM
aste
r.
�We
wan
ted
to e
mph
asiz
e th
e co
ntin
uous
inte
ract
ions
with
an
adap
tive
adve
rsar
y, t
he
need
to
have
tho
se q
ualit
ies
of o
pera
tiona
l ada
ptab
ility
�in
nova
ting
to s
eize
and
ret
ain
that
ada
ptiv
e in
itiat
ive.
��ag
ain
COTS
pro
duct
s w
ill p
lay
a ke
y ro
le
7©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
l
Uni
t Co
st
Hig
h ca
pabi
lity
rela
tive
to c
ost,
due
to
amor
tizat
ion
over
larg
e po
pula
tion
of R
&D
and
CP
I in
itiat
ives
(Le
an, T
QM
, Six
Sig
ma)
; th
ough
CO
TS in
tegr
atio
n co
sts
can
be h
igh
Hig
h co
st d
ue t
o am
ortiz
atio
n of
dev
elop
men
t co
sts
over
sm
all p
rodu
ctio
n po
pula
tion,
as
wel
l as
high
indi
rect
cos
ts
"The
priv
ate
sect
or h
as f
latt
ened
and
str
eam
lined
the
mid
dle
and
uppe
r ec
helo
ns o
f its
org
aniz
atio
n ch
arts
, ye
t th
e D
efen
se D
epar
tmen
t co
ntin
ues
tom
aint
ain
a to
p-he
avy
hier
arch
y th
at m
ore
refle
cts
20th
Cen
tury
hea
dqua
rter
s su
pers
truc
ture
tha
n 21
st C
entu
ry r
ealit
ies,
�S
ecre
tary
Gat
es"G
iven
Am
eric
a's
diff
icul
t ec
onom
ic c
ircum
stan
ces
and
parlo
us f
isca
l con
ditio
n,
mili
tary
spe
ndin
g on
thi
ngs
larg
e an
d sm
all c
an a
nd s
houl
d ex
pect
clo
ser,
har
sher
sc
rutin
y. T
he g
ushe
r ha
s be
en t
urne
d of
f, a
nd w
ill s
tay
off
for
a go
od p
erio
d of
tim
e.�
Sec
reta
ry G
ates
, 201
0
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
Low
-cos
t CO
TS p
rodu
cts,
�fru
gally
eng
inee
red,
�bun
dled
toge
ther
as
a w
eapo
n sy
stem
, will
be
mor
e co
st a
ttrac
tive
than
the
empl
oym
ent o
f hig
hte
ch s
yste
ms
8©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
l
Rel
iabi
lity
Larg
e po
pula
tion
usin
g pr
oduc
t, w
ith e
xten
sive
w
arra
nty
feed
back
. OEM
war
rant
y co
sts
are
3-6%
of
acqu
isiti
on v
alue
of
new
pro
duct
s; h
igh
ince
ntiv
e to
impr
ove
relia
bilit
y�le
ss
failu
res=
high
er p
rofit
s�m
edia
n O
EM P
rofit
Af
ter
Taxe
s (P
AT)
is o
nly
7%, t
hus
war
rant
y co
sts
can
have
mat
eria
l im
pact
on
shar
ehol
ders
The
less
rel
iabl
e th
e pr
oduc
t,
the
grea
ter
the
reve
nue
gene
rate
d du
ring
the
Prod
uct
Supp
ort
lifec
ycle
sta
ge. M
TBF
anal
ysis
aft
er in
itial
ILS
st
udie
s pe
rfor
med
dur
ing
deve
lopm
ent
stag
e ar
e ra
rely
re
visi
ted.
Tech
nica
l D
ocum
en-
tatio
n
Rea
dily
ava
ilabl
e, a
t no
add
ition
al c
ost
in
mul
tiple
med
ias;
ext
ensi
vene
ss o
ften
driv
en b
y co
nsum
er/s
afet
y re
gula
tion.
Als
o ch
ange
s tig
htly
man
aged
due
to
liabi
lity
issu
es
Cum
bers
ome
and
exp
ensi
ve
to m
aint
ain
over
life
of
prod
uct
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
9©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
lFi
eld
Serv
ice
Rep
rese
n-ta
tives
(F
SRs)
Avai
labl
e on
a g
loba
l bas
is, e
ven
in/c
lose
to
com
bat
thea
tres
. 24/
7 co
vera
ge p
rovi
ded
eith
er
on-s
ite o
r vi
a ca
ll/w
eb
Very
exp
ensi
ve;
in t
heat
re
$400
-500
,000
/yea
r pe
r co
ntra
ctor
FSR
. Gov
ernm
ent
FSR
out
of
LCM
C ca
n be
$2
50-3
50,0
00 p
er y
ear
Trai
ning
Use
r fr
iend
ly p
rodu
cts
requ
ire li
ttle
tra
inin
g th
roug
h tr
aini
ng s
choo
ls a
nd O
JT
Exte
nsiv
e de
velo
pmen
t fo
r M
OS
trai
ning
sch
ool a
nd O
JT
due
to le
arni
ng c
urve
and
tu
rnov
er
Supp
lier
Base
Ther
e ar
e us
ually
3-4
glo
bal h
ighl
y co
mpe
titiv
e O
EMs
for
any
cate
gory
of
prod
ucts
; al
l are
hi
ghly
cap
italiz
ed a
nd p
rovi
de p
rodu
cts
to la
rge
cust
omer
bas
e
With
rol
l-up
of D
efen
se
indu
stry
, DoD
con
fron
ted
with
�to
o bi
g to
fai
l�si
tuat
ion;
oft
en o
nly
two
cont
ract
ors
able
to
com
pete
; th
ere
prof
its a
re v
irtua
lly t
he
sam
e, w
hich
mea
ns t
hat
they
ha
ve t
he s
ame
busi
ness
m
odel
s�w
hich
can
be
good
or
bad
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
10©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
l
Tech
nolo
gy
Mat
urity
Larg
e R
&D
(4.
5% o
f sa
les
Cate
rpill
ar, 7
% H
P,
16%
Int
el)
and
prod
uct
test
ed w
ith la
rge
popu
latio
n fe
edba
ck
Due
to
long
dev
elop
men
t cy
cle,
mat
urity
is a
co
nsta
ntly
mov
ing
targ
et
Tech
nolo
gy
Leve
l19
70 D
efen
se/B
usin
ess/
Cons
umer
tec
h hi
erar
chy;
20
10 C
onsu
mer
/Bus
ines
s/D
efen
se t
ech
hier
arch
y
A m
inor
ity o
f #
of
wea
pon
syst
ems
depl
oyed
are
re
quire
d to
be
�ble
edin
g ed
ge,�
thou
gh t
hey
can
be
the
maj
ority
of
acqu
isiti
on
$$$
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
�We
purs
ue t
echn
olog
ies.
The
y ar
e no
t ne
cess
arily
the
mos
t ad
vanc
ed,
but
they
ar
e th
e m
ost
usef
ul,�
Adm
. Eri
c O
lson
, Com
man
der,
S
peci
al O
pera
tion
s C
omm
and
(SO
CO
M)
in 2
010
CO
TS p
rodu
cts
are
very
sop
hist
icat
ed/c
ompl
ex d
ue to
saf
ety,
regu
lato
ry a
nd
cons
umer
dem
ands
/requ
irem
ents
�A lu
xury
aut
o ha
s 10
0 m
illion
line
s of
em
bedd
ed s
oftw
are
code
�A M
erce
des
navi
gatio
nal s
yste
m h
as 2
0 m
illion
line
s�A
For
d ca
r has
10
milli
on li
nes
�A F
-35
has
5.7
milli
on li
nes
�A F
-22
has
1.7
milli
on li
nes
11©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
lIn
terf
ace
With
Co
mm
erci
al
Best
Pr
actic
es
Enab
ler
to s
tay
curr
ent
with
rap
idly
evo
lvin
g co
nsum
er/c
omm
erci
al m
arke
t
Oft
en is
olat
ed f
rom
bes
t pr
actic
es b
ecau
se o
f a
cont
ract
or�s
bus
ines
s m
odel
of
mor
e is
mor
e; c
ost-
plus
co
ntra
cts
Tech
nolo
gy
Fam
iliar
ity
Entr
y le
vel s
oldi
ers
have
use
d m
any
of t
he
prod
ucts
in t
heir
civi
lian
lives
lead
ing
to h
igh
leve
ls o
f pr
oduc
tivity
in m
issi
ons
empl
oyin
g th
ese
prod
ucts
Oft
en n
ot u
ser
frie
ndly
fe
atur
es
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
�We
have
you
ng f
olks
tod
ay w
ho a
re v
ery
expe
rienc
ed w
ith g
amin
g, a
nd
they
�re n
ot g
oing
to
be im
pres
sed
if w
e ha
ve s
imul
atio
ns w
ith p
op-u
p ta
rget
s.
They
exp
ect
trai
ning
sys
tem
s to
sta
ck u
p w
ith t
he la
test
Xbo
x or
Play
Stat
ion
prod
ucts
.�U
SMC
Gen
eral
Jam
es N
. Mat
tis,
Com
man
der
of U
S Jo
int
Forc
es C
omm
and,
at
2010
Def
ense
Gam
eTec
h U
sers
�Con
fere
nce
12©
G&
C 20
10
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
�"M
illen
nium
sai
lors
wer
e bo
rn w
ith la
ptop
s in
the
ir ha
nds.
..but
whe
n w
e ge
t
them
into
the
Fle
et, th
e di
scon
nect
bet
wee
n w
hat
they
wer
e pr
omis
ed a
nd w
hat
they
fin
d w
ill b
e pr
ofou
ndly
dis
appo
intin
g--a
ver
itabl
e ba
it-an
d-sw
itch
sche
me.
They
will
dis
cove
r th
at o
ur "
lead
ing-
edge
-off
-the
-she
lf" a
nd "
stat
e-of
-the
-art
"
tech
nolo
gy is
at
best
anc
ient
....
The
two-
way
com
mun
icat
ion
band
wid
th o
f a
sing
le B
lack
Berr
y is
thr
ee t
imes
grea
ter
than
the
ban
dwid
th o
f th
e en
tire
Arle
igh
Burk
e de
stro
yer.
Loo
ked
at
anot
her
way
, th
e N
avy'
s m
ost
mod
ern
in-s
ervi
ce m
ulti-
mis
sion
war
ship
has
onl
y
five
perc
ent
of t
he b
andw
idth
we
have
in o
ur h
ome
Inte
rnet
con
nect
ion.
...
By t
he t
ime
it ge
ts t
o th
e pe
ople
who
nee
d it,
it is
alre
ady
out
of d
ate.
�
Vice
Adm
iral M
ark
Edw
ards
, Dep
uty
of N
aval
Ope
ratio
ns fo
r
Com
mun
icat
ions
Net
wor
ks (N
6) in
Apr
il 20
08
13©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
lIn
tegr
atio
n O
f M
ultip
le
Prod
ucts
Int
o A
Solu
tion
US
man
agem
ent
skill
s in
inte
grat
ing
COTS
pr
oduc
ts in
to a
sol
utio
n is
a u
niqu
e st
reng
th
of U
.S.;
diff
icul
t fo
r ou
r en
emie
s to
du
plic
ate
with
sam
e CO
TS p
rodu
cts
Sam
e as
CO
TS
Conf
igur
atio
n Ar
chite
ctur
e
Rap
idly
cha
nges
to
reco
nfig
ured
pro
duct
pl
atfo
rm t
hrou
gh o
pen
arch
itect
ure;
so
ftw
are
and
hard
war
e
Oft
en u
niqu
e co
nfig
urat
ion
that
may
hav
e so
me
open
ar
chite
ctur
e; b
ut c
urre
ntly
sm
all m
inor
ity o
f pr
oduc
ts
Des
ign
Influ
ence
No
pow
er t
o m
ake
chan
ges
to d
esig
ns;
mili
tary
pur
chas
es a
re o
ften
<1%
of
sale
s
Can
focu
s on
spe
cific
mis
sion
re
quire
men
ts t
o op
timiz
e m
issi
on e
ffec
tiven
ess
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
14©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
lD
imin
ishi
ng
Man
ufac
turin
g So
urce
s,
Mat
erie
l Sh
orta
ges
(DM
SMS)
With
rel
ativ
ely
shor
t pr
oduc
t lif
ecyc
les,
su
pply
cha
in c
halle
nges
can
oft
en o
ccur
so
oner
tha
n la
ter;
big
issu
e is
ele
ctro
nic
prod
ucts
whe
re li
fecy
cles
are
onl
y 2-
5 ye
ars
Can
also
be
a ch
alle
nge
whe
n a
prod
uct
is o
ut-o
f-pr
oduc
tion
and
DoD
fun
ding
is
err
atic
Org
anic
Life
Cy
cle
Man
agem
ent
Com
man
d (L
CMC)
Su
ppor
t
No
Nat
iona
l Sto
ck N
umbe
r (N
SN)
assi
gned
to
CO
TS p
rodu
cts;
litt
le I
tem
/Com
mod
ity
Man
ager
pla
nnin
g, n
or d
epot
rep
air
for
repa
rabl
es. O
ften
dep
ende
nt o
n Co
ntra
ctor
Lo
gist
ics
Supp
ort
(CLS
); n
o tig
ht o
vers
ight
, re
sulti
ng in
man
y is
sues
Infr
astr
uctu
re e
stab
lishe
d to
su
ppor
t pr
oduc
t; o
ften
mor
e ef
ficie
nt, b
ut c
an b
e le
ss
effe
ctiv
e th
an C
OTS
CLS
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
CECO
M h
as c
reat
ed a
Com
mon
Har
dwar
e Sy
stem
(CH
S)
Prog
ram
Off
ice,
as
wel
l as
Soft
war
e En
gine
erin
g Ce
nter
(S
EC)/
Post
Pro
duct
ion
Soft
war
e Su
ppor
t (P
PSS)
for
dea
ling
with
sel
ectiv
e CO
TS p
rodu
cts
15©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
l
Fund
ing
Maj
or �
mis
allo
catio
n�of
sup
plem
enta
l, ac
quis
ition
and
O&
S/M
mon
ey in
ord
er t
o ra
pidl
y fie
ld s
yste
ms
�out
side
�of
nor
mal
LC
MC
proc
esse
s; P
M O
ffic
es o
ften
�ow
n�CO
TS p
rodu
cts
into
Pro
duct
Sup
port
lif
ecyc
le s
tage
. Man
y tim
es C
OTS
are
not
pa
rt o
f sy
stem
of
reco
rd
Usu
ally
�cl
eane
r�de
mar
catio
n be
twee
n ac
quis
ition
fun
ds
and
O&
S/M
fun
ds
Enem
y Ac
cess
Sam
e ac
cess
; gl
obal
inte
rnet
and
di
strib
utio
n en
able
s ra
pid
acqu
isiti
on t
o us
e ag
ains
t ou
r W
arfig
hter
sN
ot a
cces
sibl
e
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
With
Joi
nt P
rogr
ams,
the
man
agem
ent
of
COTS
is o
ften
ver
y ch
alle
ngin
g
16©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
Elem
ent
CO
TSD
evel
opm
enta
l
Impo
rtat
ion
Or
Expo
rtat
ion
Can
be v
ery
cum
bers
ome
to o
btai
n CO
TS
prod
ucts
with
dua
l use
into
US,
or
expo
rt
US
prod
ucts
to
our
allie
s; lo
ts o
f in
ter-
gove
rnm
enta
l age
ncy
squa
bblin
g
Rul
es m
uch
mor
e bl
ack
and
whi
te
OPT
EMPO
Ad
apta
bilit
y
Wid
e ra
nge
of e
nviro
nmen
tal d
riven
des
ign
feat
ures
not
incl
uded
; te
mpe
ratu
re r
ange
s,
sand
, hum
idity
and
oth
ers
have
sm
alle
r ra
nge
than
exp
erie
nced
by
mili
tary
. Tho
ugh
new
nic
he p
rodu
cts
bein
g pr
oduc
ed b
y O
EMs
for
�sev
ere�
use
(i.e.
Pan
ason
ic
Toug
hBoo
k an
d Ex
trem
e Ad
vent
ures
em
ploy
men
t)
Can
be d
esig
ned
to a
dapt
to
any
fore
seen
env
ironm
ent
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
17©
G&
C 20
10
Pro
duct
Sou
rce
Type
Com
pari
son
#El
emen
tC
OTS
DI
1U
nit
Cost
+-
2Rel
iabi
lity
+-
3Te
chni
cal
Doc
umen
tatio
n+
-
4Fi
eld
Serv
ice
Rep
rese
ntat
ives
(FS
Rs)
+-
5Tr
aini
ng+
-
6Su
pplie
r Ba
se+
-
7Te
chno
logy
Mat
urity
+-
8Te
chno
logy
Lev
el+
-
9In
terf
ace
With
Co
mm
erci
al B
est
Prac
tices
+-
10Te
chno
logy
Fam
iliar
ity+
-
11In
tegr
atio
n O
f M
ultip
le
Prod
ucts
Int
o A
Solu
tion
+-
12Co
nfig
urat
ion
Arch
itect
ure
+-
CO
TS V
ersu
s D
evel
opm
enta
l Pro
duct
s
Pro
duct
Sou
rce
Type
Com
pari
son
#
Elem
ent
CO
TSD
I13
Des
ign
Influ
ence
-+
14D
imin
ishi
ng M
anuf
actu
ring
Sour
ces,
Mat
erie
l Sho
rtag
es
(DM
SMS)
-+
15O
rgan
ic L
ife C
ycle
M
anag
emen
t Co
mm
and
(LCM
C) S
uppo
rt-
+
16Fu
ndin
g-
+
17En
emy
Acce
ss-
+
18Im
port
atio
n O
r Ex
port
atio
n-
+
19O
PTEM
PO A
dapt
abili
ty-
+
CO
TS p
rodu
cts
hav
e m
any
mor
e fa
vora
ble
attr
ibu
tes
as c
ompa
red
to
Dev
elop
men
t It
ems
(DI)
18©
G&
C 20
10
Ove
rvie
w O
f W
eapo
n S
yste
ms
& C
OTS
Pro
duct
s
Ove
rvie
w E
lem
ent
1980
2000
2010
2015
Impa
ct U
pon
DoD
DoD
ove
rall
spen
ding
as
a %
of
GD
P10
.0%
3.2%
4.0%
3.3%
Less
fun
ding
ava
ilabl
e, a
s w
ell a
s le
ss im
pact
on
over
all e
cono
my
DoD
wea
pon
syst
em
acqu
isiti
on s
pend
ing
as a
% o
f al
l US
capi
tal g
oods
in
vest
men
t
18.0
%8.
0%15
.0%
10.0
%Le
ss in
fluen
ce u
pon
OEM
s
Estim
ated
CO
TS
spen
ding
as
a %
of
over
all D
oD w
eapo
n sy
stem
acq
uisi
tion
$$
<1.
0%1.
0%2-
5%5-
10%
Reco
gniz
e ne
ed t
o sh
ift t
o CO
TS;
DoD
less
tha
n 1%
of
OEM
pro
duct
dem
and
in
2015
Estim
ated
fas
t-tr
ack
equi
ppin
g CO
TS
spen
ding
$$
%1.
0%5.
0%25
-35%
30-5
0%Fu
lly e
mbr
acin
g CO
TS
whe
neve
r po
ssib
le
estim
ate
19©
G&
C 20
10
The
tren
ds a
re f
avor
able
for
CO
TS p
rodu
cts,
but
the
mili
tary
Acq
uisi
tion
orga
niza
tions
mus
t be
com
e �s
mar
ter�
on h
ow t
hey
inte
grat
e CO
TS
prod
ucts
�in
trod
ucin
g �T
raili
ng E
dge
Tech
nolo
gy;�
a co
ncep
t to
be
empl
oyed
by
Prog
ram
Man
ager
Off
ices
in t
he d
esig
n/
prod
uctio
n an
d pr
oduc
t su
ppor
t st
ages
of
the
lifec
ycle
of
wea
pon
syst
ems
The
Trai
ling
Edge
Tec
hnol
ogy
Con
cept
For
CO
TS P
rodu
cts
1.Co
rrec
t af
ter
unpl
anne
d fa
ilure
2.Co
rrec
t be
fore
pl
anne
d fa
ilure
3.Re
set
afte
r de
ploy
men
t4.
Impr
ove
relia
bilit
y5.
Assu
re c
apab
ility
6.Ev
olve
tec
hnol
ogy
7.Re
pair
cata
stro
phic
da
mag
e8.
Stor
e sh
ort/
long
te
rm
Prod
uct
Supp
ort
Proc
esse
s (a
t fie
ld/lin
e or
at
depo
t)
Pro
duct
R
etir
emen
t S
tage
Pro
duct
In
itia
l D
istr
ibu
tion
S
tage
Pro
duct
P
opu
lati
on
LoHi
Pro
duct
Pro
duct
ion
Sta
geP
rodu
ct O
ut-
Of-
Pro
duct
ion
Sta
geP
rodu
ct
Req
uir
emen
ts,
Des
ign
&
Dev
elop
men
t S
tage
s =
Pro
duct
Su
ppor
t St
age
&P
rodu
ct O
pera
te S
tage
Tota
l Pro
du
ct L
ifet
ime
Pro
duct
R
edis
trib
ute
S
tage 20
©G
&C
2010
The
Trai
ling
Edge
Tec
hnol
ogy
Con
cept
Fo
r C
OTS
Pro
duct
s: V
alu
e P
ropo
siti
on�!Fr
eque
ncy
of f
ailu
res
thro
ugh
pigg
ybac
king
upo
n co
ntin
ual r
elia
bilit
y
impr
ovem
ents
by
OEM
�!
Dur
atio
n of
pro
duct
sup
port
pro
cess
es, a
nd in
tur
n "
mat
erie
l
avai
labi
lity,
thro
ugh
impr
oved
mai
ntai
ner/
tech
wor
ker
prod
uctiv
ity d
ue t
o
pigg
ybac
king
upo
n O
EM c
ontin
ual i
mpr
ovem
ents
on:
�Te
chni
cal d
ocum
enta
tion
�D
esig
n-Fo
r-M
aint
aina
bilit
y
�Tr
aini
ng t
ools
�"
Fam
iliar
ity o
f pr
oduc
ts t
hrou
gh p
rogr
amm
ed u
pgra
des
�!
DM
SMS
issu
es t
hrou
gh p
rogr
amm
ed u
pgra
des
�#
/"Ca
pabi
litie
s th
roug
h pr
ogra
mm
ed u
pgra
des;
The
mili
tary
can
not
fal
l beh
ind
wha
t ou
r en
emie
s ca
n re
adily
acq
uire
!TO
C &
"
Mis
sion
Ef
fect
iven
ess
Som
e sa
vin
gs w
ould
be
off-
set
by h
ighe
r in
tegr
atio
n c
ost
for
prog
ram
s21
©G
&C
2010
�CO
TS it
ems
sele
cted
in t
he d
esig
n pr
oces
s an
d em
ploy
ed d
urin
g
the
prod
uctio
n pr
oces
s w
ould
be
in a
not
-new
con
ditio
n:
�R
epai
red,
ref
urbi
shed
, or
over
haul
con
ditio
ns;
this
typ
e of
acqu
isiti
on h
as b
een
done
bef
ore
�R
esul
ting
from
a le
ase
retu
rn o
r w
arra
nty
retu
rn t
o a
supp
lier.
�CO
TS p
rodu
cts
can
lose
as
muc
h as
75%
of
thei
r va
lue
with
in
18 m
onth
s af
ter
bein
g pr
oduc
ed, t
hus
a $1
,000
com
pute
r is
wor
th a
bout
$25
0 af
ter
18 m
onth
s.
The
Trai
ling
Edge
Tec
hnol
ogy
Con
cept
Fo
r C
OTS
Pro
duct
s: D
esig
n/P
rodu
ctio
n
22©
G&
C 20
10
�Th
e pr
opos
ed c
once
pt is
to:
�Ac
quire
18
mon
th o
ld n
ot-n
ew C
OTS
pro
duct
s fo
r $.
25 o
n th
e do
llar
of t
he n
ew c
ondi
tion
acqu
isiti
on c
ost
durin
g th
e pr
oduc
tion
stag
e
�Ta
ke t
he �
extr
a�$.
75 a
nd u
se it
for
fut
ure
not-
new
con
ditio
n
prog
ram
med
upg
rade
s to
be
perf
orm
ed e
very
18
mon
ths
The
follo
win
g is
the
ser
ies
of a
ctio
ns c
ompa
ring
to t
he le
gacy
appr
oach
for
man
agin
g CO
TS b
ased
sys
tem
s ve
rsus
tha
t of
a n
ew
busi
ness
mod
el (
they
are
for
illu
stra
tion
purp
oses
; ea
ch C
OTS
pro
duct
will
hav
e di
ffer
ent
RO
Is f
or t
his
conc
ept
The
Trai
ling
Edge
Tec
hnol
ogy
Con
cept
Fo
r C
OTS
Pro
duct
s: D
esig
n/P
rodu
ctio
n
Pro
gram
med
upg
rade
s ca
n oc
cur
at a
dep
ot o
r in
th
e fi
eld/
line
as a
Lik
e-K
ind
Exch
ange
23©
G&
C 20
10
Lega
cy
Trai
ling
Edge
COTS
(A)
cqui
sitio
n D
ate
$0$500
$100
0
$150
0
$200
0Cu
mul
ativ
e Ac
quis
ition
$$$ A P
A P
P
A P
A P
A P
A P
A P
A P
A P
A
Lega
cy P
rogr
amm
ed U
pgra
de E
very
6 Y
ears
. Ave
rage
Tra
iling
Edg
e is
3.
75 y
ears
�yo
unge
r tha
n Le
gacy
�
The
Trai
ling
Edge
Tec
hnol
ogy
Con
cept
Fo
r C
OTS
Pro
duct
s: D
esig
n/P
rodu
ctio
n
7/08
1/10
7/11
1/13
7/14
1/16
7/17
1/19
7/20
7/08
1/10
7/11
1/13
7/14
1/16
7/17
1/19
7/20
COTS
(P)
rodu
ctio
n D
ate
COTS
(P)
rodu
ctio
n D
ate
COTS
(A)
cqui
sitio
n D
ate
$100
0
$200
0
24©
G&
C 20
10
The
Trai
ling
Edge
Tec
hnol
ogy
Con
cept
Fo
r C
OTS
Pro
duct
s: P
rodu
ct S
upp
ort
03
-10
Fai
led
COTS
Rep
arab
le L
RU
, 07
-06
Pro
duct
ion
Dat
e
Like
-Kin
d Cu
rren
t R
epla
cem
ent
Valu
e (C
RV)
$1
,00
0
BER/
Was
hout
rat
e 6
5% o
r $
65
0;
repa
ir w
ithin
lim
its f
or
rete
ntio
n
Cost
Of R
epai
r $
40
0
Rep
aire
d an
d fo
rwar
ded
to
mai
ntai
ner
for
inst
alla
tion
Lega
cy A
ppro
ach
COTS
Rep
arab
le L
RU
48
m
onth
sol
d pr
oduc
tion
date
w
ith c
ost
of $
40
0
BER/
Was
hout
rat
e 2
5% o
r $
250;
re
pair
outs
ide
limits
for
ret
entio
n an
d di
spos
ed
09
-08
dat
e of
LRU
pro
duct
ion,
ac
quire
d fo
r $
25
0 in
a r
epai
red
cond
ition
, and
for
war
ded
to
mai
ntai
ner
for
inst
alla
tion
COTS
Rep
arab
le L
RU
18
m
onth
sol
d pr
oduc
tion
date
w
ith c
ost
of $
25
0
Trai
ling
Edge
App
roac
h
Sim
plifi
ed;
typi
cal L
ike-
Kind
Ex
chan
ge
empl
oyed 25
©G
&C
2010
The
Trai
ling
Edge
Tec
hnol
ogy
Con
cept
Fo
r C
OTS
Pro
duct
s: P
rodu
ct S
upp
ort
This
con
cept
can
be
adap
ted
to a
Per
form
ance
Bas
ed
Logi
stic
s/O
utco
me-
Base
d Pr
oduc
t Su
ppor
t Bu
sine
ss M
odel
�Con
trac
tor
can
be p
rovi
ded
with
a f
ee f
or e
xecu
ting
conc
ept
�Con
trac
tor
can
wor
k w
ith d
epot
und
er a
Pub
lic P
rivat
e Pa
rtne
rshi
p
(PPP
) to
exe
cute
con
cept
�A P
rodu
ct S
uppo
rt I
nteg
rato
r (P
SI)
and
a Pr
oduc
t Su
ppor
t M
anag
er
(PSM
) m
ust
wor
k cl
osel
y to
geth
er t
o as
sure
tha
t th
e in
itiat
ive
is
mee
ting
the
War
fight
er r
equi
rem
ents
and
fav
orab
ly im
pact
ing
TOC
26©
G&
C 20
10
�CO
TS p
rodu
cts
are
play
ing
a m
uch
larg
er r
ole
in t
he
desi
gn o
f w
eapo
n sy
stem
s
�D
oD le
ader
ship
sho
uld
cont
inue
to
thin
k ou
t-of
-box
in
orde
r to
ass
ure
that
our
War
fight
ers
have
con
tinuo
us
acce
ss
and
supp
ort
of t
he C
OTS
pro
duct
s th
at t
hey
requ
ire in
ord
er t
o de
feat
our
ene
mie
s;
the
Trai
ling
Edge
Tec
hnol
ogy
busi
ness
mod
el is
one
way
to h
elp
them
lead
tha
t in
itiat
ive
Con
clu
sion
s
27©
G&
C 20
10
Qu
esti
ons?
Ron
Giu
ntin
i, Pr
inci
pal
ron@
giun
tinic
ompa
ny.c
om57
0.52
3.09
92
ww
w.g
iunt
inic
ompa
ny.c
om
28©
G&
C 20
10